Introduction to Sales

Learn the Very Basic of Sales and Build a Foundation for your Sales Effectiveness
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1,097 students enrolled
Instructed by Sorin Dumitrascu Business / Sales
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  • Lectures 22
  • Length 1.5 hours
  • Skill Level Beginner Level
  • Languages English, captions
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 6/2015 English Closed captions available

Course Description

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!

What are the requirements?

  • no special requirements to be fulfilled as this is an introductory course

What am I going to get from this course?

  • 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

What is the target audience?

  • all who want to gain knowledge in basic sales techniques
  • and anyone who wants to develop or refine their existing sales skills

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction
02:17

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.

01:48

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.

03:23

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.

1 question

Understand course structure, content and guideline

Section 2: Sales Versus Marketing
04:40

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.

06:56

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.

Article

Answer the questions to compare and contrast the roles of marketing and sales in your own organization with the roles outlined in the topic.

2 questions

Distinguish between the roles of marketing and sales

Section 3: Effective Sales: Competencies and Trends
05:26

The sales environment encompasses many different roles. These roles can vary in complexity and in the range of responsibilities that go with them. Successful salespeople must solve problems and provide the right solutions for customers.

08:18

The complex and often pressurized sales environment can be a harsh place for employees. However, there are certain key competencies that, if mastered, can prove to be very beneficial for a career in sales.

06:22

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.

05:38

The buyer-seller relationship is finely balanced and subject to constant change. This is because buyers have become more knowledgeable, and their expectations have grown as a result. They expect salespeople to be as well informed as they are about products.

Article

Key competencies for sales synoptic table

3 questions

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

Section 4: Buyer Behavior
07:32

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.

03:54

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.

05:07

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.

2 questions

Recognize the differences between organizational and consumer buying and recognize the benefits of understanding consumer buying behavior.

Section 5: An Introduction to the Sales Process
02:35

Though there are different versions of the process, several common elements remain the same. The approach covered in this topic has five stages:

  1. finding potential buyers
  2. qualifying
  3. presentation
  4. closing the sale
  5. asking for referrals
03:49

The first stage of the sales process is finding potential buyers. This is also called prospecting. By taking the proper approach to this stage, sales professionals can save time and achieve greater market penetration.

06:37

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.

Article

There five stages in the sales process.

2 questions

Use stages of the sales cycle in real life situations

Section 6: Next Steps
Article

Optional course project to reinforce knowledge and build your actionable skills.

01:18

Stress the importance of sales for any business, review learning objectives and wrap up course

1 question

Course project, learning reinforcement and wrap up

00:32

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Article

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Instructor Biography

Sorin Dumitrascu, Management trainer

Before Udemy, Sorin developed and delivered more than 20 courses on management, project management, computer literacy, human resources, career development, soft skills for employees and even corrections incidents management.

Currently working as a prison service consultant, he is a certified trainer and project manager, holding a master degree in International Relations and Policy Making and a bachelor degree in Law and Public Administration.

Sorin coordinated during the last 10 years projects in the areas of rule of law, regional development and human resources.

He has more than 10 years of middle/senior managerial experience within the civil service (justice, corrections, internal affairs, training), private sector (project management, consultancy, training) and NGO (industrial relations, rural development).

Sorin is also a certified International Computer Driving License (ICDL) tester and trainer for the United Nations Peacekeeping Missions, certified Human Resource Professional and a Public Manager (professional degree).

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