Identify Customers and Generate Selling Opportunities Training

Learning Outcomes

• Identify potential customers using appropriate questioning and observation techniques.
• Apply communication strategies to build rapport and trust with customers.
• Analyse customer needs and preferences to match with suitable products or services.
• Demonstrate the ability to recognise and act on selling opportunities.
• Implement closing techniques to finalise sales and generate repeat business.
• Evaluate own sales performance and identify areas for improvement.

Target Audience

This course is designed for retail sales staff, customer service representatives, and anyone involved in direct customer interaction who seeks to improve their selling skills and enhance customer engagement.

Prerequisites

None — open enrollment.

Course Outline

Practicals

Overview

Practicals allow learners to apply customer identification and opportunity generation techniques in simulated and real-world scenarios. These hands-on sessions reinforce theoretical knowledge and build confidence in selling skills.

Practical Activities

• Customer Profiling Exercise — Learners use provided data to segment and profile potential customers, then present their findings. (4h)
• Prospecting Role-Play — Learners practice cold calling and networking in role-play scenarios to generate leads. (4h)
• Sales Meeting Simulation — Learners conduct a full sales meeting from rapport building to closing with a trained actor playing the customer. (4h)
• Integrated Sales Scenario — Teams compete in a simulated business environment to identify customers and generate the most opportunities. (4h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.