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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.

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 : Initiating A Staff Search

Lesson 2 : Screening for MMFI

Lesson 3 : Right Thinking

Lesson 4 : The Performance Personality

Lesson 5 : Enthusiasm and Motivation

Lesson 6 : Motivated to Sell

Lesson 7 : Cultural and Generational Concerns

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

Lesson 9 : The Best and The Brightest

Lesson 10 : Courting and Engagement

Lesson 11 : Selling To The Seller

Lesson 12 : Making A Great Sales Staff

Lesson 13 : Keeping A Great Sales Staff

Course Materials

All course materials is provided in this class. There is no need to buy additional resources.

Grading Policy

Each lesson will include a written and practice assignment that will directly apply what you have learned.

A brief 25 pt. quiz will follow each lesson. 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 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.

Assessment Guide

Assessment Points
An Introduction1
Quiz for Lesson 1 : Initiating A Staff Search10
Quiz for Lesson 2 : Screening for MMFI8
Lesson 3 Assignment5
Quiz for Lesson 3 : Right Thinking9
Quiz for Lesson 4 : The Performance Personality10
Quiz for Lesson 5 : Enthusiasm and Motivation9
Quiz for Lesson 6 : Motivated to Sell9
Quiz for Lesson 7 : Cultural and Generational Concerns9
Quiz for Lesson 8 : Hiring the Opposite Sex & Sex in the Workplace9
Lesson 9 Assignment2
Quiz for Lesson 9 : The Best and The Brightest9
Quiz for Lesson 10 : Courting and Engagement9
Quiz for Lesson 11 : Selling To The Seller9
Lesson 12 Assignment2
Quiz for Lesson 12 : Making A Great Sales Staff10
Lesson 13 Assignment5
Quiz for Lesson 13 : Keeping A Great Sales Staff10
The Final Exam61
Total Points:196

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