Sales - Identify New Potential and Existing Business


Sales - Identify New Potential and Existing Business

Information is a source of learning. But unless it is organised, processed, and available to the right people in a format for decision-making, it is a burden, not a benefit- William Pollard

Information about existing customers and potential customers forms the base of sales – remember, not all customers are the same - there is no “one size fits all”. This course delves into the benefits of understanding your marketing database and the gold mine of prospects that accompany it. With today’s ever changing needs and wants, it has never been more important to collect and record customer data accurately, identify customers systematically, and know the difference between a customer and a prospect.


  • All staff in a sales environment
  • Sales Executives
  • Sales Managers, Operations Managers and Account Managers
  • Business Owners
  • Anyone wanting to start their own business


  • Target your prospects more effectively by adapting to consumer needs through accurate information
  • Increase your success rate by identifying “ideal customers”
  • Reduce unnecessary time and costs on pursuing non-customers
  • Improve customer relationships - making them feel valued
  • Get organised – learning the essentials of data collection and recording - assessing customer profiles turns quantity into quality


  • The fuel which drives the business – understanding the importance of accurate customer information and what this information can do for your company with regard to successful selling
    • The difference between customers and prospects
    • Methods and techniques for identifying customers
    • Primary internal and external sources of prospects and customers Completion of contact reports as required by your company
  • The marketing database – where to store the valuable material of your customer relationships
    • Defining a marketing database
    • Various types of customer information required for developing a database
    • Explaining the need for a marketing database
  • Asking the right questions of your internal sales force and applying the answers practically to break down your database proficiently

 You can view all our courses HERE

KZN Business Training Centre

Contact Details
Contact Person:
Call us on: +27 (0)31 267 1229
Contact Email:
sales [at]
Course Details
Unit Standard:
NQF Level:
Level 4
Course Duration:
1 Day
Course Delivery Method:

Blended Blended

In Class In Class

Distance Distance

Presented Presented Courses

In House In-House

Contact us at +27 (0)31 267 1229 or [email protected] and we will send your a full course outline and quotation based on your requirements
Course Fee Includes:
Our public course fee includes facilitated training, course materials, the venue, a light lunch and refreshments. Onsite training at your venue can be arranged on mutually suitable dates - please contact us to request a quotation.




Google News

Advertisement i

Advertisement m