From the course: Prepare Yourself for a Career in Sales

Sales roles and methodologies

From the course: Prepare Yourself for a Career in Sales

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Sales roles and methodologies

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- Before we dive into this course, I think it's important for us to ensure we're on the same page with three key items about sales. The first is about sales titles and job descriptions. Some of you may have been hired as field sales representatives and others as account managers. There are dozens of titles you could be given, and an equal amount of job descriptions with a specific sales focus that you'll be tasked with handling. From sales discovery specialists to sales engineer and from sales development representative to telephone sales consultant, the title you may have can cross a wide spectrum of names. Don't worry about that now. For this course, remember, your job is under the overall umbrella of sales, and that's the backbone of every job description. Next, I'm sure you've also heard about sales processes, methodologies, and industry-specific competencies. What does all that mean? What are they? Do I need to learn those before I start my job? It's making me scared that maybe I'm not ready. Relax. Every company has their own philosophy or process about the stages or steps to develop to make a sale. They'll also have a strategy or methodology for how they want you to present and work with your customers. You will hear names like Sandler Selling System, SPIN, Challenger, and Miller Heiman to just name a few. There are also sales specialties and techniques used for specific industries, like financial, healthcare, government, and technology, for example. There are courses here in the library on many of those topics that you can review after this course. The third key item is that we agree that the objective of a sales call is to begin the process of providing a solution with a product or service that meets the needs of our customers or clients. We do this by engaging, asking good questions, learning more about them, listening carefully, and establishing a solid relationship built on trust. Don't overcomplicate what sales is all about. For now, you need to focus on just the foundational skills that I'll be covering in this course.

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