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Organizational Selling

Organizational Selling

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3

Modules

16

Topics

3-4

hours

learn about the various concepts of buying and selling in a sales organization in this free online course on alison.
Module 1
Sales Organization
Resources available

In this module, you will learn about inter-departmental relationships, coordination, importance, and relevance. You will also learn about how to come up with very accurate numbers or numerical digits with respect to sales forecasting.

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

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Module 2
Relationship Between Buyers and Sellers
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In this module, you will learn about the meaning of a buyer-seller dyad, how dyadic relationships take place between salespersons and buyers. You will also learn about the theories of selling and the methods used in selling.

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

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course assessment: Organizational Selling
Module 3
Course assessment
Resources available

Organizational Selling - Assessment

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