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Course Content
Module I
0/90
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
15:00
Case Study: Selling as a Profession
15:00
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
15:00
Case Study: Ethics and Customer Relationship
15:00
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
15:00
Case Study: Psychology of Selling
15:00
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
15:00
Case Study: Communication for Selling
15:00
Topic 5: Sales Knowledge
04:56
LO1: Discuss the general areas of Knowledge needed for increased Sales Success
03:03
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
15:00
Case Study: Sales Knowledge
15:00
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
15:00
Case Study: Prospecting: The Lifeblood of Selling
15:00
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
15:00
Case Study: Preapproach: Planning Your Sales Call and Presentation
15:00
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
15:00
Case Study: Approach: Begin Your Presentation Strategically
15:00
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
15:00
Case Study: Presentation: Elements of Effective Presentations
15:00
Topic 10: Objections: Address Your Prospect’s Concerns
05:19
LO1: Analyze the Significance of welcoming a Prospect’s Objections in the Sales Process
02:45
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
15:00
Case Study: Objections: Address Your Prospect’s Concerns
15:00
Topic 11: Closing: The Beginning of a New Relationship
04:10
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
15:00
Case Study: Closing: The Beginning of a New Relationship
15:00
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
15:00
Case Study: Follow-up: Maintain and Strengthen the Relationship
15:00
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
15:00
Case Study: Time, Territory and Self-Management
15:00
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
03:18
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
03:09
LO5: Differentiate between Services and Nonprofit Selling
03:01
Retail, Business, Services and Nonprofit Selling
15:00
Case Study: Retail, Business, Services and Nonprofit Selling
15:00
Assignment: 1
Assignment: 2
Module Based Quiz
01:00:00
Final Exam
0/2
Final Exam: Professional Relationship Selling
01:15:00
Course End Feedback
00:00
BA_SELL 101: Professional Relationship Selling
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Namgay lhamo 2 years ago
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Namgay lhamo 2 years ago
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Tshewang Lhamo 2 years ago
Selling is the process of exchanging goods or services for money or other valuable considerations. It involves identifying and fulfilling the needs or wants of customers while also achieving business objectives.
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Tashi Gyem 2 years ago
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Tashi Gyem 2 years ago
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Tashi Gyem 2 years ago
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Namgay lhamo 2 years ago
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