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.

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



  • 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)


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