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Professional Selling: Step 1 - Think Like a High-Performer
  • Level Foundation
  • المدة 8 ساعات hours
  • الطبع بواسطة Kennesaw State University
  • Offered by

عن

Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales and the sales process. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course One will be provided “The Road Map” to the sales process and learn how the highest performing salespeople think about sales and sales activity. Important to successfully developing strong relationships is understanding how to build trust and how salespeople move customers through their purchasing decisions.

الوحدات

Quick Overview

    • 2 Videos
    • 4 Readings
    • 1 Discussion
Show info about module content

1 Discussions

  • Meet and Greet

2 Videos

  • About This Course
  • Meet Your Instructors - Philosophy of this Specialization

4 Readings

  • About the Assignments
  • About Peer Reviews
  • Discussion Forum Guidelines
  • Get help and meet other learners in this course. Join your discussion forums!

1 - Let's Get Started

    • 3 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 1 Practice Quiz
  • Module 1 Summative Quiz

3 Videos

  • Content Overview - The Road Map
  • Sales Philosophy - Ideas Have Consequences
  • Advice for New Sales Hires

How We Think About Sales

    • 5 Videos
    • 2 Assignment
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2 Assignment

  • Module 2 Practice Quiz
  • Module 2 Summative Quiz

5 Videos

  • The Importance of the Process
  • The Science of Selling
  • The Buying Decision Process
  • The Buying Decision Process - An Example
  • Learning the Sales Process

Nurturing Professional Relationships with Trust

    • 7 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 3 Practice Quiz
  • Module 3 Summative Quiz

7 Videos

  • The Importance of Trust
  • Components of Trust
  • Focus on Competence
  • How to Be Dependable
  • Customer Orientation
  • Power of Candor
  • Pursue Compatibility

Communicating with Confidence

    • 5 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 4 Practice Quiz
  • Module 4 Summative Quiz

5 Videos

  • The Fundamental Objective
  • The Communication Process
  • The Power of Active Listening
  • Word Choice is Important
  • Non-Verbal Communication

Understanding the Buyer's Journey

    • 6 Videos
    • 1 Readings
    • 1 PeerReview
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 5 Practice Quiz
  • Module 5 Summative Quiz

1 Peer Review

  • Think Like a High-Performer Assignment

6 Videos

  • The Willingness to Buy
  • Mitigating the Risk
  • Understanding the Buyer
  • Buying Decision Process - Part 1
  • Buying Decision Process - Part 2
  • Marketing Channel Differences

1 Readings

  • About Peer Reviews

Auto Summary

Unlock the secrets of high-performing sales with Coursera's "Professional Selling: Step 1 - Think Like a High-Performer." This foundational course demystifies the sales process, teaching essential skills to build trust and lasting customer relationships. Ideal for beginners in Sales & Marketing, it spans 480 minutes and offers Starter and Professional subscription options. Join now to think like the best in the business!

Scott Inks
Instructors

Scott Inks

Terry Loe
Instructors

Terry Loe