In this graduate-level course, learn the importance of the sales function for the survival and growth of the organization.
In this graduate-level course, we will explore the entire selling process, from learning about your customers through the entire sales process, including follow-up, to maintaining customer loyalty. We will discuss different selling strategies to assess the customer's needs and how we, as consultative salespeople, can solve their problems with our product or service. Remember that marketing is all about the customer's needs: without sales, the company would not exist.
In addition to the sales process, we will address how business technology has influenced sales practices. Business technology refers to the digital tools that help companies and their sales teams improve productivity and convert leads into actual customers. A sales force can utilize many digital tools to enhance their productivity; these include CRM (customer relationship management) systems, sales prospecting tools, lead enrichment tools, outreach and email platforms, scheduling software, live chat, sales reporting tools, and many others.
- Unit 1: The Importance of the Sales Function
- Unit 2: Prospecting and Qualifying
- Unit 3: The Pre-Approach
- Unit 4: The Approach
- Unit 5: The Presentation and Demonstration
- Unit 6: Handling Objections
- Unit 7: Closing the Sale
- Unit 8: Follow-Up
- Unit 9: Selling Strategies
- Unit 10: Selling Yourself
- Demonstrate the impact and importance of sales for a company's success;
- Demonstrate the seven steps in the selling process;
- Define and explore various careers in the sales and service industry;
- Apply selling strategies to the four different customer types;
- Demonstrate the basics of sales and the importance of building long-term relationships;
- Analyze the impact of technology on sales and service processes, including eCommerce, social media, and globalization;
- Demonstrate the process of SPIN selling with written probing questions; and
- Develop a personal brand to sell yourself to future employers.