BUS633: Resources | Saylor Academy

Topic	Name	Description
	Course Syllabus

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Course Syllabus

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BUS633: Sales Management

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

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Certificate Final Exam