Coding for Analysis ▸
Syracuse University micro-credential*
Intro to Data Decision-Making Using AI ▸
Syracuse University micro-credential*
Applied AI ▸
Syracuse University micro-credential*
Project Management ▸
Syracuse University micro-credential*
*A focused credential that demonstrates mastery in a specific skill.
Instructor
Dr. Marvin Deitz
mdeitz@golisanoinstitute.org
Instructor
Adriana Boveda
aboveda@golisanoinstitute.org
Introduction to Sales
This dynamic course equips students with comprehensive sales competence, adaptive mastery, and strategic prowess. Through immersive learning experiences, students will gain proficiency in all facets of successful sales, including prospecting, objection handling, and post-sale follow-up. They will develop adaptive skills, mastering diverse sales tools and techniques while cultivating essential interpersonal abilities, enabling them to excel in various sales contexts with a strong customer-centric approach. Additionally, students will exhibit strategic acumen by crafting customized sales plans, ensuring they can effectively engage prospects, convert them into loyal customers, and contribute to organizational success.
Core Topics
- Foundations of Selling
- Strategic Sales Systems
- Buyer Understanding and Effective Communication
- Prospecting and Lead Qualification
- Tailored Sales Presentations
- Value-Centric Consultative Selling
- Overcoming Objections and Closing Techniques
- Customer Relationship Development
- Strategic Sales Planning
- Leadership Development and Team Collaboration
Learning Outcomes and Career Relevance
- Analyze and Apply Strategic Sales Systems: Students will develop a strategic understanding of sales systems, dissecting key elements such as lead generation, prospecting, and closing to construct a comprehensive and efficient sales process.
- Demonstrate Effective Communication and Buyer Engagement: By understanding buyer psychology and behavior, students will master communication techniques that foster meaningful business relationships, tailored to resonate with different personality types and buying styles.
- Develop and Deliver Value-Centric Sales Presentations: Using storytelling and consultative selling techniques, students will design and deliver compelling, personalized sales presentations that align with the specific needs and motivations of their prospects.
- Implement Relationship-Building Strategies for Customer Loyalty: Students will employ strategies to cultivate and sustain long-term customer relationships, contributing to repeat business, loyalty, and an overall positive customer experience.
- Exhibit Leadership and Collaborative Skills in Sales Planning and Execution: By practicing strategic sales planning and collaborating within team environments, students will enhance their leadership capabilities, aligning personal and team efforts with broader organizational sales goals.