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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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