Getting Started
Gateway & End-point

During Your Programme

These web pages aim to provide a handy access point for information that you will need during your apprenticeship programme.

Learner Handbook

Your Tutors & Coaches

Steve Radford
Tutor & Programme Lead

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I will be your programme lead, supporting you throughout your apprenticeship journey.

Peter Cooper
Tutor & Skills Coach

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Robin Burr
Tutor

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Nadine Jump
Progress Adviser

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Melanie Clarke
Progress Adviser

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Explaining The Roles

Your tutor will lead you through your workshops or seminars and deliver the knowledge elements of your apprenticeship programme. Between workshops, your tutor will also coach and support you as you begin to turn your knowledge into skills and behaviours within the workplace, and will help you gather evidence to demonstrate your overall competency.

Your learner progress adviser will help provide additional support where needed and monitor your progress. 

Your E-Portfolio

We use the Greater Sales Academy as our e-portfolio system. This is where you will find all of the resources for the programme, where your tasks and assignments will be set, and where you will submit your work.Within the academy, you’ll receive ongoing support and feedback from your tutor, and will be able to monitor your progress towards the Knowledge, Skills and Behaviour competencies, prior to your end-point assessment.We’ll provide you with training on how to use the Greater Sales Academy as part of your programme enrolment and introduction.

Access E-Portfolio

Knowledge, Skills and Behaviours

During your Sales Executive apprenticeship you will learn to demonstrate the following knowledge, skills and behaviours.

Knowledge

Understand your organisation’s vision, values and capabilities, the principle goals of its overall strategy, and the specific objectives of its marketing and sales strategies. Know how to analyse your organisation’s sales and marketing strategies and objectives and translate them into plans and actions for your role.

Identify the features and advantages of the product(s) and/or services(s) you sell, understand how these meet customer needs, and examine how they compare to competitor’s solutions. Understand the nature of your sector and the likely forthcoming changes to it. Understand the legal, regulatory and ethical frameworks relating to your sector and role.

Understand how your market is segmented and how to target specific segments through effective product or service positioning.

Know how to analyse the macro and microenvironment of individual customers. Understand the challenges and purchasing motivations of your customers and the internal and external factors that impact their purchasing decisions. Understand expectations of what constitutes a high-quality customer experience.

Understand the principles of finance for sales, such as profit and loss, return on investment and budgeting. Appreciate the impacts of different types of costs on the business and the drivers of profitable performance. Understand the impact of any discount or variation in terms that you may offer.

Understands how to exploit digital technologies to aid the sales cycle

Skills

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.

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.

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.

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.

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.

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.

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

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

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.

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.

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.

Behaviours

Present yourself as an ambassador for your employer’s brand, and act in accordance with your organisation’s values and code of conduct at all times. Maintain integrity in all business relationships. Challenge unethical behaviour.

Proactively develop new and existing customer relationships. Plan and lead sales conversations and make recommendations to support the customers’ requirements.  Proactively monitor the customer experience.

Demonstrate the ability to control your actions, reactions and emotions.

Remain calm under pressure and be aware of your personal impact on others.

Demonstrate the ability to maintain optimism and professionalism in the face of rejection, quickly recover from setbacks, adapt well to change, and keep going in the face of adversity.  Remain highly motivated to achieve both personal and professional goals.

Respond positively to coaching, guidance or instruction; demonstrate awareness and ownership of your continual professional development, and actively seek out development opportunities outside of formal learning situations.

Off-the-Job Training

It is a funding requirement that apprentices need to dedicate 20% of their working hours to their learning and development, this equates to around one day per week. This doesn’t mean that you get a day off each week, but you do need to be undertaking new learning.

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How Can I Evidence My Learning?

Your coach and tutor will work with you to best gather evidence of your training. This can take various forms;

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Functional Skills

Each Apprenticeship standard requires you to hold a certificate to at least a Level 2 in Math and English. If you do not have copies of your certificates, or if they are not held on the learner record service, then you will need to undertake the Functional Skills course.

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End Point Assessment (EPA)

EPA is the process at the end of your program for you to demonstrate to a third party assessor that you have acquired the KSB throughout your training set out in the Apprenticeship standard. This will only happen once yourself, your line manager and Skills Coach have agreed that you are ready to do so.

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