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BUS633: Sales Management
Sections
Course Introduction
Course Syllabus
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
Study Guide
Course Feedback Survey
Certificate Final Exam
Resources
Activities
Quizzes
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BUS633: Sales Management
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BUS633: Sales Management
Sections
Unit 3: The Pre-Approach
Unit 3 Study Resources
Unit 3 Review Video
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Unit 3 Review Video
Watch this as you work through the unit and prepare to take the final exam.
Last modified: Tuesday, March 5, 2024, 1:46 PM
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Course Syllabus
The Power of Selling
The Evolution of Sales
Selling and the Marketing Mix
Types of Salespeople
Types of Sales Positions
Improve Your Customer Relationships
Relationship Building for Sales
Unit 1 Review Video
Unit 1 Review Slides
Study Guide: Unit 1
Unit 1 Assessment
Sales Process and Prospecting
Prospecting Best Practices
Resources for Prospecting
Segmenting, Targeting and Positioning
Business Directories and Databases
Generating More Qualified Leads
Unit 2 Review Video
Unit 2 Review Slides
Study Guide: Unit 2
Unit 2 Assessment
Planning for a Sales Call
Learning about Your Prospects
Solving Customer Challenges
SMART Objectives
Buying 101
Unit 3 Review Slides
Study Guide: Unit 3
Unit 3 Assessment
Six Cs of Making a Good First Impression
How to Start Off on the Right Foot
What Not to Do on a Sales Call
Unit 4 Review Video
Unit 4 Review Slides
Study Guide: Unit 4
Unit 4 Assessment
SPIN Selling
Using Features versus Benefits in Sales
Active Listening
The Power of Effective Communication
Effective Listening Skills for Managers
Making Your Presentation Work
Product Demonstrations
Unit 5 Review Video
Unit 5 Review Slides
Study Guide: Unit 5
Unit 5 Assessment
Handling Objections
Types of Objections and How to Handle Them
Simple Steps to Overcoming Every Objection
Sales Objection Handling 101
Unit 6 Review Video
Unit 6 Review Slides
Study Guide: Unit 6
Unit 6 Assessment
The Close
Closing Techniques
Trial Closes and Challenges
Types of Closes
Unit 7 Review Video
Unit 7 Review Slides
Study Guide: Unit 7
Unit 7 Assessment
Following Up
Customer Satisfaction
Unit 8 Review Video
Unit 8 Review Slides
Study Guide: Unit 8
Unit 8 Assessment
Consultative Selling
Using Questions in the SPIN Model
Adaptive Selling
Unit 9 Review Video
Unit 9 Review Slides
Study Guide: Unit 9
Unit 9 Assessment
The Power of Your Personal Brand
Defining Your Personal Brand
The Importance of a Personal Brand
Defining Your Personal Brand
Unit 10 Review Video
Unit 10 Review Slides
Study Guide: Unit 10
Unit 10 Assessment
BUS633 Study Guide
Course Feedback Survey
BUS633: Certificate Final Exam
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