Introduction to Sales

Overview/Description
Sales is arguably the most important function in any business, yet it's one of the most difficult areas to master and manage successfully. There are several common questions people ask about sales. What is the difference between sales and marketing? Why do consumers and organizations buy, and what drives their purchase decisions? What are the key competencies required for effective sales? This course highlights the important role that the sales function plays and describes how marketing and sales relate to each other. It outlines the roles and responsibilities of the Sales Department, what makes for effective sales, and the trends affecting sales today. The course also provides insight into the importance of the sales cycle and how it affects sales planning and business development.

Target Audience
Individuals who want to gain knowledge in basic sales techniques and anyone who wants to develop or refine their existing sales skills

Expected Duration (hours)
1.0

Lesson Objectives

Introduction to Sales

distinguish between the roles of marketing and sales

match the key competencies to how they contribute to success in sales

recognize the effects recent sales trends have had on the buyer-seller relationship

recognize the differences between organizational and consumer buying

recognize the benefits of understanding consumer buying behavior

match stages of the sales cycle to examples