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Professional Sales Certificate

Certificate Number 9010412

The Professional Sales Certificate provides students with the consultative selling skills needed to be a successful, professional sales person. Learners who complete this certificate will be able to sell products in both the consumer and business markets as well as gain insight into the responsibilities of sales managers.

Certificate Completers will be able to

. Evaluate customer needs.
. Determine appropriate product/service solutions.
. Create effective sales presentations.
. Uncover and handle objections.
. Provide customer service to build long-lasting relationships.

Note

It is recommeded that courses be taken in the order listed.

Curriculum

Catalog No. Description Credits

10-104-154 Professional Sales: Consultative Selling Overview
1
10-104-156 Professional Sales: Strategy/Prep
1
10-104-158 Professional Sales: Approach Strategies
1
10-104-161 Professional Sales: Customer Needs Assessment
1
10-104-163 Professional Sales: Prod Solutions
2
10-104-168 Professional Sales: Negotiating Cust Resistance
1
10-104-167 Professional Sales: Closing Techniques
1
10-104-169 Professional Sales: Building Long-Term Partnerships
1
10-104-189 Sales Mgmt
3

Certificate Total
12

Course Descriptions

10-104-154 Consultative Selling Overview... an overview of the consultative selling process with focus on delivering value to customers through problem-solving and long-term relationships.

10-104-168 Negotiate Customer Resistance...create a win-win with strategies to uncover customer resistance and apply techniques to overcome objections.

10-104-167 Prof Sales: Closing Techniques...identify, select and apply techniques to effectively close sales.

10-104-161 Prof Sales: Cust Needs Assess...assess customer needs with effective listening techniques and asking the right questions.

10-104-169 Prof Sales: Long Term Partner...utilize post-sale service efforts and communication skills to build long-lasting customer relationships.

10-104-163 Prof Sales: Prod Solutions...develop solutions that meet customer needs and deliver in a smooth and engaging presentation.

10-104-156 Prof Sales: Strategy/Prep...prepare to sell with deep knowledge of the product, industry and competition.

10-104-158 Prof Sales:Approach Strategies...students will learn how to create a good first impression and choose the approach strategy that best fits the selling situation.

10-104-189 Sales Management...sales-force organization, staffing, and operations; recruiting and processing applicants; training programs; motivating; compensation; forecasting and budgeting; territories and routing; quotas; evaluating performance; and decision-making through case study analysis. (Prerequisite: 10-801-136, English Composition 1)

For more information, please contact: The Business & Information Technology Department,(920) 498-5435 or (800) 422-NWTC, extension 5435,or contact Enrollment Services at 888-385-NWTC.