No matter what product or service you represent, there are powerful strategies that will help you become a top-producing sales person. Gain a better understanding of the importance of the sales function and learn new skills in relationship management, prospecting, customer management, and delivering a compelling sales presentation. Move yourself or your sales team to increased success.
Unit 1: Sales and Relationship Management
· Describe career opportunities in sales
· Discuss the role of sales in business
· Demonstrate elements of successful selling
Unit 2: Prospecting and Customer Management
· Establish product strategy
· Illustrate and integrate customer strategy into sales strategy
· Target market segmentation, database marketing, customer decision-making
Unit 3: Product/Service Features and Benefits
· Differences between features and benefits
· Product differentiation and product placement
Unit 4: The Sales Presentation
· Plan, customize and conduct a sales presentation
· Handling objections; opening and closing techniques
· Servicing a sale and the use of negotiation
About online learning
Online learning is a fun, enjoyable and very productive way to learn. Millions of people are learning online each year. You will engage with the instructor and other participants. You will get to know your instructor and other participants. You may make friends. It’s easy. It’s fun.
How the Course Works
It is easy to participate in your online course. After you register, you will be given a web address to go to get into your online classroom. You will have a password and use your email address and password to gain access.
Once inside the online classroom, here’s what you can expect.
Participate when you want
You can participate any time of day or evening. The online classroom is open 24 hours a day, 7 days a week.
There are no live real-time requirements or meetings. You decide when you participate.
For the best learning, participants should log into the course on 2-3 different days of the week.
What you will do
For each Unit, you will:
Read the print readings (about 20 pages a week)
Have the option of accessing the online readings
Listen to the audio presentation for the Unit and view the slides
Have the option of taking a self-quiz to see how much you have learned
Engage in written online discussion with your instructor and other participants
For best learning, you should make one or more comments at 2-3 different times each week.
The content (readings, audio lectures, slides) and self quizzes are accessible for the entire course, so you can work ahead, or go back and review again, at your convenience.