Customer Requirements

Customer Requirements

Customer Requirements

Course Status:

Hello and welcome to this sales course entitled “Customer Requirements”. What does the customer ACTUALLY want? A salesperson needs to understand and uncover their customer’s needs so they can recommend the most suitable product/service to meet their requirements.

In this course we will cover the essential questioning and listening skills every sales person needs. We will also examine the differences between features and benefits and how matching benefits to a customers needs simplifies the sales process.

The final lesson in this module is a case study which shows the practical use of these essential skills.


On completion of this training course, you will be able to:

  • Give examples of open and closed questions and list the advantages of their usage
  • Summarise active listening strategies and explain why they are important to the sales process
  • Differentiate between feature and benefits of a product \ service and outline why benefits are preferable in a sales context.
  • Explore the use of questioning and listening skills and the use of product \ service benefits in a sales case study.


Who is this course for?

This course is perfect for people who are beginning a new career in Sales and have little or no experience in the area. You’ll get a good insight into just how the sales process works, and practical tips that you can put to use in real sales situations. This course is also great for people who already work in a sales position, as you’ll look at theories and strategies to really refine you skills.

This particular course consists of 3 video lessons organised into one modules. Each video is approximately 5 to 9 minutes in length. At the end of each video lesson there is a quiz that will test your knowledge of the material. A transcript is available for each lesson so you can real along with the video or download and print to study later. This course is completely self-paced. Watch and study when and wherever you want.


The module breakdown for this course is as follows:

  • Questioning Skills
  • Listening Skills
  • Matching Benefits to Customer Needs

On successful completion of this course all students will be awarded a People of Process Certificate of Completion. This certificate confirms you have completed all the video lessons for every module and fully met all the requirements of the course.

To achieve this award all the assessment quizzes for each lesson must be passed. The pass grade for each quiz is 80%.You can retake lesson quizzes as often as you like.


Each lesson in this course has its own assessment quiz. These quizzes will test your understanding of the course material and your ability to apply the knowledge learned to real world marketing situations. It is recommended that you watch the video lesson several times and study the lesson transcript before attempting the quiz.

To successfully complete the course you must pass the assessment quiz for each lesson. The passing grade for each lesson quiz is 80%