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Course Content
Module I
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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
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
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
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
Quiz I
01:00:00
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
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
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
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
Quiz II
01:00:00
Topic 9: Presentation: Elements of Effective Presentations
00:00
LO1: Explain the Purpose and Essential Steps of the Sales Presentation
00:00
LO3: Discuss how Participation is Important for Effective Presentation
00:00
LO1: Analyze the Significance of welcoming a Prospect’s Objections in the Sales Process
00:00
LO3: Apply the Four-Step Process for handling Prospect Objections
00:00
Topic 11: Closing: The Beginning of a New Relationship
00:00
LO2: Illustrate several Techniques for Closing the Sale in your Presentation
00:00
LO1: Explain why Service and Follow-up are Important to Increasing Sales
00:00
Topic 13: Time, Territory and Self-Management
00:00
LO2: List and explain the Elements of Persuasive Communication
00:00
Topic 14: Retail, Business, Services and Nonprofit Selling
00:00
Topic 10: Objections: Address Your Prospect’s Concerns
00:00
LO3: Explain the Purpose of the Request for Proposal (RFP)
00:00
LO2: Explain Five Major Categories of Objections
00:00
LO5: Differentiate between Services and Nonprofit Selling
00:00
LO4: Discuss how to deal with Difficult Customers
00:00
LO1: Demonstrate the Essentials of Closing by applying various Closing Strategies
00:00
Topic 12: Follow-up: Maintain and Strengthen the Relationship
00:00
LO2: Discuss the eight steps involved in increasing Sales to your Customer
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
LO1: Describe the Retail Selling Process
00:00
LO2: Discuss the differences between Business and Consumer Products and their Markets
00:00
LO4: Explain the steps that business purchasing agents use in their buying decisions
00:00
Final Exam
0/2
Course End Feedback
00:00
Final Exam: Professional Relationship Selling
02:00:00
BA_SELL 101: Professional Relationship Selling (P)
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