Course

Course Summary
Credit Type:
Course
ACE Course Number:
STJB-0001
Organization:
Location:
Online
Length:
Online, 50 hours
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 3 introduction to personal sales
Description

Objective:

The course objective is to provide students the sales skills necessary to go from the virtual classroom into a thriving sales career. Virtanza helps students explore 13 professional sales roles and teaches the sales skill applications through real-world, employer role-play simulations. Students will explore customer relationship management (CRM), sales engagement, and sales planning to become successful in a professional sales role. These include an introduction to Salesforce.com and the sales engagement platform used by Fortune 500 companies. Students will learn to assess their sales aptitude, competencies, and strengths to position their skills effectively for the employment market. They are placed on a career pathway toward high-level roles in sales consulting, sales management, and executive sales roles.

Learning Outcomes:

  • demonstrate mastery of consultant sales method
  • apply prospecting and background research methods
  • utilize customer data tools, including Salesforce.com CRM, Google, sales engagement technology, website data, business records, and social media to determine best prospects and insights about prospects and potential opportunities
  • develop a formula or series of questions to determine the prospect's fit with the product
  • network by taking a proactive approach to business/social interactions and learn how to initiate stimulating conversation
  • conduct a customer needs assessment dialogue that leads to a customer commitment to a proposed solution/plan
  • acquire information about decision-makers and influencers, their motivations to buy, and their budget and ROI (return on investment), write and deliver a compelling proposal for business in two formats, as well as negotiating techniques helpful for closing the deal

General Course Topics:

  • Our-step sales process (1. research, prospecting, introductions, 2. needs assessment, 3. persuasive, 4. ROI, negotiations, and fulfillment)
  • Chally Sales Profile
  • Sales competencies
  • Interpretation and foundation skills for thirteen types of professional sales roles including business development, account management, sales management, strategic sales, tech sales, consultant solution sales, field sales, high volume inside and outside sales
  • Customer relationship management (CRM)
  • Digital prospecting tool
  • Branding yourself for customer development and job placement, career preparation, LinkedIn profile, resume and cover letter, interviewing
  • Goal planning
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Computer Based Training
  • Discussion
  • Laboratory
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Case Studies
  • Examinations
  • Other
  • Performance Rubrics (Checklists)
  • Presentations
  • Quizzes
  • Written Papers
  • class participation

Minimum Passing Score:

70%
Supplemental Materials