BA_SELL 101: Professional Relationship Selling (Supreme)

Categories: Self Paced
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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

What Will You Learn?

  • Describe the sales profession
  • Identify social, ethical and legal decisions in selling practices
  • Analyze the reasons why people make buying decisions
  • Express and explain each of the steps of the sales process
  • Make effective sales presentations

Course Content

Module I

  • Topic 1: Selling as a Profession
    04:49
  • LO1: Define and explain the term Selling
    01:56
  • LO2: Identify different Sales Jobs and discuss their Responsibilities
    09:14
  • LO3: List and explain the Characteristics required for Building Relationships with Customers
    05:53
  • LO4: List and explain the steps follow in the Sales Process
    02:39
  • LO5: Solve the quiz for Selling as a Profession
  • Case Study: Selling as a Profession
  • Topic 2: Ethics and Customer Relationship
    05:08
  • LO1: List the Principles Set Forth in the CPSA Code of Ethics
    03:03
  • LO2: Describe Management’s Social Responsibilities
    03:48
  • LO3: Explain what Influences Ethical Behaviour
    02:15
  • LO4: Discuss Ethical dealings among Salespeople, Employers, and Customers
    05:25
  • LO5: Solve the quiz for Ethics and Customer Relationship
  • Case Study: Ethics and Customer Relationship
  • Topic 3: Psychology of Selling
    04:15
  • LO1: Recognize the Factors that Influence Buyer Behaviour
    04:30
  • LO2: Describe how Buyer’s Personality and Social Style contribute to their Buying Behaviour
    06:01
  • LO3: Analyze the Buyer’s Decision-Making Process and factors Influencing Purchasing Decisions
    04:06
  • LO4: Solve the quiz for Psychology of Selling
  • Case Study: Psychology of Selling
  • Topic 4: Communication for Selling
    05:13
  • LO1: Discuss the Salesperson’s Communication Process
    02:45
  • LO2: Explain how Nonverbal Communication effectively contributes to Selling
    07:39
  • LO3: Demonstrate the essentials of Professional Email Netiquette
    02:04
  • LO4: Recognize the Importance of Empathy and Listening to Communication
    02:17
  • LO5: Solve the quiz for Communication for Selling
  • Case Study: Communication for Selling
  • Topic 5: Sales Knowledge
    04:56
  • LO1: Discuss the general areas of Knowledge needed for increased Sales Success
    03:02
  • LO2: Describe the process of how to develop a FAB Worksheet
    04:14
  • LO3: Explain the Unique Selling Proposition and Shelf Positioning
    03:43
  • LO4: Explain the Technologies used by Sales People
    04:01
  • LO5: Solve the quiz for Sales Knowledge
  • Case Study: Sales Knowledge
  • Topic 6: Prospecting: The Lifeblood of Selling
    04:03
  • LO1: Evaluate the Significance of Prospecting as an indispensable aspect of Sales Operations
    03:25
  • LO2: Describe the various Prospecting Methods
    03:48
  • LO3: Solve the quiz for Prospecting: The Lifeblood of Selling
  • Case Study: Prospecting: The Lifeblood of Selling
  • Topic 7: Preapproach: Planning Your Sales Call and Presentation
    04:27
  • LO1: Explain the Importance of Sales Call Planning
    03:19
  • LO2: Describe the Significance of Appointment Acquisition
    04:49
  • LO3: List and explain different Sales Presentation Methods
    05:45
  • LO4: Solve the quiz for Preapproach: Planning Your Sales Call and Presentation
  • Case Study: Preapproach: Planning Your Sales Call and Presentation
  • Topic 8: Approach: Begin Your Presentation Strategically
    04:51
  • LO1: Explain the Importance of using a Strategic Approach
    05:45
  • LO2: Discuss the Approach Techniques and Objectives
    04:35
  • LO3: Identify and discuss the Importance of different types of Questioning
    05:43
  • LO4: Solve the quiz for Approach
  • Case Study: Approach: Begin Your Presentation Strategically
  • Topic 9: Presentation: Elements of Effective Presentations
    04:28
  • LO1: Explain the Purpose and Essential Steps of the Sales Presentation
    02:33
  • LO2: List and explain the Elements of Persuasive Communication
    07:55
  • LO3: Discuss how Participation is Important for Effective Presentation
    04:39
  • LO4: Solve the quiz for Presentation
  • Case Study: Presentation: Elements of Effective Presentations
  • Topic 10: Objections: Address Your Prospect’s Concerns
    05:19
  • LO1: Analyze the Significance of welcoming a Prospect’s Objections in the Sales Process
    02:44
  • LO2: Explain Five Major Categories of Objections
    02:45
  • LO3: Apply the Four-Step Process for handling Prospect Objections
    03:16
  • LO4: Discuss how to deal with Difficult Customers
    05:14
  • LO5: Solve the quiz for Objections: Address Your Prospect’s Concerns
  • Case Study: Objections: Address Your Prospect’s Concerns
  • Topic 11: Closing: The Beginning of a New Relationship
    04:09
  • LO1: Demonstrate the Essentials of Closing by applying various Closing Strategies
    06:41
  • LO2: Illustrate several Techniques for Closing the Sale in your Presentation
    10:36
  • LO3: Solve the quiz for Closing
  • Case Study: Closing: The Beginning of a New Relationship
  • Topic 12: Follow-up: Maintain and Strengthen the Relationship
    04:13
  • LO1: Explain why Service and Follow-up are Important to Increasing Sales
    06:00
  • LO2: Discuss the eight steps involved in increasing Sales to your Customer
    05:16
  • LO3: Solve the quiz for Follow-up
  • Case Study: Follow-up: Maintain and Strengthen the Relationship
  • Topic 13: Time, Territory and Self-Management
    04:23
  • LO1: Describe the Importance of Customers from Sales Territory
    02:10
  • LO2: Explain the Major Elements involved in Managing the Sales Territory
    02:10
  • LO3: Solve the quiz for Time, Territory and Self-Management
  • Case Study: Time, Territory and Self-Management
  • Topic 14: Retail, Business, Services and Nonprofit Selling
    05:23
  • LO1: Describe the Retail Selling Process
    02:28
  • LO2: Discuss the differences between Business and Consumer Products and their Markets
    03:17
  • LO3: Explain the Purpose of the Request for Proposal (RFP)
    01:52
  • LO4: Explain the steps that business purchasing agents use in their buying decisions
    03:08
  • LO5: Differentiate between Services and Nonprofit Selling
    03:01
  • Retail, Business, Services and Nonprofit Selling
  • Case Study: Retail, Business, Services and Nonprofit Selling
  • Assignment: 1
  • Assignment: 2
  • Module Based Quiz

Final Exam

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