What You'll Learn
The Ashworth College Introduction to Sales course teaches you how to meet quotas, analyze results and sustain productive relationships. The 8 concise lessons that comprise this course contain everything you need to know to begin a promising career in sales. Unlike other sales courses, you set the pace of learning on a schedule that suits you.
Lesson 1: Developing a Personal Selling Philosophy for the New Economy
Lesson 2: Developing a Relationship Strategy
Personal selling in the age of information; consultative selling; strategic selling; partnering; value creation; employment settings in selling today; learning to sell.
Lesson 3: Developing a Product Strategy
Developing a relationship strategy; thought processes that enhance your relationship strategy; nonverbal strategies; conversational strategies; making ethical decisions; a personal code of ethics that adds value.
Lesson 4: Developing a Customer Strategy
Creating product solutions; becoming a product expert; know your company; know your competition; sources of product information; feature-benefit strategy; product positioning; adding value – a future perspective.
Lesson 5: The Consultative Sales Presentation
Developing a customer strategy; complex nature of customer behavior; buying motives; how customers make buying decisions; prospecting; sources of prospects; qualifying the prospect; organizing prospect information; sales forecasting.
Lesson 6: The Sales Demonstration; Negotiating Buyer Concerns
Developing the presentation strategy; planning the preapproach; the six-step presentation plan; the approach; consultative sales; need discovery and satisfaction; product selection; creating a persuasive presentation strategy that adds value.
Lesson 7: Closing and Servicing the Sale
Importance of the sales demonstration; planning demonstrations that add valu; proof devices for effective demonstrations; buyer concerns and problems; strategies for negotiating buyer concerns.
Lesson 8: Managing Yourself, Managing Communications and Managing the Sales Force
Closing the sales, yesterday and today; guidelines for closing the sale; confirming the partnership when the buyer says yes; building and strengthening partnerships with customer service; partnering with an unhappy customer.
GTime and territory management; managing records, stress and selling relationships; communication-style model, bias and flexibility; sales management functions; recruiting and selecting salespeople; orientation and training; motivation; compensations plans; assessing sales force productivity.
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What You Get
Complete the online Sales training course online on your terms. Start on your schedule, study at your own pace and get personal guidance as you need it. We’ve removed the obstacles so you can move ahead in a sales career.
Our course combines a balance of theoretical concepts and practical application. Your tuition includes:
- Comprehensive sales techniques textbook & study guides
- Online, open-book exams
- Dedicated academic support and tutoring
- Career search and time management guides
- Participation in the Student Community
- Career Services powered by CareerBuilder®
Graduates of our Sales courses receive a personalized career diploma and may attend our annual graduation ceremony. Your diploma in sales reflects your real-world know-how and sets the stage for a successful career.
Do you naturally connect with people? A career in sales may be right for you. Begin your Introduction to Sasles course today. Speak with an Admissions Advisor at 1-800-957-5412 or enroll online now.