SalesUniversity Sales Orientation: Professional Selling in the Knowledge Economy Curriculum Outline
The Profession of Selling
Overview/Description
Consider how the following definitions relate to a successful career in sales: Principle - a rule or code of conduct; Strategy - a careful plan or method especially for achieving an end; and Skill - a developed or acquired ability. These three terms help describe the difference between sales as a profession, and sales as simply a job. The Profession of Selling course is designed to present the principles, strategies and skills that - when integrated into your sales career - will help you reach your personal and professional goals. This course will discuss important aspects of being a professional salesperson, and how life-long learning is vital to the professional salesperson.
Target Audience
This series will be useful for learners beginning a career as a sales professional, as well as for seasoned sales people who are seeking to take their career to the next level. As with all Sales University® programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This program will prepare learners to climb the next rungs on the ladder of success.
Expected Duration
3.5 hours
Lesson Objectives:
Professional Selling
Recognize benefits of understanding professional selling. Identify examples of the fundamental principles of ethical conduct. Match the elements of professional selling knowledge to examples. Identify ways in which given sales professionals implement the laws of success. Identify examples of the top six qualities of character that reveal professionalism. Identify examples of ways to demonstrate a commitment to professionalism. Developing a Personal Heritage of Excellence
Recognize the benefits of knowing what a personal heritage of excellence entails. Identify examples of the elements of a personal heritage of excellence. Match Maslow's four stages of learning to examples. Identify the stages of the learning curve. Identify examples of approaches to dealing with challenges encountered within each stage of the learning curve. Identify examples of approaches that cultivate a positive attitude toward learning. Back to ListProfessional Selling in the Knowledge Economy
Overview/Description
Since the beginning of time, wealth and power have been associated with control of the dominant form of capital supporting the economy. With the dawn of the Agricultural Age thousands of years ago, wealth and power became associated with the control of land. Those who controlled the most fertile or strategically defensible lands dominated the economy. As we enter the 21st century, we have reached a point where the abundant access to information has leveled the playing field of business, making knowledge the commodity of power in the Knowledge Economy. Professional Sales in the Knowledge Economy will reacquaint you with the timeless principles of success, introduce you to the new laws driving the knowledge economy, and introduce you to the proven strategies that will position you for successful selling.
Target Audience
This series will be useful for learners beginning a career as a sales professional, as well as for seasoned sales people who are seeking to take their career to the next level. As with all Sales University® programs, this series is designed to meet learners where they are and challenge them to stretch themselves to a higher plain of professional excellence. This program will prepare learners to climb the next rungs on the ladder of success.
Expected Duration
5.0 hours
Lesson Objectives:
The Knowledge Economy
Recognize benefits of understanding the knowledge economy. Match the components of the knowledge pyramid to their corresponding examples. Recognize the four laws that drive the knowledge economy. Match the four laws that drive the knowledge economy to the impact each has on the sales profession. Match business paradigms to their appropriate descriptions. Choose the effect that the business paradigm adopted by a given professional seller will have on the outcome of a sale. The Marketplace of the Knowledge Economy
Recognize benefits of better understanding the marketplace of the knowledge economy. Identify factors of the marketplace affecting the sales professional. Identify the distribution channels of the Distribution Model. Match each stage of an offering's maturity along the innovation continuum to the distribution channel that would be used to sell an offering. Selling in the Knowledge Economy
Recognize benefits of understanding professional selling in the knowledge economy. Identify the critical criteria for positioning oneself in the marketplace. Identify how envisioning strategic triangles can positively impact sales. Identify the descriptions of the factors that affect sales. Match the basic selling styles to their descriptions. Identify examples of statements that contain the elements that influence buying behaviors. Sequence the steps in the buying cycle. Back to ListProfessional Selling in the Knowledge Economy Simulation
Overview/Description
The Professional Selling in the Knowledge Economy Simulation is designed to test your understanding and application of the principles, strategies, and skills that - when integrated into your sales career - will help you reach your personal and professional goals. You are a salesperson for the Paper Docs Company, a leading supplier of all document imaging products and supplies including photocopiers, fax machines, and printers. As a new hire, you will need to make good decisions to position yourself for a long and prosperous sales career instead of an ephemeral sales job. This simulation requires you to not only close deals now, but to also lay the groundwork for long-term customer relationships and future sales. Additionally, you will also want to make sure you are pushing yourself to excel by continuing to grow as a sales professional and by learning all you can about your industry. This simulation is based on the Professional Selling in the Knowledge Economy series and has links to the following courses: SALE0401 and SALE0402.
Target Audience
Beginning as well as seasoned sales professionals who are seeking to take their careers to the next level.
Expected Duration
0.5 hours
Lesson Objectives:
Professional Selling in the Knowledge Economy Simulation
Modeling Ben Franklin. Maintaining a positive attitude towards learning. Selling in the knowledge economy. Achieving success. Being professional and knowledgeable. Demonstrating ethical conduct. Succeeding in the marketplace. Selling to the marketplace. Back to List
SalesUniversity Sales Orientation: Professional Selling in the
Knowledge Economy
There are three main differences in knowing how to sell as a professional career and simply being
employed in sales for a job. “Professional Selling in the Knowledge Economy” will show you the art of professional selling
by understanding the important aspects of being a professional salesperson and how continuous learning is vital to the
professional salesperson.
Many people get into sales without crafting a careful commitment to continue. With CBT Direct’s sales training in the
Knowledge Economy, you’ll turn your sales job into a lucrative career.
Benefits of CBT Direct’s Online Training Course on How to
Sell – SalesUniversity Sales Orientation
CBT Direct boasts the most beneficial online course for sales training on the market. With CBT Direct’s online training,
you have the flexibility to study on your schedule, and with the speed and reliability of the internet, CBT Direct’s online
training courses in how to sell are accessible anywhere you have an internet connection. Convenience finally costs less with
CBT Direct - the most affordable online training solution today.
The unique design of CBT Direct’s online training course in how to sell emphasizes learner initiative, self-management and
experiential learning. CBT Direct’s online training course design begins with the definition of user-focused performance
objectives and then proceeds to the selection and implementation of instructional strategies and learning activities
appropriate for those objectives. This effective instruction model for CBT Direct’s online course in sales training and
communication skills ensures the greatest level of comprehension and retention.
Who Benefits from CBT Direct’s Online Training Course on How to
Sell – SalesUniversity Sales Orientation?
Entry-level sales professionals as well as seasoned sales professionals who are looking to take their
sales careers to the next level. As with all Sales University programs, this course is designed to meet learners wherever they
are in their skills and then challenge them to achieve higher professional excellence.
What Will Professionals Learn from CBT Direct’s Online Training Course on How to Sell – SalesUniversity Sales Orientation?
This sales training course will teach you about the expert profession of how to sell, show you examples of the fundamental
principles of ethical conduct and professional selling knowledge and teach you the ways to demonstrate a commitment to the sales
profession. This online training course will also cover the top six character qualities you need to possess in order to be a
successful sales professional.
We’ll help you develop a personal heritage of excellence using Maslow’s four stages of learning, the challenges you must
overcome when dealing with a learning curve and how to develop your communication skills into a positive attitude toward learning.
This sales training course in how to sell in the knowledge economy will explain the benefits of understanding the knowledge
economy and teach you the four laws that drive it. You’ll match business paradigms to their appropriate descriptions, choose the
effect that the business paradigm adopted by a given professional seller will have on outcome of sale.
Discover how to sell by positioning yourself in the marketplace, applying basic selling styles and influencing buying behavior.
This how-to-sell course in the Knowledge Economy is the answer to the continued success and longevity of your sales career.
SalesUniversity Sales Orientation: Professional Selling in the
Knowledge Economy
