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Introduction to Sales Management

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Introduction to Sales Management
  • Description
  • Outcome
  • Certification
  • The free online course Introduction to Sales Management provides information on the key skills involved in selling. While using the traditional selling tenets as its foundation, the course adapts the concepts to the rapidly changing world of business, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers. The course introduces the role of sales in everyday life and how selling is also vital in all aspects of business. You will learn about how selling plays a role in your purchase decision about the products and services that you buy (and concepts and causes that you believe in). You will also gain an understanding about how Internet-based tools such as forums, social networks like Facebook, MySpace, and Twitter, along with Web sites, live chat, and other interactive features allow customers to participate in the sales process no matter what they are buying.

    Defining your personal brand to create a framework for the way you sell yourself to get the job you want is also covered. Next, you will learn about which personal characteristics and talents are best suited to sales, which industries or sales positions you might work in, and how you can be successful in the profession. You will gain an understanding of the differences between business-to-business, business-to-consumer, Personal selling and direct selling. You will also learn about how to craft your résumé and cover letter in a way that tells prospective employers what your personal brand has to offer, in a concise and compelling way, through the use of objectives, headings and bullet points.

    Finally, you are introduced to the methods of relationship selling and how making a personal connection with the customer is vital. You will learn about customer relationship management tools and how they are used to organise all of a customer’s interactions as well as adaptive selling, which allows you to truly listen, understand the customer’s needs and adapt your conversation and presentation accordingly. You will also gain an understanding of networking which is an important part of the business world and an even more vital part of sales, and how building strong relationships with customers is an excellent way to build your network.

    The course will be ideal for sales professionals or entrepreneurs or anyone with an interest in sales and customer satisfaction. This course will also be of great interest to existing sales personnel who are looking to up-skill their capabilities and for entrepreneurs or business professionals who are new to a sales or customer relationship role.

  • After completing this course you will be able to:
    - Explain the role of selling in everyday life;
    - Define the role of selling in the economy;
    - Explain the role of selling in an organization;
    - List the characteristics of a brand;
    - Identify the differences between sales and marketing;
    - Define your personal brand;
    - Explain the characteristics required to be successful in sales;
    - Define the different types of selling channels and selling environments;
    - Arrange your education and experience to create a résumé and cover letter;
    - Explain how networking builds relationships and businesses;
    - Explain the concept of adaptive selling;
    - Discuss how the social style matrix can help to be more effective in sales;
    - Explain the role of relationships and networking in your job search.

  • All Alison courses are free to study. To successfully complete a course you must score 80% or higher in each course assessments. Upon successful completion of a course, you can choose to make your achievement formal by purchasing an official Alison Diploma, Certificate or PDF.

    Having an official Alison document is a great way to celebrate and share your success. It is:

    • Ideal to include with CVs, job applications and portfolios
    • A way to show your ability to learn and achieve high results

Modules List( 4 )
  • Introduction to Sales Management - Course Resource Documents View Resource
  • Module
    Success in Sales
    • This module explains selling and sales influence our daily lives as well as how Internet-based tools such as forums, social networks like Facebook, MySpace, and Twitter, along with Web sites, live chat, and other interactive features allow customers to participate in the sales process. The module also explains the use of branding in sales and how to develop your own brand points in order to sell yourself at interviews, as well as on your résumé.
    • Learning Outcomes
    • Power of Selling
    • Selling-Economy and Company
    • Power of Your Personal Brand
    • Lesson Summary
  • Module
    Choose Your Path
    • In this module the main focus is on the varying industries or sales positions that are available and what traits and characteristics can help you to be successful in a sales position, such as through business to business or business to consumer selling. You will also learn about other forms of selling like direct selling, global selling and personal selling and how the combination of your beliefs, tendencies, and the actions that you take are the defining traits for a salesperson. The module also explains how to format your résumé and cover letter through the use of objectives, headings and bullet points, in order to get the job you want.
    • Learning Outcomes
    • Sales Characteristics
    • Sales Channels and Environments
    • Resume and Cover Letter
    • Lesson Summary
  • Module
    Relationship Selling
    • Module 3 covers the power of building relationships and how to be a success in selling; you have to make selling personal. Every sale starts with a relationship and if the relationship is strong, there is a higher likelihood of a sale and a loyal repeat customer. The module also focuses on adaptive selling, which takes place in many situations in business and in life. It is the selling skill that allows you to adapt your communications to a person or situation. The use of customer relationship management tools is also covered such as the use of databases for recording sales and sale preferences. You will also gain an understanding of networking both from a sales position in regard to customers and a job hunting position in regard to securing work.
    • Learning Outcomes
    • Building Relationships
    • Adaptive Selling
    • Networking-The Job Market
    • Lesson Summary
  • Module
    Introduction to Sales Management Assessment

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