This course can be applied toward a program:

Online Self-Paced

Start Anytime

This course introduces basic sales concepts, including the sales funnel and pipeline, lead qualification, presentations, metrics and closing. The focus is on providing practical, hands-on advice to entrepreneurs and people working in small business. The course uses video segments with analysis and commentary from industry-leading practitioners and subject matter experts. It also offers real-world examples, how-to lists and advice, interactive content, and review materials to ensure mastery of the material.

Average weekly commitment: 3+ hours. Total course commitment: 12 hours.

Start anytime within indicated date range. You have 90 days from the date you register to complete the course.

Learning outcomes

At the end of this course,you will be able to:

  • Identify the stages of the buying cycle
  • Explain the significance of the sales funnel
  • Articulate the advantages of close marketing/sales alignment
  • Develop a lead-generation and qualification strategy appropriate to your business
  • Explain the importance of early-pipeline and late-pipeline metrics
  • Develop a customer-centric sales process
  • Improve the effectiveness of your team’s sales presentations
  • Develop better closing techniques
  • Use metrics to evaluate the performance of your sales staff
  • Articulate the particular challenges of selling to Millennials
  • Devise a sales compensation system that is appropriate to your business model and strategic goals
  • Explore options for using automation to improve your sales process

Evaluation method

Graded

Prerequisites

  • Basic keyboarding capability
  • Basic internet navigation skills
  • Basic file management knowledge

Required Materials

  • High-speed internet (at least 25 Mbps download speed) – click here for more information
  • Windows or Mac computer (desktop or laptop)

Registration

2 sittings of this course are listed below. Add a course to your cart to register.

Open all Close all

Course Reference Number (CRN) 93044

Instructor Personal Mentor

Course Reference Number (CRN) 92031

Instructor Personal Mentor

$249

Sorry, this course is closed for registration at this time. NOTIFY ME WHEN REGISTRATION OPENS