Selling Fundamentals Course

Course Description and Audience

The Selling Fundamentals course prepares students with a detailed, yet broad, step-by-step selling process that is universal in nature. Selling Fundamentals demonstrates to students the order of steps within the selling process; provides numerous examples of what should be in each step; and shows how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, Selling Fundamentals teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.

Topics covered include:

  • An Illustrated Overview of Selling
  • Life, Times, and Career of the Professional Salesperson
  • Relationship Marketing: Where Personal Selling Fits
  • Ethics First… Then Customer Relationships
  • The Psychology of Selling: Why People Buy
  • Communication for Relationship Building: It’s Not All Talk
  • Sales Knowledge: Customers, Products, Technologies
  • Prospecting ‘€” The Lifeblood of Selling
  • Planning the Sales Call Is a Must!
  • Carefully Select Which Sales Presentation Method to Use
  • Begin Your Presentation Strategically
  • Elements of a Great Sales Presentation
  • Welcome Your Prospect’s Objections
  • Closing Begins the Relationship
  • Service and Follow-Up for Customer Retention
  • Time, Territory, and Self-Management: Keys to Success
  • Planning, Staffing, and Training Successful Salespeople
  • Motivation, Compensation, Leadership, and Evaluation of Salespeople

Intended Audience: Anyone interested in improving their selling skills.

Diploma and Certificate Applications

Diplomas and Certificates Applicable to the Selling Fundamentals course:

Related Topics


Barbara-Jean DeLoria
Barbara-Jean DeLoria

Barbara-Jean is the Senior Vice President, Director of Mortgage for Florence Bank. She has extensive experience in all aspects of banking including retail banking, commercial lending, and credit adm... read more.

Course TitleCreditsStart DateStart TimeDelivery TypeDelivery OptionInstructor / LocationPrice
Selling Fundamentals3 Any AnySelf-StudySelf-Study Barbara-Jean DeLoria$695.00 Register Now
Selling Fundamentals3 01/10/2022 AnyOnlineOnline Faculty$725.00 Register Now
Selling Fundamentals3 03/14/2022 AnyOnlineOnline Faculty$725.00 Register Now
Selling Fundamentals3 05/09/2022 AnyOnlineOnline Faculty$725.00 Register Now
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