Introduction to Sales Management

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.

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.

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.

You must score 80% or more to pass this assessment.