Course Objective

The Sales Fundamentals course aims to provide a comprehensive understanding of the essential principles needed for a successful career in the sales field. Whether you are an experienced professional or a beginner, this course offers a solid foundation to boost your professional trajectory, covering topics ranging from sales ethics to practical tools to increase productivity.

Program content

1.Introduction to Sales
Introduction
What are “sales”?
To execute your sales, build relationships
Common terms in sales
What are sales processes and methods
Who is part of the sales team?
Assess your knowledge
In summary…

2.The Importance of Ethics in Sales
Sales and Standards
Are stereotypes true?
Why are ethical decisions essential?
Pitfalls that can compromise ethical actions
What would you do?
How would you react?
Staying ethical
In summary…

3.Basic Sales Communication Skills
Introduction
Why is communication important in sales?
What do good communicators do?
Assess your knowledge
In summary…

4.Integrating your Sales and Marketing Efforts
Two sides of the same coin
What are the functions of sales and marketing?
Different functions, same objective
What happens when teams are not aligned?
Collaboration yes. Competition, no.
Where “sales” and “marketing” meet
Creating a collaborative environment
Assess your knowledge
In summary…

5. An overview of the sales pipeline
Imagine this situation…
What is a sales pipeline?
What does a typical pipeline look like?
Typical pipeline stages
Moving through the pipeline
Elements of a healthy pipeline
Assess your knowledge
In summary…

6. Aligning the Sale with the Buyer’s Journey
Hit or miss?
What is the buyer's journey?
3 stages of the buyer's journey
Why is the buyer's journey important in sales?
Aligning with each stage
important tips
Assess your knowledge
In summary…

7. Essential Sales Tools
Flourishing or Hindering?
What are sales tools?
How can sales tools improve your process?
Common Types of Sales Tools
Knowing your team's tools
Assess your knowledge
In summary…

8.What is a CRM system and why is it important in sales?
First day of work
What is a CRM?
What is a CRM system for?
What can a CRM system do?
CRM Software Features
How can CRM systems enhance relationship building?
Assess your knowledge
In summary…

9.Summary
Sales is about relationships
Communication is key
Consider your process
Grab your toolkit

Methodology

The course will be taught completely online, combining interactive teaching materials, explanatory videos and practical exercises. The pedagogical approach seeks to involve participants in a dynamic way, providing effective learning that is applicable to the work environment.

Instructor

The course is taught by experienced professionals and experts in the field of sales. Our instructors bring practical knowledge and valuable insights, enriching the learning experience and providing an up-to-date market perspective.

Target Audience

• Early career sales professionals
• Experienced salespeople looking for improvement
• Entrepreneurs and business owners who want to improve their sales skills

General Recommendations

• Dedicate time regularly to the course to optimize content assimilation.
• Participate actively in the discussion forums and practical activities proposed.
• Apply the concepts learned in the context of your daily professional life.

About Instructors

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