BUS633: Sales Management

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 salesforce 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.

First, read the course syllabus. Then, enroll in the course by clicking "Enroll me". Click Unit 1 to read its introduction and learning outcomes. You will then see the learning materials and instructions on how to use them.

The sales function is often misunderstood or stereotyped in a negative light. That's unfortunate because, without a strong sales function, many businesses do not succeed. Without sales, there is no revenue to support a company's other functional areas.

In this unit, you will learn about the evolution of the sales function, the role salespeople play in companies, the different types of salespeople, and the importance of relationship building in successful selling. Selling is not just for people in the sales profession; we all have to use selling skills in business and our personal lives. The last unit of this course will focus on our personal brand: how we sell ourselves to others. We all go on job interviews, and we need to differentiate ourselves from the other candidates and demonstrate the value and benefits that we offer.

Completing this unit should take you approximately 4 hours.

The selling process follows a framework of seven steps for all products that are sold. This selling model has existed for over a century, despite many changes in technology and culture. The selling process consists of seven steps: 1. Prospect and Qualify, 2. The Preapproach, 3. The approach, 4. The Presentation and or Demonstration, 5. Overcoming Objections, 6. Closing the Sale, and last but not least, 7. Follow-up. In the next several units, we will study, in further detail, each of the seven steps and give you the tools necessary to become an effective salesperson. In Unit 2, we will discuss the first step in this process: Prospecting and Qualifying.

Completing this unit should take you approximately 2 hours.

We have all heard the phrase "You only have one chance to make a good first impression". That is especially true in the selling profession. To make a good first impression, a good salesperson must do their homework to learn as much as possible about the prospect, the company, and the industry long before a face-to-face meeting with the customer. In this unit, we will learn how to prepare for our sales meetings, including researching the customer, the company, and the industry. Before you go into your sales meeting, you will want to establish SMART objectives: specific, measurable, actionable, realistic, and time-bound objectives.

Completing this unit should take you approximately 4 hours.

Up to this point in our discussion, we have researched and learned a lot about our potential customers. You will have your first encounter with a prospective customer during the approach. You may not be sure what they will say; this can be a little nerve-wracking. You must trust in yourself that you have prepared for this interaction. Like the start of any relationship, this is an opportunity to create a sound foundation. In this phase of the sales process, you can make a great first impression and establish rapport with the customer. In this unit, you will learn about the importance of making a good first impression, the six Cs of the sales approach, how to dress for the meeting, how to start on the right foot, how to best approach the particular selling situation, and how to overcome obstacles in getting that appointment.

Completing this unit should take you approximately 3 hours.

You finally get a face-to-face meeting with your customer. Many salespeople consider the presentation the most exciting stage of the selling process. This is your opportunity to shine! You can show the prospect that you know your stuff – and get the chance to deliver value by putting your problem-solving skills to work. Remember, as a sales professional, you are helping your customer find a solution to their problem. In this unit, you will learn important tips to implement when meeting with a customer, from preparation to learning how to adapt to the selling situation, how to dress, and how to handle the logistics. You will also learn about the different dynamics of selling to an individual versus a group selling situation.

Completing this unit should take you approximately 4 hours.

In almost every sales call, the client may have an objection. This is a normal part of the sales process. It may be a true objection, but often, it may be a misconception the client has about your product or company. Part of a salesperson's job is to clarify what the true objection is and provide information to address the objection. Just because a client presents an objection, it does not mean that they will not make the purchase. Properly handling the objection is a great opportunity for the salesperson to strengthen the relationship with the customer. In this unit, we will see how to understand the nature of a sales objection, how overcoming objections can strengthen a relationship, and when and why prospects raise objections.

Completing this unit should take you approximately 4 hours.

The close sounds so simple. It is important to know what the close is and what it is not. The close is not a high-pressure exchange between seller and buyer. It is not a time when the salesperson resorts to trickery, manipulation, or other unsavory tactics just to get a sale. Providing cost-effective solutions is the driving factor behind making the sale. In this unit, we will learn about the importance of closing, what a trial close is, the types of closes, and lastly, why our job is not finished once we close the sale.

Completing this unit should take you approximately 2 hours.

After you close the sale, your job does not end. Remember that marketing is all about customer satisfaction. With that comes repeat purchases and recommendations about you, your product, and your company. In this Unit, we will learn how the follow-up process will help you maintain loyal customers for years and have them recommend your products or services to others. The long-term customer relationship is very important. People are likely to remember the salesperson who went above and beyond after the sale to make sure they were completely satisfied. They are also highly likely to recommend that salesperson or company to a friend or colleague.

Completing this unit should take you approximately 2 hours.

In this unit, we will learn about different selling strategies and how a salesperson can adapt their selling style based on the situation and the customer's behavior. We will explore consultative selling as well as the SPIN model of selling. An important point to remember is that a salesperson must adapt to the selling situation. Some customers will prefer that the salesperson just give them the facts, while others will like to establish a rapport with the salesperson. We will learn more about that in the Adaptive Selling section.

Completing this unit should take you approximately 2 hours.

The power of a brand in the selling process can be a product, service, idea, or even a person. The most important product, brand, or idea you will ever sell is yourself. You are not just a person; you are a brand. When you look for a job, you must sell yourself to employers. When you effectively sell yourself, you can sell your ideas, the value you will bring to the employer, and your skill set to get the job of your dreams. You will update and grow your brand through the years as you acquire new skills and more business experience. As you assess any product, consider the benefits you will bring to the transaction. In this unit, you will reflect on your brand and learn how the selling process can help you get a job.

Completing this unit should take you approximately 2 hours.

This study guide will help you get ready for the final exam. It discusses the key topics in each unit, walks through the learning outcomes, and lists important vocabulary. It is not meant to replace the course materials!

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Take this exam if you want to earn a free Course Completion Certificate.

To receive a free Course Completion Certificate, you will need to earn a grade of 70% or higher on this final exam. Your grade for the exam will be calculated as soon as you complete it. If you do not pass the exam on your first try, you can take it again as many times as you want, with a 7-day waiting period between each attempt.

Once you pass this final exam, you will be awarded a free Course Completion Certificate.