Course Overview

  • Time Commitment: 4 Hours

  • Cost: $79.00

  • Pace: Self-paced

  • Subject: Sales Skills Development

  • Course Language: English

  • Video Transcript: English

About this Course

This course examines how to build long-term customer relationships and manage a sales force in order to achieve organizational objectives and provide value to customers. Students will learn sales management strategies related to customer relationship management, sales force organization, and decision making.

Students will also examine key concepts in sales leadership, including recruiting, training, motivating, and evaluating a sales force. This course helps students strengthen their communication and decision-making skills and integrates concepts from management, marketing, and corporate finance.
Watch Intro Video

"These aren't just sales skills, these are life skills."

Learn why you should be interested in sales.

What You Will Learn

After completion of this course you will be able to:

  • Learn and apply sales skills as life skills: personal selling, negotiation, conflict resolution, leadership/management

  • Importance of prospecting and how that leads to success while uncovering the needs of the customer and matching features of one’s product to benefit the customer by solving their needs

  • Understand how ethics plays a crucial role in sales and the importance of setting SMART Goals

  • Why time management and preparation for success is the key to achieving long term continued success

  • Learn key negotiation skills that will put you in position to achieve goals in any situation

  • Why essential skills – soft skills or life skills for success, such as walking into a room, the handshake, eye contact is the foundation to one’s sales career success

  • What makes a good leader and the different styles a leader can adopt to manage and lead his/her team effectively

  • Gain confidence and belief in your abilities to plan, prepare and deliver a powerful, convincing sales presentation

Course curriculum

  • 1

    Welcome to the course!

    • A message from the instructor Mark Michalisin

    • About Mark Michalisin

    • Content of this course

    • Let Me Know...

  • 2

    Section 1: Prospecting For Customers

    • Prospecting

    • Prospecting

    • Guide to Prospecting

    • Cold Calling and The Lemonade Statement

    • Cold Calling Script and Discussion

    • Uncovering Needs

    • Guide to Uncovering Needs

    • Section summary

  • 3

    Section 2: SMART Goals and Sales Ethics

    • SMART Goals

    • Set Goals

    • SMART Goals

    • SMART Goals Discussion

    • Sales Ethics

    • Guide to Sales Ethics

    • Sales Ethics Discussion

    • Section Summary

  • 4

    Section 3: Sales

    • Sales Starts With Planning

    • Time Management

    • How to Prepare for the Sales Call

    • Sales Calls Preparation

    • Negotiation

    • Guide to Negotiating

    • Overcoming Price Objections

    • Value Added Selling

    • Commitment

    • Example of Securing the Commitment

    • Section Summary

  • 5

    Section 4: Leadership and Essential Skills for Success

    • Leadership

    • Leader-Member Exchange Model

    • Guide to Leadership

    • Leader Member Exchange

    • Sales Leadership Presentation Skills

    • Essential Leadership Presentation Skills

    • Leadership Style Discussion

    • Summary

    • How Did I Do?

    • Contact and Connect

Meet the Instructor

Instructor

Mark Michalisin

Michalisin comes to Saint Rose with over 25 years of experience in the business-to-business sales industry. In his time with SCA Tissue and Morcon, a leading converter of napkin, towel, tissue, and specialty products for the away-from-home market, Michalisin developed customer bases both domestically and internationally, utilizing his relationship-building and sales expertise.

Enroll Today

Join our growing network of sales professionals and earn a foundation of critical personal and professional sales skills — transferable to any career today.