Introduction to Sales
- 1.5 hours on-demand video
- 5 articles
- 29 downloadable resources
- Full lifetime access
- Access on mobile and TV
- Certificate of Completion
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- distinguish between the roles of marketing and sales
- match the key competencies to how they contribute to success in sales
- recognize the effects recent sales trends have had on the buyer-seller relationship
- recognize the differences between organizational and consumer buying
- recognize the benefits of understanding consumer buying behavior
- match stages of the sales cycle to examples
- no special requirements to be fulfilled as this is an introductory course
The Introduction to Sales course builds on the important role that the sales function plays and describes how marketing and sales relate to each other.
It outlines the roles and responsibilities of a sales department, what makes for effective sales, and the trends affecting sales today.
The course also provides insight into the importance of the sales cycle and how it affects sales planning and business development.
Target audience for this course are all who want to gain knowledge in basic sales techniques and anyone who wants to develop or refine their existing sales knowledge and skills.
After completing this course, you will be able to:
- distinguish between the roles of marketing and sales,
- match the key competencies to how they contribute to success in sales, and
- recognize the effects recent sales trends have had on the buyer-seller relationship.
You will also be able to:
- recognize the differences between organizational and consumer buying,
- recognize the benefits of understanding consumer buying behavior, and
- use the stages of the sales cycle.
You will have video lectures, exercises, quizzes, practice and a small optional project if you want to put your skills to work and do more with the knowledge you will receive.
Thank you and see you in the course!
- all who want to gain knowledge in basic sales techniques
- and anyone who wants to develop or refine their existing sales skills
This course highlights the important role that the sales function plays and describes how marketing and sales relate to each other. It outlines the roles and responsibilities of the Sales Department, what makes for effective sales, and the trends affecting sales today.
A sales transaction is a frontline interface between a seller and a customer. From the moment the sale is agreed, the process is very much a single action involving the salesperson. However, getting to this point involves the combined efforts of many people in the organization and the full support of the Sales and Marketing Departments.
For a better learning experience change your view settings to HD. Depending on your internet connection the quality of your video lesson should be better on your playing device.
This course includes closed captions, at least in English. So, if you want to watch videos quietly or defeat noise it's a good idea to turn them on. Or, maybe is just easier for you to take video lessons if you also see the subtitles.
Company executives are often very confident about their products, and will sometimes say that a product is so good, it sells itself. While the product in question may be good, as a rule, all products need a sales workforce to sell them.
Companies rely on sales to generate income. Whether the product is tangible, like a laptop computer, or intangible, like an insurance policy, it needs to be sold. Sales is linked to marketing. It is the Marketing Department's responsibility to create the image and identify the market for the product.
Professional selling is a discipline that's constantly changing. New theories and techniques are briefly heralded as the next great advancement in sales management. But all too often, they're quickly dismissed as obsolete, as newer trends emerge and require salespeople to adapt and update their skills and attitudes to remain competitive.
In all professions, there are some people who are good at their jobs and others who aren't. In sales, it's easy to tell the two apart. Good salespeople are patient, understanding, and knowledgeable about the products they're selling. They take a genuine interest in the needs of the buyer and will try to provide solutions to satisfy the buyer's needs.
Sales professionals use various models of consumer behavior to learn what makes consumers buy products and services. This topic uses the buying decision process as a model. Each step in the process is subject to the influence of internal and external factors that ultimately impact the buying decision.
In addition to examining the buying decision process, salespeople must consider the actual buyers themselves. There are two categories of buyer, consumer and organizational. Consumers are often referred to as the final customer by sales professionals, and their purchases are for personal, family, or household use. Organizational buyers include producers, resellers, governments, and institutions.
The third stage of the sales process is presentation. This is when the seller tells the prospective buyer about the product's merits. To achieve success at this stage, a seller needs to know the product and the customer. The more information a seller has on each, the better the presentation will be.