Sales

Editorial Team

Welcome to the Sales course at New World University.

In this course you’ll explore the exciting world of sales. In this course you’ll learn all about the process of sales and how knowledge of this process and sales techniques can work for you and your career whether you are a salesperson or not. We’ll cover relationships, ethics, customer understanding, preparation, objection handling, closing, and more.

This course relies with our gratitude on the first edition of The Power of Selling by Kimberly Richards, and as such its long form readings are released under the Creative Commons Attribution-NonCommercial-ShareAlike 3.0 License.

Course Information

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Editorial Team Editorial Team Author

This account is for the editorial team at New World University.

Kola Bakare Kola Bakare Author
 

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Introduction: The Power to Get What You Want in Life

Get What You Want in Life
Selling
Your Personal Brand
Review and Practice

Careers in Sales

What Does It Take to Be in Sales?
Sales Channels and Environments
Résumé and Cover Letter Essentials
Review and Practice

Building Relationships: Putting Adaptive Selling to Work

The Power of Relationship Selling
Putting Adaptive Selling to Work
Networking: The Hidden Job Market
Review and Practice

Business Ethics

Business Ethics
Policies, Practices, and Cultures
Selling Your Personal Brand Ethically
Ethics Review and Practice

Effective Communication

Ready, Set, Communicate
Your Best Behavior
The Power of Informational Interviews
Communication Review and Practice

Why and How People Buy

Introduction to Buying
How the Buying Process Works
Developing and Communicating Your Personal FAB
Buying Review and Practice

Prospecting and Qualifying

Seven Steps to Successful Selling
Prospecting: A Vital Role in the Selling Process
Resources to Help You Find Your Prospects
Use Prospecting Tools to Identify 25 Target Companies
Prospecting and Qualifying Review and Practice

Preparation: The Preapproach

Researching Your Prospect
Solving, Not Selling
Identify Precall Objectives
Prepare Your Presentation
Let the Right People Know about Your Brand
Preparation Review and Practice

Connecting: The Approach

First Impressions
Start Off on the Right Foot
Choosing the Best Approach for the Situation
Overcoming Barriers to Success
Your Elevator Pitch
Connecting Review and Practice

Solving Problems: The Presentation

Preparation: Your Key to Success
Dress for Success
Making Your Presentation Work
How to Use SPIN Selling in Your Sales Call
Putting It All Together
Selling Yourself in an Interview
Presentation Review and Practice

Handling Objections

Objections Are Opportunities
Types of Objections and How to Handle Them
Overcome Objections in a Job Interview
Objections Review and Practice

Closing the Sale

Closing Starts at the Beginning
Collaborate to Negotiate
Negotiating to Win for Your Job Offer
Closing Review and Practice

Follow Up

Follow-Up: The Lasting Impression
Customer Satisfaction Isn’t Enough
What Happens after You Accept the Offer?
Follow Up Review and Practice

Learning the Ropes

Managing Yourself, Your Income, and Your Results
Motivation, Learning, Enjoyment, Success
It’s Your Career—Own It!
Learning Review and Practice

Entrepreneurial Selling

The Power of Entrepreneurship
Selling Yourself and Your Idea
Inspiration, Resources, and Assistance for Your Entrepreneurial Journey
Entrepreneurial Selling Review and Practice

You Have The Power!

You Have the Power!