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Fundamentals of Technology Sales
  • Level Foundation
  • Duration 4 hours
  • Course by University of Maryland, College Park
  • Offered by

About

With tens of thousands of jobs in technology sales available, this is a rapidly emerging opportunity that needs sharp people to make critical connections between technical solutions and technical buyers, company owners, and decision-makers. The rapid growth in artificial intelligence, blockchain, cloud computing, cyber security, Internet of Things, and more requires effective sales professionals to help bring these products and services to market. Imagine helping transform an industry of business customers from traditional computers and large on-premise storage rooms littered with vulnerabilities and cyber threats to technologically advanced, low-cost, scalable technology and proven secure environments. With expert-led training and practice in this course, you’ll have the opportunity to confidently drive revenue for your employer and your customers.

Modules

Overview

    • 1 Videos
    • 2 Readings
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1 Videos

  • Welcome to Our Course

2 Readings

  • Welcome
  • Meet the Faculty

An Introduction to Emerging Technologies

    • 5 Videos
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5 Videos

  • Welcome to Module 2
  • Introduction to Technology Sales: Part 1
  • Introduction to Technology Sales: Part 2
  • Introduction to Cloud Technology Sales
  • Introduction to Cyber Security Sales

Business Development in the Public Sector for Technology Sales

    • 3 Videos
    • 1 Readings
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3 Videos

  • Sectors and Industries
  • Federal Government
  • The Technology Sales Organization

1 Readings

  • Key Computer Terms

Quiz

    • 1 Assignment
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1 Assignment

  • Quiz 1

Overview of the Four-Step Sales Process

    • 3 Videos
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3 Videos

  • Welcome to Module 3
  • Sales Career Pathway Roles
  • Introducing the Four-Step Sales Process

The First Three Steps

    • 4 Videos
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4 Videos

  • Step 1: Prospecting
  • Step 2: Needs Assessment
  • Step 3: Proposal Mechanics
  • Return on Investment (ROI)

Quiz

    • 1 Assignment
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1 Assignment

  • Quiz 2

Step 4: Pipeline Management, Closing Customers, and Sales Goal Planning and Forecasting

    • 4 Videos
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4 Videos

  • Welcome to Module 4
  • Customer Styles
  • Negotiation Techniques
  • Sales Goal Planning

Quiz

    • 1 Assignment
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1 Assignment

  • Quiz 3

Bonus Material

    • 2 Readings
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2 Readings

  • Professional Sales Tips
  • Sales Forecast Models

Next Steps

    • 1 Videos
    • 1 Readings
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1 Videos

  • Congratulations!

1 Readings

  • Congratulations!

Auto Summary

Unlock the potential of technology sales with this foundational course from Coursera. Dive into the rapidly growing domains of AI, blockchain, cloud computing, and cybersecurity. Learn to connect technical solutions with key decision-makers and drive revenue confidently. Ideal for aspiring sales professionals, this 240-minute course offers expert-led training and practical insights. Available with a Starter subscription.

Dr. James V. Green
Instructor

Dr. James V. Green