This course is part of the Professional Selling: 3 Steps to High-Performance Specialization

Scott Inks +1 more instructor

Offered By

Professional Selling: 3 Steps to High-Performance SpecializationUniversity System of Georgia

About this Course

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Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales call preparation, execution, and follow up. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course Three will gain skills in planning a sales call from beginning to end while also seeking out opportunities to connect with the prospect. Important to successfully engaging with the prospect is being able to present and quantify the product as a solution to the prospect's problems. Successful salespeople need to be able to manage objections, build trust, and gain commitment as well as follow up with their prospect and turn them into a buyer.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

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Course 3 of 3 in the

Professional Selling: 3 Steps to High-Performance Specialization

Beginner Level

Recent or soon to be graduates or at least 1 year of business experience

Approx. 8 hours to complete

English

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Skills you will gain

List methods for gaining committment from a prospect
Prepare a detailed sales call plan
Prepare for and address prospect concerns
Present and quantify solutions to a prospect
Explain the process and benefits of following up with a proscpect after a sales call

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 3 of 3 in the

Professional Selling: 3 Steps to High-Performance Specialization

Beginner Level

Recent or soon to be graduates or at least 1 year of business experience

Approx. 8 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructors

Scott Inks

Associate Professor; Co-Director, Center for Professional Selling

Marketing & Professional Sales

143 Learners

3 Courses

Terry Loe

Co-Director of the Center for Professional Selling; Professor of Marketing and Sales

Coles College of Business; Kennesaw State University

143 Learners

3 Courses

Offered by

University System of Georgia

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Syllabus - What you will learn from this course

Week1

Week 1

2 hours to complete

Sales Call Preparation

2 hours to complete

6 videos (Total 20 min), 3 readings, 2 quizzes

Week2

Week 2

3 hours to complete

Presenting the Solutions

3 hours to complete

7 videos (Total 26 min), 1 reading, 3 quizzes

Week3

Week 3

1 hour to complete

Handling Objections

1 hour to complete

6 videos (Total 26 min)

Week4

Week 4

1 hour to complete

Gaining the Commitment

1 hour to complete

6 videos (Total 21 min)

About the Professional Selling: 3 Steps to High-Performance Specialization

This specialization is intended for salespeople who want to take their skills to the next level. It uses an approach that includes the latest best practices from empirically-driven research and field-tested practices. This specialization features high-quality, professional video production along with challenging assignments. Together, the content is designed to be valuable to you as a sales rookie, a veteran professional, or sales leader. This specialization will help you:

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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Professional Selling: Step 3 - Become a High-Performer

About this Course

Skills you will gain