Marketing & Sales Revision — City College Norwich Qualifications QCF
Complete City College Norwich Qualifications QCF Marketing & Sales specification revision resources. Tailored syllabus coverage with topic breakdowns, quizzes, and practice questions.
Specification Topics
- Time and territory management for sales people
- Prospecting for new business
- Negotiating, handling objections and closing sales
- Buyer behaviour in sales situations
- Understanding seller types and skills
- Preparing and delivering a sales presentation
Top Exam Board Tips
- Provide concrete examples of time management matrices or calendar blocking in your response.
- When developing a call plan, justify call frequencies with customer data or segmentation criteria.
- Demonstrate how you would handle territory adjustments, such as shifting workloads or redrawing boundaries.
- Use a structured format for your plan, such as a table or Gantt chart, to show clarity and professionalism.
- Ensure your prospecting plan shows how you would target specific market segments and track progress.
- Practice role-play scenarios for cold calling and email outreach to build confidence in appointment setting.
- When analysing information, clearly state the criteria you used to qualify each lead.
- Reflect on common objections and prepare responses; this demonstrates higher-level communication skills.
- In role-play assessments, always pause after an objection is raised to demonstrate composed, thoughtful handling.
- Link every closing attempt back to a previously agreed customer need to reinforce value and reduce hesitation.
Common Mistakes to Avoid
- Overlooking the importance of non-selling time (admin, travel) in time allocation.
- Applying a uniform number of calls to all customers regardless of potential value.
- Failing to factor in geographical proximity when scheduling visits.
- Neglecting to review and adapt plans based on changing circumstances or performance feedback.
- Failing to distinguish between a prospect (qualified lead) and a suspect (unqualified name), leading to wasted effort.
- Overlooking the importance of pre-call research, resulting in generic and ineffective outreach.
- Neglecting to set SMART objectives for prospecting, making it difficult to measure success.
- Using a one-size-fits-all approach instead of tailoring communication to the prospect’s industry or role.
Key Terminology & Definitions
- Time prioritisation and task management
- Sales call planning and routing
- Territory analysis and segmentation
- Performance monitoring and adaptive planning
- Strategic prospecting planning
- Lead qualification and segmentation
- Data-driven prospect analysis
- Appointment setting techniques
- Communication skills for outreach
- Objection handling frameworks
- Principled negotiation
- Closing techniques
- Customer psychology
- Ethical influence
- Preparation and planning