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Course Syllabus: 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.

 

Course Requirements

This course will not require you to have previous experience in any particular area but you should have a high school reading level. No books will be required.

Course Topics

 

Lesson 1: Developing A Sales Personality

Lesson 2: Why Confidence Makes the Difference

Lesson 3: 7 Critical Factors for Success in Sales

Lesson 4: How Small Differences Accelerate Growth

Lesson 5: Knowing What You Have

Lesson 6: Visualizing the Sale

Lesson 7: Helping Others Get What They Want

Lesson 8: Knowing the Nuts and Bolts of A Sale

Lesson 9: Overcoming Objections

Lesson 10: Knowing What Questions to Ask

Lesson 11: Successful Closing Techniques Part 1

Lesson 12: Successful Closing Techniques Part 2

Lesson 13: Build Your Team for More Sales

Lesson 14: Recruiting for Talent

Lesson 15: Designing a Winning Sales Culture

Lesson 16: Adapting, Allocating and Retaining Sales Success

Lesson 17: Customer Experience

Lesson 18: Tools of the Trade

Lesson 19: Conclusion

Course Materials

All course material will be provided in the lessons and netlinks. There are no required materials to purchase before taking the class.

Grading Policy

Each lesson will include a lesson review quiz along with an assignment. Students will successfully complete this course by mastering all learning outcomes with 70% or higher overall grade.

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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Assessment Guide

An Introduction1
Lesson 1 Exam9
Lesson 2 Assignment: A Positive Attitude10
Lesson 2 Exam9
Lesson 3 Assignment25
Lesson 3 Exam10
Lesson 4 Assignment25
Lesson 4 Exam9
Lesson 5 Exam10
Lesson 6 Assignment25
Lesson 6 Exam8
Lesson 7 Exam9
Lesson 8 Exam10
Lesson 9 Assignment: Techniques for Dealing with Objections10
Lesson 9 Exam8
Lesson 10 Exam10
Lesson 11 Assignment: Closing the Sale10
Lesson 11 Exam9
Lesson 12 Exam10
Lesson 13 Exam5
Lesson 14 Assignment: Who would you hire?10
Lesson 14 Exam9
Lesson 15 Exam10
Lesson 16 Assignment25
Lesson 16 Exam9
Lesson 17 Exam8
Lesson 18 Exam9
Lesson 19 Assignment: What Determines Success?10
Lesson 19 Exam10
The Final Exam74
Total Points:396
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