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  • BUS633: Sales Management
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  • Unit 2 Review Slides
    Course Introduction
    Course Syllabus
    Unit 1: The Importance of the Sales Function
    1.1: The Power of Selling
    The Power of Selling
    1.2: The Evolution of Selling
    The Evolution of Sales
    1.3: The Role Professional Salespeople Play
    Selling and the Marketing Mix
    1.4: Identify Different Types of Salespeople
    Types of Salespeople
    Types of Sales Positions
    1.5: The Importance of Customer Relationships
    Improve Your Customer Relationships
    Relationship Building for Sales
    Unit 1 Study Resources
    Unit 1 Review Video
    Unit 1 Review Slides
    Study Guide: Unit 1
    Unit 1 Assessment
    Unit 1 Assessment
    Unit 2: Prospecting and Qualifying
    2.1: Prospecting and Qualifying Potential Customers
    Sales Process and Prospecting
    Prospecting Best Practices
    2.2: Screen Potential Customers to Determine Current Needs
    Resources for Prospecting
    Segmenting, Targeting and Positioning
    2.3: Identify Potential Customers
    Business Directories and Databases
    2.4: Determining Whether the Lead Is a Qualified Prospect
    Generating More Qualified Leads
    Unit 2 Study Resources
    Unit 2 Review Video
    Unit 2 Review Slides
    Study Guide: Unit 2
    Unit 2 Assessment
    Unit 2 Assessment
    Unit 3: The Pre-Approach
    3.1: The Preapproach
    Planning for a Sales Call
    Learning about Your Prospects
    3.2: Research Your Prospect
    Solving Customer Challenges
    3.3: Research the Company and the Industry
    SMART Objectives
    3.4: Pre-determine the Customer's Needs
    Buying 101
    Unit 3 Study Resources
    Unit 3 Review Video
    Unit 3 Review Slides
    Study Guide: Unit 3
    Unit 3 Assessment
    Unit 3 Assessment
    Unit 4: The Approach
    4.1: Making a Good First Impression
    Six Cs of Making a Good First Impression
    4.2: Establishing Rapport
    How to Start Off on the Right Foot
    4.3: What Not to Do
    What Not to Do on a Sales Call
    Unit 4 Study Resources
    Unit 4 Review Video
    Unit 4 Review Slides
    Study Guide: Unit 4
    Unit 4 Assessment
    Unit 4 Assessment
    Unit 5: The Presentation and Demonstration
    5.1: Asking Probing Questions to Determine Needs
    SPIN Selling
    5.2: What's in It for the Customer
    Using Features versus Benefits in Sales
    5.3: The Importance of Listening
    Active Listening
    The Power of Effective Communication
    Effective Listening Skills for Managers
    5.4: Leveraging Technology in Your Sales Presentation
    Making Your Presentation Work
    5.5: Product Demonstrations Engage the Customer
    Product Demonstrations
    Unit 5 Study Resources
    Unit 5 Review Video
    Unit 5 Review Slides
    Study Guide: Unit 5
    Unit 5 Assessment
    Unit 5 Assessment
    Unit 6: Handling Objections
    6.1: What Is an Objection?
    Handling Objections
    6.2: Types of Common Objections
    Types of Objections and How to Handle Them
    6.3: Strategies to Handle an Objection
    Simple Steps to Overcoming Every Objection
    Sales Objection Handling 101
    Unit 6 Study Resources
    Unit 6 Review Video
    Unit 6 Review Slides
    Study Guide: Unit 6
    Unit 6 Assessment
    Unit 6 Assessment
    Unit 7: Closing the Sale
    7.1: What Is a Trial Close?
    The Close
    Closing Techniques
    Trial Closes and Challenges
    7.2: Types of Closes
    Types of Closes
    Unit 7 Study Resources
    Unit 7 Review Video
    Unit 7 Review Slides
    Study Guide: Unit 7
    Unit 7 Assessment
    Unit 7 Assessment
    Unit 8: Follow-Up
    8.1: What to Do After Closing the Sale
    Following Up
    8.2: The Importance of Customer Loyalty
    Customer Satisfaction
    Unit 8 Study Resources
    Unit 8 Review Video
    Unit 8 Review Slides
    Study Guide: Unit 8
    Unit 8 Assessment
    Unit 8 Assessment
    Unit 9: Selling Strategies
    9.1: What Is Consultative Selling?
    Consultative Selling
    9.2: The SPIN Model
    Using Questions in the SPIN Model
    9.3: Adapting to Social Styles and Customer Types
    Adaptive Selling
    Unit 9 Study Resources
    Unit 9 Review Video
    Unit 9 Review Slides
    Study Guide: Unit 9
    Unit 9 Assessment
    Unit 9 Assessment
    Unit 10: Selling Yourself
    10.1: What Is Your Personal Brand?
    The Power of Your Personal Brand
    Defining Your Personal Brand
    The Importance of a Personal Brand
    10.2: How the Selling Process Can Help You Get the Job
    Defining Your Personal Brand
    Unit 10 Study Resources
    Unit 10 Review Video
    Unit 10 Review Slides
    Study Guide: Unit 10
    Unit 10 Assessment
    Unit 10 Assessment
    Study Guide
    BUS633 Study Guide
    Course Feedback Survey
    Course Feedback Survey
    Certificate Final Exam
    BUS633: Certificate Final Exam
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  1. BUS633: Sales Management
  2. Unit 2: Prospecting and Qualifying
  3. Unit 2 Study Resources
  4. Unit 2 Review Slides

Unit 2 Review Slides

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Saylor Academy © 2010-2025 except as otherwise noted. Excluding course final exams, content authored by Saylor Academy is available under a Creative Commons Attribution 3.0 Unported license. Third-party materials are the copyright of their respective owners and shared under various licenses. See detailed licensing information. Saylor Academy®, Saylor.org®, and Harnessing Technology to Make Education Free® are trade names of the Constitution Foundation, a 501(c)(3) organization through which our educational activities are conducted.