Enterprise Selling

Course
en
English
24 h
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Source
  • From www.edx.org
Conditions
  • Self-paced
  • Free Access
  • Fee-based Certificate
More info
  • 6 Sequences
  • Introductive Level

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Course details

Syllabus

Upon successful completion of this course, the student should be able to:

  • Understanding of the role of marketing and how business unit decisions impact the marketing function
  • Compare and contrast enterprise buyer behavior versus consumer buyer behavior
  • Understand how enterprise buyer behavior and marketing plan decisions dictate the selling effort
  • Understand the sales funnel concept and how opportunity management drives revenue
  • Explain the processes of demand generation and customer acquisition
  • Conduct prospecting exercises using industry-proven methodologies and cadences
  • Understand the enterprise sales conversation framework
  • Explain the keys to success in the first few minutes of a sales conversation
  • Understand the various questioning & discovery methodologies
  • Explain the keys to successfully presenting value proposition
  • Explain the processes and methods for handling objections and gaining commitment
  • Analyze and conduct enterprise sales conversations

Prerequisite

None.

Instructors

Jim Hamilton
Distinguished Faculty Fellow of Sales Management
Queen’s University

Editor

Founded in 1841, Queen’s University is one of Canada’s oldest degree-granting institutions and consistently ranked among the best in the country and internationally. Through contributions to science, the arts, business, and government, Queen’s graduates have made indelible marks on the national and international landscape.

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