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Organizational Selling
Learn about the various concepts of buying and selling in a sales organization in this free online course on Alison.
Description
This free online course begins by explaining how important departmental relationships and coordinations are to the development and success of a sales organization. You will learn in detail the relevance of ensuring smooth coordination of selling in various departments of a sales organization. You will also learn about how departmental sales behaviour affects the relationship between a sales organization and its external stakeholders.
The course then explains the meaning of sales planning, the characteristic of a good and effective sales plan. You will learn about how sales forecasts are used in making quality sales decisions, and the importance of sales planning in sales management. You will also learn about how sales forecasting helps sales people come up with accurate sales projections, and how to prepare sales budgets when all pre sales projection conditions are met.
The course then explains the evolution of the relationship between buyers and sellers over the years. You will learn about diversity in personal selling situations, and the categorization of various sales positions. You will be introduced to the importance of salesmanship in a sales organization. You will also learn about the theories of selling and how they affect sales outputs in an organization.
Start Course NowModules
Sales Organization
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Sales Organization - Learning Outcomes
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Sales Department Relations - Internal
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Sales Department Relations - External
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Sales Planning and Forecasting
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Methods of Sales Forecasting
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Sales Budgeting
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Sales Organization - Lesson Summary
Relationship Between Buyers and Sellers
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Relationship Between Buyers and Sellers - Learning Outcomes
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Buyer - Seller Dyads
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Diversity of Personal Selling Situations
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The Different Theories of Selling
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behavioural Theory and SPIN Selling
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The Selling Process
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Phases in the Selling Process
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Relationship Between Buying and Selling - Lesson Summary
Course assessment
Learning Outcomes
Upon successful completion of this course, you will be able to:
- Explain some interdepartmental relationships and coordinations in sales organizations
- Differentiate between formal and informal method of communication
- Describe the problems associated with informal methods of communication
- Explain the coordination of personal selling with other marketing activities
- List the four entities that maintains contact with the sales department in an organization
- Discuss the relationship between the sales department and the final buyers
- Describe the model of the salesperson - buyer dyadic relationships
- Discuss the diversity of personal - selling situations
- Differentiate between developmental and service selling
- List the types of sales position
- Describe the categorization of sales position in a sales organization
Certification
All Alison courses are free to enrol, study and complete. To successfully complete this Certificate course and become an Alison Graduate, you need to achieve 80% or higher in each course assessment. Once you have completed this Certificate course, you have the option to acquire an official Certificate, which is a great way to share your achievement with the world. Your Alison Certificate is:
Ideal for sharing with potential employers - include it in your CV, professional social media profiles and job applications
An indication of your commitment to continuously learn, upskill and achieve high results
An incentive for you to continue empowering yourself through lifelong learning
Alison offers 3 types of Certificates for completed Certificate courses:
Digital Certificate - a downloadable Certificate in PDF format, immediately available to you when you complete your purchase
Certificate - a physical version of your officially branded and security-marked Certificate, posted to you with FREE shipping
Framed Certificate - a physical version of your officially branded and security-marked Certificate in a stylish frame, posted to you with FREE shipping
All Certificates are available to purchase through the Alison Shop. For more information on purchasing Alison Certificates, please visit our FAQs. If you decide not to purchase your Alison Certificate, you can still demonstrate your achievement by sharing your Learner Record or Learner Achievement Verification, both of which are accessible from your Dashboard. For more details on our Certificate pricing, please visit our Pricing Page.
