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PRDV217: Introduction to Sales
Sections
Course Introduction
Course Syllabus
Unit 1: Sales Relationships
Unit 2: Ethics in Professional Sales
Unit 3: Relationship Development and Management
Unit 4: Making a Sales Presentation
Unit 5: Sales Teams
Course Feedback Survey
Certificate Final Exam
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PRDV217: Introduction to Sales
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PRDV217: Introduction to Sales
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Course Syllabus
Customer Relationships and Selling Strategies
Sales Channels and Environments
Online vs. Personal Sales
Setting Up an Inside Sales Team
The Role of Professional Salespeople
Putting Adaptive Selling to Work
What Does It Take to Be in Sales?
Overview of Ethics
Your Responsibilities as a Communicator
Ethics in Public Speaking
Ethics in Sales
Guiding Principles in Selling
Intellectual Honesty
Ethical Sales Behavior, Relationship Quality, and Customer Loyalty
Customer Relationship Management (CRM)
Sales Territory
Finding Prospects
Relationship Marketing
How to Spot a Gap in the Market
Buying 101
Audience Analysis
More on Audience Analysis
The Power of Listening
Listening and Reading for Understanding
Relationship Management
The Power of Relationship Selling
Building Real Relationships through Networking
Persuasive Strategies
The Best Way to Persuade
Sell Benefits Not Just Features
Communicating Persuasively
Persuasive Speaking
The Power of Solving Problems
The Power of Preparation
Presentation Aids
PowerPoint: What Not to Do
Delivering Your Presentation
How to Perfect Your Sales Presentations
Body Language for Business Success
Objections Are Great
What to Do When Your Customer Objects
Mistakes Leaders Make Responding to Questions
The Power of Negotiating to Win
How to Close Your Sales Presentations
Leadership and Working in Teams
Professional Presence
Be Specific
Clarity vs. Brevity
Managing the Sales Manager
Managing Conflict at Work
Conflict Management
The Beauty of Conflict
Group Problem-Solving
Find and Solve Problems
SPACE Problem-Solving
Recruiting and Selecting Salespeople
Building Your Dream Team
Motivating and Compensating Salespeople
Commission or Salary?
Sales Training
Coaching Salespeople to Improve Performance
Giving and Receiving Criticism
Motivation, Energy, and Focus
Teamwork and Leadership
Finding Your Own Leadership Style
How Great Leaders Inspire Action
PRDV217: Certificate Final Exam
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