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BUS633: Sales Management
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Course Introduction
Course Syllabus
Announcements
Unit 1: The Importance of the Sales Function
1.1: The Power of Selling
1.2: The Evolution of Selling
1.3: The Role Professional Salespeople Play
1.4: Identify Different Types of Salespeople
1.5: The Importance of Customer Relationships
Unit 1 Study Resources
Unit 1 Assessment
Unit 2: Prospecting and Qualifying
2.1: Prospecting and Qualifying Potential Customers
2.2: Screen Potential Customers to Determine Current Needs
2.3: Identify Potential Customers
2.4: Determining Whether the Lead Is a Qualified Prospect
Unit 2 Study Resources
Unit 2 Assessment
Unit 3: The Pre-Approach
3.1: The Preapproach
3.2: Research Your Prospect
3.3: Research the Company and the Industry
3.4: Pre-determine the Customer's Needs
Unit 3 Study Resources
Unit 3 Assessment
Unit 4: The Approach
4.1: Making a Good First Impression
4.2: Establishing Rapport
4.3: What Not to Do
Unit 4 Study Resources
Unit 4 Assessment
Unit 5: The Presentation and Demonstration
5.1: Asking Probing Questions to Determine Needs
5.2: What's in It for the Customer
5.3: The Importance of Listening
5.4: Leveraging Technology in Your Sales Presentation
5.5: Product Demonstrations Engage the Customer
Unit 5 Study Resources
Unit 5 Assessment
Unit 6: Handling Objections
6.1: What Is an Objection?
6.2: Types of Common Objections
6.3: Strategies to Handle an Objection
Unit 6 Study Resources
Unit 6 Assessment
Unit 7: Closing the Sale
7.1: What Is a Trial Close?
7.2: Types of Closes
Unit 7 Study Resources
Unit 7 Assessment
Unit 8: Follow-Up
8.1: What to Do After Closing the Sale
8.2: The Importance of Customer Loyalty
Unit 8 Study Resources
Unit 8 Assessment
Unit 9: Selling Strategies
9.1: What Is Consultative Selling?
9.2: The SPIN Model
9.3: Adapting to Social Styles and Customer Types
Unit 9 Study Resources
Unit 9 Assessment
Unit 10: Selling Yourself
10.1: What Is Your Personal Brand?
10.2: How the Selling Process Can Help You Get the Job
Unit 10 Study Resources
Unit 10 Assessment
Study Guide
Course Feedback Survey
Certificate Final Exam
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Arts and Humanities
Art History
Communication
English
Philosophy
Business Administration
Computer Science
English as a Second Language
Professional Development
Business and Communication
College Success
Computer and Information Technology
General Knowledge for Teachers
Writing and Soft Skills
Science and Mathematics
Biology
Chemistry
Mathematics
Physics
Social Science
Economics
Geography
History
Political Science
Psychology
Sociology
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BUS633: Sales Management
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