Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales call preparation, execution, and follow up. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers.

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articipants in Course Three will gain skills in planning a sales call from beginning to end while also seeking out opportunities to connect with the prospect. Important to successfully engaging with the prospect is being able to present and quantify the product as a solution to the prospect's problems. Successful salespeople need to be able to manage objections, build trust, and gain commitment as well as follow up with their prospect and turn them into a buyer.

Course 3 of 3 in the Professional Selling: 3 Steps to High-Performance Specialization.

Syllabus

WEEK 1: Sales Call Preparation

WEEK 2: Presenting the Solutions

WEEK 3: Handling Objections

WEEK 4: Gaining the Commitment

WEEK 5: Importance of Follow Up

Professional Selling: 3 Steps to High-Performance Specialization

MOOC List is learner-supported. When you buy through links on our site, we may earn an affiliate commission.

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Coursera

University System of Georgia