Course Structure: Sales Training Program for Academic Counsellors

Module 1: Introduction to Sales in Education (5 hours)

• Overview of Sales in Education
o Importance of sales in academic institutions
o Role of an Academic Counsellor in sales
• Understanding the Sales Process
o Stages of the sales funnel
o Key sales terminologies
• Case Study: Successful Sales Strategies in Education
• Exercise: Mapping the Sales Funnel

Module 2: Product Knowledge and Market Understanding (10 hours)

• Understanding Educational Products and Services
o Types of educational programs and services
o Features and benefits analysis
• Market Research and Analysis
o Identifying target markets
o Competitor analysis
• Case Study: Market Positioning of Educational Institutions
• Exercise: Creating a Product Feature-Benefit Matrix

Module 3: Communication and Interpersonal Skills (10 hours)

• Effective Communication Techniques
o Verbal and non-verbal communication
o Active listening skills
• Building Rapport with Prospective Students
o Techniques for building trust and rapport
o Handling objections and concerns
• Case Study: Communication Breakdown in Sales

Module 4: Sales Techniques and Strategies (15 hours)

• Consultative Selling Approach
o Understanding student needs
o Providing tailored solutions
• Persuasion and Negotiation Skills
o Techniques for persuasive communication
o Negotiation tactics and strategies
• Case Study: Successful Negotiation in Academic Sales
• Exercise: Developing a Sales Pitch

Module 5: Technology in Sales (5 hours)

• Using CRM Systems
o Overview of CRM tools
o Managing leads and follow-ups
• Digital Marketing and Sales
o Leveraging social media for sales
o Email marketing strategies
• Case Study: Impact of Technology on Sales Performance
• Exercise: CRM Simulation

Module 6: Ethics and Professionalism in Sales (5 hours)

• Ethical Sales Practices
o Understanding ethical dilemmas in sales
o Maintaining integrity and professionalism
• Legal Considerations in Sales
o Compliance with educational regulations
o Data privacy and protection
• Case Study: Ethical Challenges in Sales
• Exercise: Ethical Decision-Making Scenarios

Module 7: Performance Evaluation and Continuous Improvement (10 hours)

• Setting Sales Goals and KPIs
o Defining and measuring sales performance
o Setting realistic and achievable targets
• Feedback and Self-Assessment
o Techniques for self-evaluation
o Seeking and utilizing feedback
• Case Study: Performance Improvement Plans
• Exercise: Creating a Personal Development Plan

Final Assessment and Certification (5 hours)
• Comprehensive Exam
o Multiple-choice and short-answer questions
• Practical Assessment
o Role-play and case study analysis
• Feedback Session
o Individual feedback and improvement suggestions
• Certification Ceremony

How Promilo Works for Students

College Search Made Easy, Find the Right College for You in Minutes, Not Months!

Search your Career Goal

Discover courses, internships, and jobs that sync with your goals.

Register for Free

Get access to premium features and connect directly with experts. You're all set!

Book a Free Meeting

Schedule a free online meeting or talk to experts Jump into a meeting with pro-experts. We got you!

Stack Up Rewards

Your time is valuable, and we appreciate every moment you spend with us. That's why we continue to reward you for your engagement.