Professional Selling
4.8 (14 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
164 students enrolled
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Professional Selling

Anyone can learn how to become more persuasive and how to deliver a professional quality sales presentation.
4.8 (14 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
164 students enrolled
Created by Daniel McCarty
Published 5/2012
English
Curiosity Sale
Current price: $10 Original price: $20 Discount: 50% off
30-Day Money-Back Guarantee
Includes:
  • 3.5 hours on-demand video
  • 3 Articles
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Course Goal: By the end of this course, students will be able to write and deliver a professional quality sales presentation.
  • Course objectives: Teach the students to understand selling and communication strategy, modern consultative selling techniques and the writing and delivery of a sales presentation.
View Curriculum
Requirements
  • A textbook is recommended in the free lecture, but is not required.
Description


This course teaches the student basic sales and communications theory.  Upon completion you will be able to conduct a professional meeting with a buyer with a well-written, persuasive sales presentation.  Even if you are not going into sales, but would like to know how to sell your ideas and yourself, this is a course for you.

Who is the target audience?
  • Anyone who wants a career in professional sales, or who just wants to become more polished and persuasive in their everyday business.
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Curriculum For This Course
24 Lectures
03:27:13
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Sales Theory
6 Lectures 01:06:10

Introductory comments and a recommended textbook.

Preview 01:46

Introduction to Professional Selling. 

Preview 12:10

Ethical and legal issues in professional selling.

Prof Selling Ethical And Legal Issues
11:10

Discussion of Buyers and the Buying Process.

Prof Selling Buying Process
13:00

The communication model and its important role in selling.

Prof Selling Using Communication
14:22

The concept of adaptive selling and what every sales professional should know about the four different social types.

Prof Selling Adaptive Selling
13:42
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The Sales Presentation
10 Lectures 01:36:30

An exercise for you to do to practice your selling skills.

Prof Selling Elevator Presentation
04:37

Prospecting....for customers.

Prof Selling Prospecting
11:24

What you should do before you even enter a buyer's office.  Planning the sales call.

Prof Selling Planning The Sales Call
09:24

Making the actual sales call. 

Prof Selling Making The Sales Call
09:24

Tools to add interest and excitement to your presentation.

Prof Selling Making The Presentation
09:36

How objections are actually a good thing...they tell you where they buyer's head is at.  Overcoming them.

Prof Selling Overcoming Objections
14:05

Obtaining committment, or Closing the Sale.

Prof Selling Obtaining Committment
09:03

Principles of formal negotiating.  And some rules you really should know about.

Prof Selling Formal Negotiating
12:22

How to write a sales presentation, step by step.  You can see the presentation given in the next video, SAMPLE SALES PRESENTATION.

Writingsalespresentation
11:00

A sample sales presentation.  This should be viewed AFTER the video WRITING A SALES PRESENTATION.

Sample Sales Presentation
05:35
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Sales Tools and Career Management
8 Lectures 44:24

Going beyond the initial sale....down the road to becoming a real partner with your customer.

Prof Selling Building Partnering Relationships
09:42

Building long term partnerships with your buyer....a win-win situation.

Prof Selling Building LT Partnerships
10:04

Selling tools to manage your time and your territory efficiently.

Prof Selling Managing Time And Territory
09:22

Selling within your own company - who you need on your side.

Prof Selling Managing Within Your Company
08:08

Managing your sales career.

Prof Selling Managing Your Career
06:57

SECTION I EXAM AND KEY
00:04

SECTION II EXAM AND KEY
00:04

SECTION III EXAM AND KEY
00:01
About the Instructor
Daniel McCarty
3.7 Average rating
150 Reviews
953 Students
6 Courses
Ex-CEO offers Marketing Course for small and large business

Dan McCarty has worked his way up from entry level marketing assistant to President and CEO of multi-billion dollar companies and divisions of companies. Dan has managed America's best known brands including Del Monte, Quilted Northern, Underwood, Crystal, Dixie Cups and Plates, Brawny Paper Towels, Accent, Hain Health Foods and more.

Dan is also a MBA graduate from the prestigious Haas School of Business at the University of California in Berkeley.