McMaster University Centre for Continuing Education

Other Online Certificates and Courses

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No matter what product or service you represent, there are powerful strategies that will help you become a top-producing sales person. Gain a better understanding of the importance of the sales function and learn new skills in relationship management, prospecting, customer management, and delivering a compelling sales presentation. Move yourself or your sales team to increased success.

Agenda

Unit 1: Sales and Relationship Management

· Describe career opportunities in sales

· Discuss the role of sales in business

· Demonstrate elements of successful selling

Unit 2: Prospecting and Customer Management

· Establish product strategy

· Illustrate and integrate customer strategy into sales strategy

· Target market segmentation, database marketing, customer decision-making

Unit 3: Product/Service Features and Benefits

· Differences between features and benefits

· Product differentiation and product placement

· Perception

Unit 4: The Sales Presentation

· Plan, customize and conduct a sales presentation

· Handling objections; opening and closing techniques

· Servicing a sale and the use of negotiation

Question Mark About online learning

Online learning is a fun, enjoyable and very productive way to learn. Millions of people are learning online each year. You will engage with the instructor and other participants. You will get to know your instructor and other participants. You may make friends. It’s easy. It’s fun.

Gears How the Course Works

It is easy to participate in your online course. After you register, you will be given a web address to go to get into your online classroom. You will have a password and use your email address and password to gain access.

Once inside the online classroom, here’s what you can expect.

Calendar Participate when you want

You can participate any time of day or evening. The online classroom is open 24 hours a day, 7 days a week.
There are no live real-time requirements or meetings. You decide when you participate.
For the best learning, participants should log into the course on 2-3 different days of the week.

Checklist What you will do

For each Unit, you will:

Read the print readings (about 20 pages a week)
Have the option of accessing the online readings
Listen to the audio presentation for the Unit and view the slides
Have the option of taking a self-quiz to see how much you have learned
Engage in written online discussion with your instructor and other participants

For best learning, you should make one or more comments at 2-3 different times each week.
The content (readings, audio lectures, slides) and self quizzes are accessible for the entire course, so you can work ahead, or go back and review again, at your convenience.

Next offering(s):
-Next session coming soon-

$ CAD

$195 USD

Ave. hours 16, 1.6 CEUs/ILUs

About Your Instructor

Maria Coons is the Vice President of Workforce and Strategic Alliances at Harper College. In this role, Maria builds relationships with area businesses to enhance awareness and “sell” services the College provides for a fee. These services help grow and sustain businesses and the local economy. Before pursuing a career in education, Maria was Assistant Vice President at the Federal Reserve Bank of Chicago where she sold financial services to correspondent banks. She also worked in the retail sector as a division manager for a national department store chain.

Maria holds a doctorate in Higher Education from National Louis University, a Master’s degree in Business Administration from Loyola University, and a Bachelor’s degree from Indiana University’s Kelley School of Business.

Directional Arrows Course Objectives

Define the importance of sales
Summarize relationship management
Identify strategies for prospecting and customer management
Demonstrate the sales presentation

Puzzle Pieces Course Outcomes

Students will be able to:

Describe career opportunities in sales and discuss the role of sales in business.
Discuss and demonstrate elements of successful selling including communication styles and skills, conversation and listening skills, telephone techniques and skills, personal appearance and body language, time and records management and territory planning.
Illustrate and integrate customer strategy into sales strategy, including target market segmentation, database marketing, the customer decision-making process and influences on the customer decision-making process.
Recognize and utilize successful sales strategies and tools into the sales process including the ability to locate and qualify prospects.
Discuss and be able to plan, customize and conduct a sales presentation, including product demonstration, handling objections, opening and closing techniques, servicing a sale and the use of negotiation.

Completion Requirements