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BUS633: Sales Management
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Unit 5 Review Slides
Course Introduction
Course Syllabus
Announcements
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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BUS633: Sales Management
Unit 5: The Presentation and Demonstration
Unit 5 Study Resources
Unit 5 Review Slides
Unit 5 Review Slides
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Sales Management Unit 5 Review.pdf
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Course Syllabus
Announcements
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 Video
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
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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