This course is part of the Professional Selling: 3 Steps to High-Performance Specialization

Terry Loe +1 more instructor

Offered By

Professional Selling: 3 Steps to High-Performance SpecializationUniversity System of Georgia

About this Course

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Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of prospecting and establishing needs. Learners will gain a clear understanding of the prospecting process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course Two will gain skills in understanding their product's value, identifying good prospects, maximizing the sales funnel, improving conversion ratios, creating a strategic prospecting plan, understanding the WIFM, creating an effective elevator speech, overcoming call reluctance, and so much more.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

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Course 2 of 3 in the

Professional Selling: 3 Steps to High-Performance Specialization

Beginner Level

Recent or soon to be graduates or at least 1 year of business experience

Approx. 10 hours to complete

English

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Skills you will gain

Utilize methods for talking with and engaging leads
Strategize to gain qualified leads and referrals
Establish needs and problems that needs solutions for a prospect
Differentiate the traits that make up a good prospect from those of a bad prospect
Track conversion ratios

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 2 of 3 in the

Professional Selling: 3 Steps to High-Performance Specialization

Beginner Level

Recent or soon to be graduates or at least 1 year of business experience

Approx. 10 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructors

Terry Loe

Co-Director of the Center for Professional Selling; Professor of Marketing and Sales

Coles College of Business; Kennesaw State University

129 Learners

3 Courses

Scott Inks

Associate Professor; Co-Director, Center for Professional Selling

Marketing & Professional Sales

129 Learners

3 Courses

Offered by

University System of Georgia

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Syllabus - What you will learn from this course

Week1

Week 1

2 hours to complete

Why is Prospecting Important?

2 hours to complete

9 videos (Total 29 min), 3 readings, 2 quizzes

9 videos

Course Introduction2mMeet Your Instructors - Philosophy of This Specialization2mProspecting - Kennesaw State Example4mProspecting - Agriculture Example3mTips for Prospecting4mPurpose of Prospecting3mProspecting - The Life Blood of the Sales Funnel1mYour Product's Value3mTraits of a Good Prospect2m

3 readings

About the Assignments10mAbout Peer Reviews10mDiscussion Forum Guidelines10m

2 practice exercises

Module 1 Practice Quiz30mModule 1 Summative Quiz50m

Week2

Week 2

2 hours to complete

Prospecting Best Practices

2 hours to complete

9 videos (Total 36 min)

Week3

Week 3

3 hours to complete

Finding High-Quality Leads

3 hours to complete

8 videos (Total 25 min), 1 reading, 3 quizzes

Week4

Week 4

3 hours to complete

Establishing the Needs

3 hours to complete

6 videos (Total 25 min), 1 reading, 4 quizzes

About the Professional Selling: 3 Steps to High-Performance Specialization

This specialization is intended for salespeople who want to take their skills to the next level. It uses an approach that includes the latest best practices from empirically-driven research and field-tested practices. This specialization features high-quality, professional video production along with challenging assignments. Together, the content is designed to be valuable to you as a sales rookie, a veteran professional, or sales leader. This specialization will help you:

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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Professional Selling: Step 2 - Prepare Like a High-Performer

About this Course

Skills you will gain