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Fundamental Sales Concepts — An Overview · LearnSpace
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Fundamental Sales Concepts — An Overview

Курс от Zoho Corporation
Начальный≈ 24 чАнглийский
О курсеНавыкиПрограммаПреподаватели

О курсе

"Fundamental sales concepts—An overview" is designed to equip an entry-level sales aspirant with the basic knowledge required to begin a career in sales. When you enrol into this course you will be able to: — Describe the fundamental concepts of the sales cycle. — Define sales channels and list the broader categories of sales channels through which products and services are sold. — Explain popular sales techniques and methods practiced in the industry. — Describe key sales management concepts. — Describe the concept of customer relationship management.

Навыки, которые вы освоите

Customer Relationship ManagementCustomer Relationship Management (CRM) SoftwareSales StrategySales ManagementB2B SalesSalesProspecting and QualificationSales ProcessCustomer Relationship BuildingGeneral Sales PracticesSales PipelinesSelling TechniquesSales Prospecting

Программа курса

5 модулей · 112 учебных материалов

01Course overview26 материалов

Introduction to the Zoho Sales Rep Professional Certificate Program

Welcome to the world of sales! ВидеоThriving in a sales careerВидеоAbout the Zoho Sales Representative Professional Certificate Program ВидеоComponents of the programЧтение

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Zoho CRM

Преподаватель курса

Fundamental Sales Concepts — An Overview
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Обучение на Coursera

≈ 24 ч

5 модулей

Язык: Английский

Субтитры: Дари, Узбекский, Пушту

Часть программы вашего университета
What is Zoho CRM? Видео
Zoho CRM for businesses — An overviewВидео
Meet the TeamЧтение
Learning Objectives of this Professional Certificate ProgramЧтение
Instructions to sign up for a Zoho CRM accountЧтение

Introduction to the Fundamental Sales Concepts Course

About the Fundamental Sales Concepts CourseВидеоIntroduce yourself. Обсуждение

An Introduction to the sales cycle

An Introduction to the sales cycle: What is it?ВидеоWhy is the sales cycle important?ВидеоSales cycle— The Big PictureЗадание

Stages in a sales cycle

Key stages of a sales cycleВидеоSales cycle process — A scenarioВидеоA sales rep's role in driving the sales cycleВидеоVideo Podcast [OPTIONAL] | Expert segment on the Sales CycleВидеоSales cycle stages Задание

Zoho CRM’s design to implement the sales cycle

An introduction to Zoho CRMВидеоZoho CRM's design to map the sales cycle. ЧтениеSales cycle implementation in Zoho CRM — ScenarioЧтениеSales cycle for Zylker Tech Pvt Ltd — A Saas companyЧтениеSales cycle for Zylker InsuranceЧтениеSales cycle for Zylker RealtorsЧтениеSales Cycle Scenarios Задание
02Types of sales channels19 материалов

What are sales channels?

Overview of sales channelsВидеоWhy are sales channels important?ВидеоTypes of sales channelsВидеоSales Channels Задание

B2B channels

Direct to Business — D2BВидеоWholesaleВидеоDistributors/partnersВидеоResellersВидеоB2B— OverviewЗадание

B2C channels

Direct to Consumer — D2CВидеоThe Franchise channelВидеоGeneral trade — Wholesale Vs RetailВидеоE-commerce / Quick commerceВидеоModern tradeВидеоB2C — OverviewЗадание

B2G channels

Overview of B2G approachВидео

Selling approaches based on channels

How selling approaches differ based on channelsВидеоVideo Podcast [OPTIONAL] | Expert segment on customizing sales approaches based on channelsВидеоSales ChannelsЗадание
03Popular sales models and techniques24 материалов

Sales models — An overview

An introduction to sales modelsВидеоThe Inbound Sales ModelЧтениеThe Outbound Sales ModelЧтениеSales models —An OverviewЗадание

An introduction to key sales techniques

Sales techniques — An overviewВидеоThe primary categories of sales techniquesВидеоHistory and evolution of sales techniquesВидеоSales techniques overview Задание

Transactional selling

Transactional selling — OverviewВидеоPopular transactional selling techniquesВидеоTransactional sellingЗадание

Consultative selling and its forms

An introduction to consultative sellingВидеоForms of consultative selling — An overviewВидеоSolution sellingЧтениеRelationship sellingЧтениеThe Challenger SaleЧтениеConsultative sellingЗадание

Modern day approach to following sales techniques

Applying sales theories with a touch of creativityЧтениеCreative ways to sell — Example scenarioЧтениеModern day approach to following sales techniques — Hands on ExercisesЗаданиеPopular sales models and techniques Задание

Experts Segment on Popular Sales Models and Techniques

Snippet 1 | Expert recommended books on sales methods. ВидеоSnippet 2 | Blending sales techniques in a real sales scenarioВидеоWatch Full Podcast [OPTIONAL] | Modern day approach to practicing sales techniquesВидео
04Sales management concepts28 материалов

Sales Management Objectives — An overview

Sales management — An overviewВидеоResponsibilities of Sales ManagersВидео

Strategy development

Formulating sales strategiesВидеоStrategy developmentЗадание

Recruitment and mentorship

Recruiting the right sales talentВидеоMentoring the teamВидеоWhat do recruiters and mentors look for in a sales repВидеоSales recruitmentЗадание

Sales planning and forecasting

Sales planning- an overviewВидеоCustomer profilingВидеоSales approachВидеоValue propositionВидеоSetting sales targets/forecastingВидеоSales planning and forecastingЗадание

Sales performance management (reports, dashboards and other metrics)

Importance of sales performance managementВидеоKey metrics for assessment of sales performanceВидеоUsing CRM for metrics and performance managementВидеоMotivation and gamificationВидеоRewards and incentivesВидеоSales performance managementЗадание

Sales rep’s obligations to the management — A summary (from the Sales Rep POV)

Sales rep obligations to the management— An overviewВидеоMeeting sales targetsВидеоCooperating with teams and taking initiativesЧтениеContinuous learning improvement based on feedbackВидеоSales rep obligations to the management Задание

Experts Segment on Sales Management Concepts

Snippet 1 | Key sales metrics adopted at ZohoВидеоSnippet 2 | Important qualities sought in a salespersonВидеоWatch Full Podcast [OPTIONAL] | Sales management concepts.Видео
05Customer relationship management — An Overview15 материалов

Customer relationship management — a conceptual overview

Customer relationship management as a conceptВидеоApplication of CRM in business — ScenarioЧтениеCRM concepts Задание

Customer journey Vs the Sales cycle

Customer journey — An overview_ VIDEOВидеоSales cycle Vs the customer journey — Similarities and differencesЧтениеCreating a customer journey — ScenariosЧтениеMapping customer journeys in CRM — A quick overviewЧтениеCustomer journey Задание

CRM tools — An overview

CRM Implementation tools—An OverviewЧтениеCRM Vs Spredsheets and Legacy softwareВидеоZoho CRM Possibilities — An overviewВидеоVideo Podcast [OPTIONAL] | Expert segment on customer relationship managementВидеоCRM tools ЗаданиеCustomer relationship managementЗадание
Congratulations on completing the course!Видео