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Mastering Sales Skills 101

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Course Description

Sales are the lifeblood of any business. Every business transaction you have from buying milk at the grocery store to buying your house or investing in new products and services involves sales. "Mastering Sales Skills: How to be a Successful Salesperson" is designed to teach you the principles of the selling process so you can add value to your company or organization from day one. This course is beneficial to all businesses. This course will assist you in identifying the key traits of a successful sales personality, the critical factors necessary for success in sales, and how small differences can lead to exponential growth. The objective of this course is to offer comprehensive information and lay the foundation for mastering sales skills for a person of any age to apply in any situation for a variety of motives, whether personal or professional in nature.


In this course, you will understand how to sell with purpose, connecting fully to your customer's desires and wants, while understanding the nuts and bolts of a typical sale. This includes learning how to assess a sales opportunity; recognizing a buying cycle and creating an appropriate sales cycle; developing a sales strategy; and navigating competitive and political forces at play. Through this course, you will be able to recognize and seize new opportunities that will put you ahead of intensifying competition. You will learn how to leverage your sales skills in building up a winning team for even more sales. Finally, you will learn about the customer experience and how customer-centric marketing leads to long-term customer loyalty. This course will introduce you to important tools that you can use and utilizes a mixture of sales theory, examples, exercises, quizzes, and optional reading resources for further study.


  • 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

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Course Lessons

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Lesson 1: Developing a Sales Personality

The best salespeople are individuals who understand, connect with, and engage this basic need in people. 39 Total Points
  • Lesson 1 Video
  • Review Article: A Sales Personality
  • Take Poll: Sales Skills
  • Complete Assignment: An Introduction
  • Complete: Lesson 1 Assignment
  • Complete: Lesson 1 Exam

Lesson 2: Why Confidence Makes the Difference

Confidence is directly related to having a positive mental attitude. 34 Total Points
  • Lesson 2 Video
  • Review Article: Build Your Sales Confidence
  • Complete: Lesson 2 Assignment
  • Complete: Lesson 2 Exam

Lesson 3: Seven Critical Factors for Success in Sales

In this lesson, you will learn how buyers buy, touching upon seven critical factors. You will learn more extensively about prospecting and building rapport. 35 Total Points
  • Lesson 3 Video
  • Review 2 Articles: 10 Laws of Sales Success; Tips for Sales Success
  • Complete: Lesson 3 Assignment
  • Complete: Lesson 3 Exam

Lesson 4: How Small Differences Accelerate Growth

When you become just a bit better in one part of your selling process, your entire selling process will improve. 34 Total Points
  • Lesson 4 Video
  • Review 2 Articles: 10 Sales Tips; Breaking into a New Industry
  • Complete: Lesson 4 Assignment
  • Complete: Lesson 4 Exam

Lesson 5: Knowing What You Have

Having enough credibility enables you to overcome an enormous amount of skepticism. 35 Total Points
  • Lesson 5 Video
  • Review 2 Articles: Should Clients Trust Your Sales Pitch?; Do a Sales Job on Yourself
  • Complete: Lesson 5 Assignment
  • Complete: Lesson 5 Exam

Lesson 6: Visualizing the Sale

Part of developing a positive mindset involves visualizing your successful sales. 33 Total Points
  • Lesson 6 Video
  • Review Article: 12 Tips for Using Psychology
  • Take Poll: Visualization
  • Complete: Lesson 6 Assignment
  • Complete: Lesson 6 Exam

Lesson 7: Helping Others Get What They Want

To help others get what they want, it is helpful to identify what the needs of your prospect are and then present effective solutions. 34 Total Points
  • Lesson 7 Video
  • Review 2 Articles: Sell More with a Two Step Approach; Knowing the Questions to Ask
  • Complete: Lesson 7 Assignment
  • Complete: Lesson 7 Exam

Lesson 8: Knowing the Nuts and Bolts of a Sale

Every salesperson must know the basic reasons affecting the customer's experience, the product, or service itself, and how to align the product or service as the perfect solution to the customer's need or problem. 35 Total Points
  • Lesson 8 Video
  • Review 2 Articles: 8 Steps to a Successful Sales Call; 4 Steps to Closing More Sales
  • Complete: Lesson 8 Assignment
  • Complete: Lesson 8 Exam

Lesson 9: Overcoming Objections

Successful salespeople face twice as many objections as non-successful salespeople. 33 Total Points
  • Lesson 9 Video
  • Review Article: Overcoming Common Objections
  • Complete: Lesson 9 Assignment
  • Complete: Lesson 9 Exam

Lesson 10: Knowing What Questions to Ask

The best salespeople ask questions often. The very best salespeople are the most skillful and artful at asking questions. 35 Total Points
  • Lesson 10 Video
  • Review 2 Articles: 30 Open-Ended Questions; Answering Tough Sales Questions
  • Complete: Lesson 10 Assignment
  • Complete: Lesson 10 Exam

Lesson 11: Successful Closing Techniques: Part 1

How can your prospect use or benefit from the process or service that you offer? Being able to prove that benefit is the critical success factor in getting the order. 34 Total Points
  • Lesson 11 Video
  • Complete: Lesson 11 Assignment
  • Complete: Lesson 11 Exam

Lesson 12: Successful Closing Techniques: Part 2

Closing techniques are varied and dependent upon the prospect and situation. 35 Total Points
  • Lesson 12 Video
  • Review 2 Articles: Closing Techniques; 6 Steps to Closing
  • Complete: Lesson 12 Assignment
  • Complete: Lesson 12 Exam

Lesson 13: Build Your Team for More Sales

There is a large cost associated with maintaining a sales force, and since sales directly link to profitability, many companies strive to maximize sales force effectiveness. 30 Total Points
  • Lesson 13 Video
  • Review 2 Articles: Building Sales Team for Start-Ups; Building a Sales Team
  • Complete: Lesson 13 Assignment
  • Complete: Lesson 13 Exam

Lesson 14: Recruiting for Talent

Sales are essential to running a business, and having the right sales team makes all the difference. 34 Total Points
  • Lesson 14 Video
  • Review Article: Hiring a Sales Team
  • Complete: Lesson 14 Assignment
  • Complete: Lesson 14 Exam

Lesson 15: Designing a Winning Sales Culture

Designing a winning sales culture begins with cultivating positive customer relationships. 35 Total Points
  • Lesson 15 Video
  • Review Article: Creating a Successful Sales Culture
  • Complete: Lesson 15 Assignment
  • Complete: Lesson 15 Exam

Lesson 16: Adapting, Allocating, and Retaining Sales Success

Achieving sales success is very satisfying. Yet maintaining this success requires adaptation, purposeful allocation of resources, and the ability to set and achieve goals. 34 Total Points
  • Lesson 16 Video
  • Review 2 Articles: Personal Goal Setting; 5 Elements of a Sales Relationship
  • Take Poll: Sales Goals
  • Complete: Lesson 16 Assignment
  • Complete: Lesson 16 Exam

Lesson 17: Customer Experience

Social media is dynamic and changing, allowing both salespeople and customers to interact in new and novel ways. 33 Total Points
  • Lesson 17 Video
  • Review 2 Articles: Coordinating Sales and Marketing; Active Listening
  • Complete: Lesson 17 Assignment
  • Complete: Lesson 17 Exam

Lesson 18: Tools of the Trade

In this lesson, you will learn some of the tools that you can use as a salesperson. 34 Total Points
  • Lesson 18 Video
  • Review Article: 5 Ways Social Media Can Generate Sales
  • Complete: Lesson 18 Assignment
  • Complete: Lesson 18 Exam

Lesson 19: Conclusion

This course also has introduced the major business principles covering the sales profession that span all disciplines and fields of interest. 109 Total Points
  • Lesson 19 Video
  • Review 2 Articles: Secrets of Sales Success; Sales Team Lessons
  • Take Poll: What is your opinion of this course?
  • Take Survey: Program Evaluation Follow-up Survey (End of Course)
  • Complete: Lesson 19 Assignment
  • Complete: Lesson 19 Exam
  • Complete: The Final Exam
Total Course Points

Additional Course Information

Online CEU Certificate
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Document Your CEUs on Your Resume
Course Title: Mastering Sales Skills 101
Course Number: 7550561
Languages: English - United States, Canada and other English speaking countries
Course Type: Entrepreneurial
CEU Value: 1.0 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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Learning Outcomes

By successfully completing this course, students will be able to:
  • Know developing a sales personality.
  • Describe why confidence makes the difference.
  • Describe seven critical factors for success in sales.
  • Describe how small differences accelerate growth.
  • Know knowing what you have as far as the necessary skills to be a successful salesperson.
  • Describe visualizing the sale.
  • Know helping others get what they want.
  • Describe knowing the nuts and bolts of a sale.
  • Describe techniques for overcoming objections.
  • Know knowing what questions to ask.
  • Define successful closing techniques.
  • Know successful closing techniques.
  • Identify ways to build your team for more sales.
  • Describe techniques for recruiting for talent.
  • Recognize how to design a winning sales culture.
  • Identify ways for adapting, allocating, and retaining sales success.
  • Know the customer experience, and
  • Demonstrate mastery of lesson content at levels of 70% or higher.

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