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Creating an Effective Sales Team


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Course Description

Every small business owner or new entrepreneur knows that the success of their company will depend largely on the effectiveness of their sales team. After all, if you are not selling something, then you can hardly call yourself "in business" since business is by definition an exchange of goods or services for money. The key to increasing your company's exchange with the buying world rests with your salespeople.

Creating an effective sales team, however, is more than just wanting a good team or hiring strong personalities. In many ways it is an ongoing process and simultaneously a work of art in progress. A team that flows well together, serves the public and the company and is highly motivated for their own purposes is one that will perform and exceed your goals. But there is even more to it.

In this course, you will learn how to conduct a staff search, how to screen your applicants for top selling personality traits, how to avoid character traps by looking for right attitudes and right thinking patterns, how to retain a top seller and much more. This course addresses generational and cultural concerns along with issues of sex in the workplace. We will cover issues of motivation which vary depending on personality and age as well as how to find the best and the brightest for your company. At the end of this course, you will know what to look for in top salespeople, how to recruit them and how to retain them.
 

 
  • Completely Online
  • Self-Paced
  • Instructor Feedback
  • 6 Months to Complete
  • 24/7 Availability
  • Start Anytime
  • PC & Mac Compatible
  • Android & iOS Friendly
  • Accredited CEUs
Universal Class is an IACET Accredited Provider
 

Learning Outcomes

By successfully completing this course, students will be able to:
  • Know the best ways to search for the right sales team staff.
  • Know how to screen candidates for top selling personality traits.
  • Describe ways to create enthusiasm and motivation on your sales team.
  • Describe ways to motivate your sales team to sell.
  • Describe cultural and generational concerns that can affect your sales team.
  • Describe ways to recognize and nurture the best and the brightest sellers.
  • Know methods to retain a great sales team, and
  • Demonstrate mastery of lesson content at levels of 70% or higher.
 
 
 

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Course Lessons

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Lesson 1 : Initiating a Staff Search

For an upstart company or any small business, one of the most trying elements of the business is how to attract, screen, and retain top selling staff. 40 Total Points
  • Lesson 1 Video
  • Review 2 Articles: Hiring Better Salespeople; The First Salesperson
  • Take Poll: Sales Team Course
  • Complete Assignment: An Introduction
  • Complete: Lesson 1 Assignment
  • Complete: Quiz for Lesson 1 : Initiating A Staff Search

Lesson 2 : Screening for MMFI

This lesson will discuss a list of things to look for to properly screen your company's sales candidates for the MMFI trait. 33 Total Points
  • Lesson 2 Video
  • Review 2 Articles: Hiring Salepeople; How to Interview and Hire Top People
  • Complete: Lesson 2 Assignment
  • Complete: Quiz for Lesson 2 : Screening for MMFI

Lesson 3 : Right Thinking

This lesson will discuss the important trait of "right thinking" in forming an effective sales team. 34 Total Points
  • Lesson 3 Video
  • Review Article: Conducting an Effective Sales Meeting
  • Complete: Lesson 3 Assignment
  • Complete: Quiz for Lesson 3 : Right Thinking

Lesson 4 : The Performance Personality

When looking for your sales team members, you will want to keep in the front of your mind the type of personality that makes a successful sales team. This lesson will discuss the asset of the "performance personality." 35 Total Points
  • Lesson 4 Video
  • Review Article: Personality Traits for Sales
  • Complete: Lesson 4 Assignment
  • Complete: Quiz for Lesson 4 : The Performance Personality

Lesson 5 : Enthusiasm and Motivation

Enthusiasm and motivation are key elements to successful sales teams and qualities that you will want to look for when selecting your team. 34 Total Points
  • Lesson 5 Video
  • Review 2 Articles: Boosting your Sales Personality; Team Motivation
  • Complete: Lesson 5 Assignment
  • Complete: Quiz for Lesson 5 : Enthusiasm and Motivation

Lesson 6 : Motivated to Sell

This lesson will examine the various motivators for sales performance. 34 Total Points
  • Lesson 6 Video
  • Review Article: Just Sell
  • Take Poll: Motivators
  • Complete: Lesson 6 Assignment
  • Complete: Quiz for Lesson 6 : Motivated to Sell

Lesson 7 : Cultural and Generational Concerns

To know how to choose your staff to the optimum, you must first understand some basics about cultural and generational factors. 34 Total Points
  • Lesson 7 Video
  • Review 2 Articles: Characteristics of Successful Salespeople; Finding Salespeople
  • Complete: Lesson 7 Assignment
  • Complete: Quiz for Lesson 7 : Cultural and Generational Concerns

Lesson 8 : Hiring the Opposite Sex and Sex in the Workplace

This lesson acknowledges the complexity of the subject of gender but is primarily focused on how to hire someone of the opposite sex and how sex in the workplace affects your sales staff. 34 Total Points
  • Lesson 8 Video
  • Review Article: Sex vs. Gender
  • Complete: Lesson 8 Assignment
  • Complete: Quiz for Lesson 8 : Hiring the Opposite Sex & Sex in the Workplace

Lesson 9 : The Best and the Brightest

In this lesson, we will cover some of your greatest concerns as you seek to recruit top people for your company. 34 Total Points
  • Lesson 9 Video
  • Complete: Lesson 9 Assignment
  • Complete: Quiz for Lesson 9 : The Best and The Brightest

Lesson 10 : Courting and Engagement

The best interview you will conduct is one in which you are able to gather important information from your prospective sales team member. 34 Total Points
  • Lesson 10 Video
  • Review Article: Interviewing for Successful Salespeople
  • Complete: Lesson 10 Assignment
  • Complete: Quiz for Lesson 10 : Courting and Engagement

Lesson 11 : Selling To The Seller

This lesson will discuss the period that you want to nonverbally persuade the new team member that he has made the best choice in joining your company. 34 Total Points
  • Lesson 11 Video
  • Review Article: Mentors
  • Complete: Lesson 11 Assignment
  • Complete: Quiz for Lesson 11 : Selling To The Seller

Lesson 12 : Making A Great Sales Staff

This lesson is designed to help you implement practices that will help your team develop into one of the best in your industry. 35 Total Points
  • Lesson 12 Video
  • Review Article: Hiring a Sales Staff
  • Complete: Lesson 12 Assignment
  • Complete: Quiz for Lesson 12 : Making A Great Sales Staff

Lesson 13 :Keeping A Great Sales Staff

Here are some things to consider about keeping your team when you have developed a great staff. 96 Total Points
  • Lesson 13 Video
  • Take Poll: Retaining Salespeople
  • Take Survey: Program Evaluation Follow-up Survey (End of Course)
  • Complete: Lesson 13 Assignment
  • Complete: Quiz for Lesson 13 : Keeping A Great Sales Staff
  • Complete: The Final Exam
511
Total Course Points

Additional Course Information

Online CEU Certificate
  • Document Your Lifelong Learning Achievements
  • Earn an Official Certificate Documenting Course Hours and CEUs
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Document Your CEUs on Your Resume
 
Course Title: Creating an Effective Sales Team
Course Number: 8900055
Languages: English - United States, Canada and other English speaking countries
Category:
Course Type: How To
CEU Value: 0.7 IACET CEUs (Continuing Education Units)
CE Accreditation: Universal Class, Inc. has been accredited as an Authorized Provider by the International Association for Continuing Education and Training (IACET).
Grading Policy: Earn a final grade of 70% or higher to receive an online/downloadable CEU Certification documenting CEUs earned.
Assessment Method: Lesson assignments and review exams
Instructor: John Chouinard
Syllabus: View Syllabus
Duration: Continuous: Enroll anytime!
Course Fee: $50.00 (no CEU Certification) || with CEU Certification: $75.00

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