Professional Selling

"People do business with people they know, like, and trust. Companies don’t make decisions, people do."

-Mari Smith,  thought leader in the world of social media marketing. 

Course Description

This one-week module in professional selling is designed to introduce learners to the fundamental concepts and principles of selling in a professional context. The course will cover key topics such as understanding buyer behavior, developing effective sales presentations, handling objections, and closing techniques.

Course Goals

By the end of this course, learners will be able to:

1. Understand the key concepts and principles of professional selling.

2. Analyze buyer behavior and tailor their sales approach accordingly.

3. Develop and deliver effective sales presentations.

4. Handle objections professionally and effectively.

5. Apply effective closing techniques to secure sales.

Weekly Learning Objectives

By the end of this week, learners will be able to:

1. Define professional selling and understand its role in business.

2. Analyze buyer behavior and tailor their sales approach to meet the buyer's needs and preferences.

3. Develop and deliver a persuasive sales presentation for a given product or service.

4. Handle common sales objections professionally and effectively.

5. Apply effective closing techniques to secure a sale.

Instructional Material

1. Lecture notes on professional selling concepts and principles.

2. Case studies of successful professional selling techniques.

3. Role-play scenarios for practicing sales presentations and handling objections.

4. Articles and videos on understanding buyer behavior and closing techniques.


Assessments

1. A short quiz on professional selling concepts and principles.

2. Role-play exercise to practice delivering a sales presentation and handling objections.

3. Analyze a given buyer behavior scenario and develop a tailored sales approach.

4. Discussion or short essay on effective closing techniques.


Course Technology

1. Learning Management System (LMS) for course content delivery and communication.

2. Video conferencing software ( Zoom) for role-play exercises.

3. Presentation software (PowerPoint) for developing sales presentations.

Learner Activities




Learner Interactions