This course can be applied toward a program:

Online Self-Paced

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 small-business people, including video segments with analysis and commentary from industry-leading practitioners and subject matter experts. The course also offers real-world examples, how-to lists and advice, interactive games, and review questions to ensure mastery of the material.

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

Learning outcomes

At the end of this course, learners 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

Add the course to your cart to register.

Course Reference Number (CRN) 91056

Instructor Personal Mentor