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Skill Overview

A Sales Executive Apprentice is a salesperson working in either the Business to Business or Business to Consumer markets with the responsibility to sell a specific product line or service. They will be responsible for leading end-to-end sales interaction with customers and managing sales internally within an organisation. This apprenticeship develops customer relationship building skills, the planning of sales activities, and the undertaking of the end-to-end sales interaction with the customer. The apprentice will be responsible for retaining and growing a number of existing customer accounts, and generating new business by contacting prospective customers, qualifying opportunities and bringing the sales process to a mutually acceptable close. Typically, a Sales Executive will deal with a single point of contact for each sale and will present a pre-considered value proposition. The entire sales process may be completed during a single customer ‘conversation’, or over a series of interactions.
A Sales Executive Apprentice will develop customer relationships by establishing rapport and building trust and confidence in their own and their organisation’s capabilities through demonstration of detailed product knowledge, competitor knowledge and an understanding of the market in which they operate, and by ensuring positive customer experience. This is typically an office based role and can take place across a variety of different sectors. They can work in advertising, marketing or digital agencies, or in interactive roles for broadcasters.

Learning Objectives

Sales planning and preparation: Set effective targets using sales forecasts. Prioritise customers and activities to grow account value and maximise return-on-investment in line with your organisation’s strategy. Formulate or refine customer plans and objectives. Create efficient territory plans where appropriate.

Customer engagement: Effectively communicate and interpret customer information exchanged through written, verbal and non-verbal communication. Develop a customer engagement style that effectively opens sales conversations, builds rapport, enhances customer relationships, and adapts to different customer’s social preferences.

Customer needs analysis: Be highly skilled at effective questioning and active listening techniques to understand the customer’s needs, guide the sales conversation appropriately, create mutual understanding, and build trust and affinity with customers.

Propose and present solutions: Develop sales proposals and deliver them using a presentation style and technique appropriate for your customer. Present relevant products and/or services, explain features and their advantages, and clearly articulate the value and benefit of the solution for the specific customer. Use and adapt a range of techniques to draw-out and overcome common sales objections.

Negotiate: Research the customer’s likely desired outcomes and negotiating stance. Develop responses to likely objections. Identify your own organisation’s needs, such as minimum price and acceptable terms. Negotiate or trade variables effectively.

Closing Sales: Be attuned to verbal and non-verbal buying-signals andmove to close at an appropriate point in sales conversations. Develop ethical techniques to close sales and confirm customers’ purchase agreement.

Gathering Intelligence: Collect, analyse and interpret market intelligence and share it appropriately and effectively within your organisation.

Time Management: Use and adapt appropriate tools and techniques to prioritise and manage your time effectively.

Collaboration and team work: Contribute effectively within a team environment. Work collaboratively with both internal and external stakeholders. Manage communications with the cross-functional team in relation to the effective delivery of your sales, such as finance and service delivery. Support continual business improvement by sharing best practice with sales team colleagues and assist the marketing team to develop new marketing collateral.

Customer experience management: Deliver a positive customer experience. Manage customer enquiries and issues effectively. Take proactive action to prevent and minimise customer concerns and complaints. Handle all customer interactions professionally to the customer’s satisfaction.

Digital skills: Effectively use digital tools to conduct research and target customers in line with the overall sales strategy. Able to deliver presentations and meetings using digital communication. Complete accurate records and process sales in accordance with your organisation’s policies, procedures and digital CRM systems.

Funding Option

Funding Eligibility

This opportunity is only available to business owners, managers and team leaders looking to upskill their staff. If you are unemployed or exploring new career options, you can start your apprenticeship journey by sending your CV to: info@360apprenticeships.co.uk

For apprentices aged 16-21 the training costs are fully funded by the government. For apprentices aged over 21, there is a 5% co-investment which would be paid by the employer. Alternatively, the training costs can be covered by utilising the Apprenticeship Levy Fund.

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