Introduction to Sales: Foundations for Success

本课程是 IBM Sales Representative 专业证书 的一部分

位教师： Rodrigo Seruya Cabral 另外 1 个

1,650 人已注册

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您将学到什么

Build a foundation in professional sales by mastering roles, processes, methodologies, and technologies for success in modern sales organizations.

Navigate the sales landscape by differentiating roles, understanding structures, and mapping career progression from entry-level to leadership.

Execute sales processes using SPIN, Challenger, and Solution Selling while demonstrating strong communication and relationship-building skills.

Leverage sales technology and create a career strategy aligned with ethical principles, strengths, and professional portfolio development.

您将获得的技能

Consultative Selling

Overcoming Objections

Prospecting and Qualification

Cross-Functional Collaboration

Sales Pipelines

Customer Relationship Management

Ethical Standards And Conduct

Sales Management

Business Ethics

Sales Process

Selling Techniques

Sales Development

Sales

Relationship Building

General Sales Practices

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您将学习的工具

Customer Relationship Management (CRM) Software

要了解的详细信息

添加到您的领英档案

April 2026

12 任务¹

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该课程共有4个模块

Over 4.5 million sales jobs go unfilled annually due to lack of qualified candidates, yet sales remains one of the most accessible and rewarding career paths for motivated individuals.

This comprehensive beginner course transforms sales novices into confident professionals ready for today's dynamic marketplace.

Through interactive modules, you'll explore the sales profession from multiple angles - understanding different roles, mastering essential methodologies, and gaining hands-on experience with the tools that drive modern sales success.

Learn directly from industry experts who share real-world insights, ethical best practices, and proven strategies for building trust-based customer relationships.From your first cold call to closing deals, develop the foundational skills employers seek.

Basic computer literacy (comfortable with email, web browsing, and productivity software like Word/Excel). No prior sales experience required.

This course is intended for early-career professionals aspiring to start a career in sales (SDRs, AEs, BDRs), career-changers transitioning from customer service or marketing roles, junior sales representatives seeking foundational training, and anyone curious about building a career in professional selling.

By course completion, you'll have created a portfolio-ready Sales Career Launch Plan demonstrating your understanding of sales processes, tool proficiency, and strategic thinking.

This practical artifact, combined with your new skills in prospecting, relationship building, and sales technology, positions you to confidently pursue roles as Sales Development Representatives, Account Executives, or other entry-level sales positions across any industry.

The World of Sales

In this module, you will explore the diverse landscape of the sales profession, discovering various roles, career paths, and organizational structures that define modern sales teams.

You will learn how sales professionals collaborate with marketing and customer success teams to drive revenue growth.Through self-assessment, you will begin to identify which sales roles best align with your personal strengths.

By the end of this module, you will have a clear understanding of the key players in the sales ecosystem and how they work together.

涵盖的内容

11个视频 11篇阅读材料 3个作业 1个插件

Course Introduction • 6分钟

Meet the Experts • 6分钟

Expert Viewpoints: A Day in the Life of a Sales Professional • 14分钟

Expert Viewpoints: Why Sales is the Ultimate Career Launchpad • 6分钟

Introduction to Sales: Beyond the Stereotypes • 5分钟

What Does a Sales Development Representative Really Do? • 5分钟

Account Executive vs. Account Manager –Responsibilities and Measures of Success • 5分钟

Customer Success Managers: Driving Retention and Growth • 5分钟

Inside a Modern Sales Organization • 5分钟

Sales + Marketing + Customer Success: The Revenue Engine • 4分钟

Sales Team Dynamics: Collaboration in Practice • 5分钟

Course Welcome and Overview • 5分钟

Course Syllabus • 5分钟

Transitioning into Sales: Common Questions for Career Changers • 10分钟

Career Resource: Resume Template for Entry-Level Sales Positions • 10分钟

Helpful Tips for Course Completion • 2分钟

Sales Career Guide • 5分钟

Job Analysis Template • 10分钟

Choosing Your Sales Path: SDR vs. AE vs. AM Decision Guide • 10分钟

LinkedIn Profile Guide for Aspiring Sales Professionals • 5分钟

Industry Comparison Chart • 5分钟

Summary and Highlights: The World of Sales • 5分钟

Introduction to Sales Roles and Career Paths • 10分钟

Sales Team Structure and Collaboration • 8分钟

Sales Roles and Teams • 30分钟

Your First Day at TechStart Inc. • 15分钟

Sales Fundamentals and Processes

In this module, you will master the foundational knowledge every sales professional needs to succeed.You will explore the complete sales cycle and learn how the selling environment, from B2B to B2C and inside to field sales—shapes the approach.

You will use a character strengths framework to identify your ideal sales environment.

Through examination of proven methodologies and sales psychology, you will develop a toolkit of approaches for different selling situations, preparing you to engage customers effectively while building trust and delivering value.

涵盖的内容

11个视频 5篇阅读材料 4个作业 1个应用程序项目 1个插件

Understanding the Sales Funnel • 4分钟

Stages of the Modern Sales Cycle • 5分钟

Sales Metrics and Success Measures • 5分钟

Demo: Sales Process Mapping Workshop • 6分钟

Day in the Life: B2B Enterprise Sales Rep • 4分钟

Inside Sales vs. Field Sales: Which is Right for You? • 5分钟

Retail vs. SaaS Sales: Key Differences • 4分钟

Matching Sales Environments to Your Strengths • 4分钟

SPIN Selling Explained • 4分钟

Solution Selling vs. Challenger Selling • 4分钟

Choosing the Right Sales Methodology • 4分钟

Sales Cycle Best Practices • 5分钟

Sales Metrics Explained: Quick reference for KPIs and benchmarks • 10分钟

Sales Process Template • 10分钟

Methodology Comparison Guide • 5分钟

Summary and Highlights: Sales Fundamentals and Processes • 5分钟

The Sales Cycle: From Prospect to Customer • 12分钟

Industries and Sales Environments • 10分钟

Sales Process, Methodologies, and Skills • 8分钟

Sales Fundamentals and Processes • 30分钟

Lab: Create Your Sales Process Map • 60分钟

Lab: Sales Environment Self-Assessment • 15分钟

Sales Tools and Technology Landscape

In this module, you will gain hands-on experience with the technology ecosystem that powers modern sales operations.

You will learn to navigate Customer Relationship Management (CRM) systems, master communication and productivity tools, and explore how artificial intelligence is beginning to transform sales processes.

Through practical demonstrations and labs, you will build confidence in using these tools to manage relationships, track opportunities, and enhance productivity.This foundation prepares you to adapt quickly to any sales technology stack in your future role.

涵盖的内容

6个视频 6篇阅读材料 3个作业 1个讨论话题 1个插件

Using a CRM Platform to Track Your Work • 4分钟

Know Your Numbers: Why Data Management Matters • 4分钟

Demo: CRM Platform Tour: Salesforce, HubSpot and others • 7分钟

Sales Tech Stack Essentials • 5分钟

Email Tools for Sales: Automation and Templates • 5分钟

Video Conferencing and Virtual Demos • 5分钟

CRM Selection Guide • 5分钟

CRM Selection Guide: Choosing the Right Platform for your Role • 5分钟

CRM Comparison Chart • 5分钟

Sales Tools Analysis • 5分钟

Building Your Sales Tech Stack: Essential Tools for Beginners • 5分钟

Sales Tools Budget Calculator • 5分钟

CRM Systems and Data Management • 10分钟

Communication and Productivity Tools • 8分钟

Sales Tools and Technology Landscape • 30分钟

The "Human-in-the-Loop" Outreach Strategy • 10分钟

Lab: CRM Hands-On Practice • 15分钟

My Sales Career Launch Plan and Final Project

In this final module, you will first explore the critical importance of ethics and integrity in building a successful sales career.You will then synthesize all course learning into a comprehensive Sales Career Launch Plan that demonstrates your readiness for the profession.

Through creating practical deliverables including role analyses, sales process maps, and a personalized development roadmap, you will build a portfolio that showcases your understanding and commitment to professional selling.

The module concludes with resources to support your career transition and a final exam validating your mastery of sales fundamentals.

涵盖的内容

5个视频 8篇阅读材料 2个作业 1次同伴评审 2个插件

Why Ethics Matter in Sales • 5分钟

Breaking Stereotypes: Building Trust in Modern Selling • 4分钟

Expert Viewpoints: How Integrity Helped My Career • 7分钟

Course Wrap-Up • 5分钟

Expert Viewpoints: Tips and Advice for a Career in Sales • 7分钟

Ethical Selling Principles Guide: A Practical Overview of Ethical Principles (Honesty, Transparency, Respect, and Compliance with Regulations) • 5分钟

Ethical Dilemmas in Sales: Common Scenarios and Guidance • 5分钟

Final Project Overview • 5分钟

30-60-90 Day Plan Template • 5分钟

Interview Preparation Checklist • 10分钟

Congratulations and Next Steps • 5分钟

Team and Acknowledgments • 5分钟

Course Glossary • 10分钟

Ethics and Integrity in Sales • 8分钟

Final Exam: Introduction to Sales • 30分钟

Final Project: Submission and Evaluation • 60分钟

Ethics in Action • 15分钟

Final Project: My Sales Career Launch Plan • 15分钟

获得职业证书

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在社交媒体和绩效考核中分享。

位教师

提供方

从 Business Strategy 浏览更多内容

P Packt Introduction to Sales 课程

H Hult International Business School Mastering Sales: From Fundamentals to Career Success 课程 类别：预览 预览

L LearnQuest Foundations of Sales Success 课程 状态：免费试用 免费试用

C Coursera How to Sell: An Overview of Fundamental Selling Techniques 课程 状态：免费试用 免费试用

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