BA_SELL 101: Professional Relationship Selling (Professional)

About Course

This course provides students with an overview of the skills, knowledge, and insight needed to identify fertile markets, seed that market successfully, and grow a customer base with the right amount of time, attention, and hands-on care. It also emphasizes:

Career, Rewards, and duties of sales
Social, Ethical, and Legal environments of sales departments
Selling Process and tools needed to build effective customer relationships

Course Content

Module I

Topic 1: Selling as a Profession

00:00
LO1: Define and explain the term Selling

00:00
LO2: Identify different Sales Jobs and discuss their Responsibilities

00:00
LO3: List and explain the Characteristics required for Building Relationships with Customers

00:00
LO4: List and explain the steps follow in the Sales Process

00:00
LO5: Solve the quiz for Selling as a Profession
Topic 2: Ethics and Customer Relationship

00:00
LO1: List the Principles Set Forth in the CPSA Code of Ethics

00:00
LO2: Describe Management’s Social Responsibilities

00:00
LO3: Explain what Influences Ethical Behaviour

00:00
LO4: Discuss Ethical dealings among Salespeople, Employers, and Customers

00:00
LO5: Solve the quiz for Ethics and Customer Relationship
Topic 3: Psychology of Selling

00:00
LO1: Recognize the Factors that Influence Buyer Behaviour

00:00
LO2: Describe how Buyer’s Personality and Social Style contribute to their Buying Behaviour

00:00
LO3: Analyze the Buyer’s Decision-Making Process and factors Influencing Purchasing Decisions

00:00
LO4: Solve the quiz for Psychology of Selling
Topic 4: Communication for Selling

00:00
LO1: Discuss the Salesperson’s Communication Process

00:00
LO2: Explain how Nonverbal Communication effectively contributes to Selling

00:00
LO3: Demonstrate the essentials of Professional Email Netiquette

00:00
LO4: Recognize the Importance of Empathy and Listening to Communication

00:00
LO5: Solve the quiz for Communication for Selling
Topic 5: Sales Knowledge

00:00
LO1: Discuss the general areas of Knowledge needed for increased Sales Success

00:00
LO2: Describe the process of how to develop a FAB Worksheet

00:00
LO3: Explain the Unique Selling Proposition and Shelf Positioning

00:00
LO4: Explain the Technologies used by Sales People

00:00
LO5: Solve the quiz for Sales Knowledge
Topic 6: Prospecting: The Lifeblood of Selling

00:00
LO1: Evaluate the Significance of Prospecting as an indispensable aspect of Sales Operations

00:00
LO2: Describe the various Prospecting Methods

00:00
LO3: Solve the quiz for Prospecting: The Lifeblood of Selling
Topic 7: Preapproach: Planning Your Sales Call and Presentation

00:00
LO1: Explain the Importance of Sales Call Planning

00:00
LO2: Describe the Significance of Appointment Acquisition

00:00
LO3: List and explain different Sales Presentation Methods

00:00
LO4: Solve the quiz for Preapproach: Planning Your Sales Call and Presentation
Topic 8: Approach: Begin Your Presentation Strategically

00:00
LO1: Explain the Importance of using a Strategic Approach

00:00
LO2: Discuss the Approach Techniques and Objectives

00:00
LO3: Identify and discuss the Importance of different types of Questioning

00:00
LO4: Solve the quiz for Approach
Topic 9: Presentation: Elements of Effective Presentations

00:00
LO1: Explain the Purpose and Essential Steps of the Sales Presentation

00:00
LO2: List and explain the Elements of Persuasive Communication

00:00
LO3: Discuss how Participation is Important for Effective Presentation

00:00
LO4: Solve the quiz for Presentation
Topic 10: Objections: Address Your Prospect’s Concerns

00:00
LO1: Analyze the Significance of welcoming a Prospect’s Objections in the Sales Process

00:00
LO2: Explain Five Major Categories of Objections

00:00
LO3: Apply the Four-Step Process for handling Prospect Objections

00:00
LO4: Discuss how to deal with Difficult Customers

00:00
LO5: Solve the quiz for Objections: Address Your Prospect’s Concerns
Topic 11: Closing: The Beginning of a New Relationship

00:00
LO1: Demonstrate the Essentials of Closing by applying various Closing Strategies

00:00
LO2: Illustrate several Techniques for Closing the Sale in your Presentation

00:00
LO3: Solve the quiz for Closing
Topic 12: Follow-up: Maintain and Strengthen the Relationship

00:00
LO1: Explain why Service and Follow-up are Important to Increasing Sales

00:00
LO2: Discuss the eight steps involved in increasing Sales to your Customer

00:00
LO3: Solve the quiz for Follow-up
Topic 13: Time, Territory and Self-Management

00:00
LO1: Describe the Importance of Customers from Sales Territory

00:00
LO2: Explain the Major Elements involved in Managing the Sales Territory

00:00
LO3: Solve the quiz for Time, Territory and Self-Management
Topic 14: Retail, Business, Services and Nonprofit Selling

00:00
LO1: Describe the Retail Selling Process

00:00
LO2: Discuss the differences between Business and Consumer Products and their Markets

00:00
LO3: Explain the Purpose of the Request for Proposal (RFP)

00:00
LO4: Explain the steps that business purchasing agents use in their buying decisions

00:00
LO5: Differentiate between Services and Nonprofit Selling

00:00
Retail, Business, Services and Nonprofit Selling
Assignment

About Course

What Will You Learn?

Course Content

Module I

Topic 1: Selling as a Profession

LO1: Define and explain the term Selling

LO2: Identify different Sales Jobs and discuss their Responsibilities

LO3: List and explain the Characteristics required for Building Relationships with Customers

LO4: List and explain the steps follow in the Sales Process

LO5: Solve the quiz for Selling as a Profession

Topic 2: Ethics and Customer Relationship

LO1: List the Principles Set Forth in the CPSA Code of Ethics

LO2: Describe Management’s Social Responsibilities

LO3: Explain what Influences Ethical Behaviour

LO4: Discuss Ethical dealings among Salespeople, Employers, and Customers

LO5: Solve the quiz for Ethics and Customer Relationship

Topic 3: Psychology of Selling

LO1: Recognize the Factors that Influence Buyer Behaviour

LO2: Describe how Buyer’s Personality and Social Style contribute to their Buying Behaviour

LO3: Analyze the Buyer’s Decision-Making Process and factors Influencing Purchasing Decisions

LO4: Solve the quiz for Psychology of Selling

Topic 4: Communication for Selling

LO1: Discuss the Salesperson’s Communication Process

LO2: Explain how Nonverbal Communication effectively contributes to Selling

LO3: Demonstrate the essentials of Professional Email Netiquette

LO4: Recognize the Importance of Empathy and Listening to Communication

LO5: Solve the quiz for Communication for Selling

Topic 5: Sales Knowledge

LO1: Discuss the general areas of Knowledge needed for increased Sales Success

LO2: Describe the process of how to develop a FAB Worksheet

LO3: Explain the Unique Selling Proposition and Shelf Positioning

LO4: Explain the Technologies used by Sales People

LO5: Solve the quiz for Sales Knowledge

Topic 6: Prospecting: The Lifeblood of Selling

LO1: Evaluate the Significance of Prospecting as an indispensable aspect of Sales Operations

LO2: Describe the various Prospecting Methods

LO3: Solve the quiz for Prospecting: The Lifeblood of Selling

Topic 7: Preapproach: Planning Your Sales Call and Presentation

LO1: Explain the Importance of Sales Call Planning

LO2: Describe the Significance of Appointment Acquisition

LO3: List and explain different Sales Presentation Methods

LO4: Solve the quiz for Preapproach: Planning Your Sales Call and Presentation

Topic 8: Approach: Begin Your Presentation Strategically

LO1: Explain the Importance of using a Strategic Approach

LO2: Discuss the Approach Techniques and Objectives

LO3: Identify and discuss the Importance of different types of Questioning

LO4: Solve the quiz for Approach

Topic 9: Presentation: Elements of Effective Presentations

LO1: Explain the Purpose and Essential Steps of the Sales Presentation

LO2: List and explain the Elements of Persuasive Communication

LO3: Discuss how Participation is Important for Effective Presentation

LO4: Solve the quiz for Presentation

Topic 10: Objections: Address Your Prospect’s Concerns

LO1: Analyze the Significance of welcoming a Prospect’s Objections in the Sales Process

LO2: Explain Five Major Categories of Objections

LO3: Apply the Four-Step Process for handling Prospect Objections

LO4: Discuss how to deal with Difficult Customers

LO5: Solve the quiz for Objections: Address Your Prospect’s Concerns

Topic 11: Closing: The Beginning of a New Relationship

LO1: Demonstrate the Essentials of Closing by applying various Closing Strategies

LO2: Illustrate several Techniques for Closing the Sale in your Presentation

LO3: Solve the quiz for Closing

Topic 12: Follow-up: Maintain and Strengthen the Relationship

LO1: Explain why Service and Follow-up are Important to Increasing Sales

LO2: Discuss the eight steps involved in increasing Sales to your Customer

LO3: Solve the quiz for Follow-up

Topic 13: Time, Territory and Self-Management

LO1: Describe the Importance of Customers from Sales Territory

LO2: Explain the Major Elements involved in Managing the Sales Territory

LO3: Solve the quiz for Time, Territory and Self-Management

Topic 14: Retail, Business, Services and Nonprofit Selling

LO1: Describe the Retail Selling Process

LO2: Discuss the differences between Business and Consumer Products and their Markets

LO3: Explain the Purpose of the Request for Proposal (RFP)

LO4: Explain the steps that business purchasing agents use in their buying decisions

LO5: Differentiate between Services and Nonprofit Selling

Retail, Business, Services and Nonprofit Selling

Assignment

Final Exam

Final Exam: Professional Relationship Selling