Learning Outcomes

Introduction to Commercial Management

Financial Management

Marketing and Sales

Operations Management

Supply Chain Management

Strategic Management

Leadership and Management

Lesson Summary

This module will focus on financial mastery and marketing dynamics for a commercial manager. It will begin with the fundamentals of commercial management and highlight the roles of technology, sustainability, or innovation. You will learn about managing a business and its resources effectively.

Course assessment

A free online course that teaches you strategies and techniques to manage the commercial aspects of a business.

Basics of Commercial Management

A strong foundation in commercial management can help any professional to manage almost all aspects of a business. This course will provide you with finance, marketing, and sales basics. You will also learn about managerial functions like operations or supply chains to steer any commercial venture's day-to-day workings. You will be able to appreciate the critical aspects of leadership and management in a commercial venture.

The Power of Selling

The Power of Your Personal Brand

Selling: Economy and Company

This module explains selling and sales influence our daily lives as well as how Internet-based tools such as forums, social networks like Facebook, MySpace, and Twitter, along with Web sites, live chat, and other interactive features allow customers to participate in the sales process.

Sales Characteristics

Sales Channels and Environments

Resume and Cover Letter

In this module, the main focus is on the varying industries or sales positions that are available and what traits and characteristics can help you to be successful in a sales position, such as through business to business of business to consumer selling. You will also learn about other forms of selling like direct selling, global selling and personal selling and how the combination of your beliefs, tendencies and the actions that you take are the defining traits of a sales person.

Building Relationships

Adaptive Selling

Networking - The Job Market

This module covers the power of building relationships and how to be a success in selling. It is important you make selling personal. Every sale starts with a relationship and if the relationship is strong, there is a high likelihood of a sale and a loyal repeat customer. This module also focuses on adaptive selling, which takes place in many situations in business and in life. It is the selling skill that allows you to adapt your communications to a person or a situation.

Principles and Ethics in Selling

Ethical Behavior in Sales

Policies, Practices and Cultures

This module explains how Ethics come to play in the decisions you make every day. There are two aspects to ethics: The first involves the ability to discern right from wrong, good from evil and propriety from impropriety. The second involves the commitment to do what is right and proper. You will also learn how companies provide guidance to employees about what behaviour is expected of them in them in their employee handbook and where the policies of the company are included in the handbook

Effective Communication

Behavior and Etiquette

Informational Interviews

In this module, the main focus is on the elements of effective communication and how miscommunication can result in confusion and may have a negative impact on business relationships. You will also learn about the appropriate etiquette for appropriate business communication. How to make a positive impression and how etiquette can make a difference in how your customer perceives you and your personal brand.

Consumer Behavior

The Buying Process

Your Personal FAB

This module covers the science of consumer behavior, how retailers study consumer behavior patterns and lay out their stores and merchandise accordingly and explain when you understand the motivation of your customers, how you can customize your solution and your messages to meet their needs. The module also focuses on the buying process and the steps that the B2B customer goes through when making a purchasing decision on behalf of the company.

Diploma in Sales Management - First Assessment

You must score 80% or more to pass this assessment

Understanding Prospects

Prospecting Resources

Successful Selling

This module explains the seven-step selling process and refers to the sequence of steps salespeople take each time they make a sale and how research and presentation pay of during the presentation process when you present your sales solution to a prospect. You will also learn about the concept of the sales funnel and how it illustrates the value of generating a large pool of leads because many of your prospects would not qualify or will drop out during the selling process.

Researching Your Prospect

Solving, Not Selling

SMART Preparation

The main focus of this module is the Preapproach, which is a critical step that helps you earn your customer's trust and a sell adaptively as well as the use of a planning worksheet to record your objectives and information. You will also learn how to identify customers problems and goals, and how to brainstorm solutions and opportunities that will meet their needs. The module explains how to set SMART goals, which are ; Specific, Measurable, Actionable, Realistic and TIme-bound.

First Impressions

Initiate the Relationship

Choosing The Best Approach

This module covers the six Cs of the sales approach - confidence, credibility, contract, communication, customization and collaboration. These approaches will help you make a good impression when you contact your prospect for the first time. The module also focuses on the different ways to start a sales approach. You will also gain an understanding of how to overcome your reluctance including focusing on language that conveys certainty.

Preparation - Key to Success

Making Your Presentation Work

SPIN Selling

This module explains the process for preparing your sales preparation. You will also learn about your appearance by giving careful attention to details, such as accessories and grooming as well as conveying an image that's in line with your customer's products and values. The module also focuses on presentation methods, such as individual and group presentations and how to adapt your approach accordingly as well as using samples or demonstrations to get your prospect involved.

Objections are Opportunities

Types of Objections

Objections in a Job Interview

The main focus is on the best way objections in every part of the selling process from qualifying through the preapproach, approach, and presentation and how objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect. You will also learn about the six major types of objections which include : product, source, price, money, need, and thinking about it .

Entrepreneurship

Selling Yourself and Your Idea

Managing Yourself

This module covers entrepreneurship, which is having the vision to create products and services that can meet and exceed customers' needs and the common ingredients that are part of being an entrepreneur. The module also focuses on business plan elements such as statement of plan and marketing, operational and financial plans and how to present your business idea to potential resources and investors.

Diploma in Sales Management - Second Assessment

Diploma in Sales Management - Assessment

This free online sales course will teach you effective sales management skills and techniques for a successful career.

Diploma in Sales Management

This free online sales management course will teach you about the principles, practices, and tools involved in the selling process. In this course, you will learn the importance of effective communication, business ethics, sales techniques, presentation skills, and how to understand and connect with your customers. In a business environment sales are all important, this course teaches you how to effectively sell your product or service.

Anyone Can Sell

The Human interface

The Power of Body Language

In this module you will learn about the fundamental questions customers will ask you. You will learn about the human interface and what to be aware of when interacting with people. You will learn about body language and about the five general signs of people lying.

Improving Your Communication

Giving Winning Presentations

Understanding Tolerance To Change

In this module you will learn about approaching a potential customer. You will learn about active listening and how to give winning presentations. You will learn about different selling approaches you can take when someone is resistant to change.

Sales Techniques - Interacting with Customers assessment

Improve your sales skills to help you succeed with new customers.

Sales Techniques - Interacting with Customers

This free online Sales Techniques course from Alison will show you the professional way of interacting with customers. Selling is the process of exchanging monetary value for goods and/or services. With this course, you will learn about fundamental customer questions, the importance of body language, and the human interface. You will also study communication and presentation skills for selling. Learn to sell more by selling better, today!

Introduction to Sales Management

Sales Management, Personal Selling and Salesmanship

Functions of Sales Executives and Roles Played by Sales Managers

Duties and Responsibilities of Sales Managers and the Effective Sales Executive

Skills and Qualities Required in Sales Managers

In this module, you will learn about the meaning of sales management and the evolution of sales management as a function. You will also learn about the importance of sales management for marketing functions and for the organization as a whole.

Sales Related Marketing Policies

Policies on Pricing

Strategic Planning, Sales Objectives, Strategies and Tactics

The Sales Organization

Types of Sales Organizations

In this module, you will learn about sales related marketing policies, and their relevance in an organization. You will also learn about how decisions are always taken keeping the price in mind.

Sales Department Relations - Internal

Sales Department Relations - External

Sales Planning and Forecasting

Methods of Sales Forecasting

Sales Budgeting

In this module, you will learn about inter-departmental relationships, coordination, importance, and relevance. You will also learn about how to come up with very accurate numbers or numerical digits with respect to sales forecasting.

Buyer - Seller Dyads

Diversity of Personal Selling Situations

The Different Theories of Selling

behavioural Theory and SPIN Selling

The Selling Process

Phases in the Selling Process

In this module, you will learn about the meaning of a buyer-seller dyad, how dyadic relationships take place between salespersons and buyers. You will also learn about the theories of selling and the methods used in selling.

Sales and Distribution Management - First Assessment

You more sore 80% or more to pass this assessment.

Sales Force Management: Job Analysis

Sales Force Management: Recruitment

Sales Force Management: Selection

Sales Force Management: Training

In this module, you will learn about the meaning and definition of a sales job analysis, the importance of a sales job analysis, the purpose as to why these activities are undertaken. You will also learn about the objectives of any and every organization in selecting the right kind, and the right number of people that it requires for its organizational performance.

Sales Force Management: Motivation

Sales Force Management: Compensation

Sales Force Management: Managing Expenses of Sales Personnel

Sales Force Management: Evaluation I

Sales Force Management: Evaluation II

In this module, you will learn about the meaning of motivation, and their application to sales force management. You will also learn about how evaluation as a system is used organizing periodic assessment of an employee's on the job  performance.

Sales Quotas

Sales Territory

Management of Sales Territories and Personnels

In this module, you will learn about the meaning and methods put in place to ensure proper administering of a quota system. You will also learn about  sales territory and the rationale behind formation of sales territories.

Sales Distribution Channels

Sales Channel Management

Sales Channel Systems

Sales Marketing Channels & Conflict Management

International Sales Channels

In this module, you will learn about distribution channels, the functions and classifications of distribution channels. You will also learn about the importance of sales and distribution management as well as its relevance in international markets

Sales and Distribution Management - Second Assessment

You more score 80% or more in this assessment.

Diploma in Sales and Distribution Management - Final Assessment

Learn about the factors influencing sales force and the management of distribution channels in this free online course.

Diploma in Sales and Distribution Management

This free online course on sales and distribution management will be particularly useful for companies, managers and business executives who deal with customer sales, sales channels as well as sales personnel management. By the end of this course, you will become more familiar with the factors influencing the optimal design and management of distribution channels, as well channel designs for improving efficiency in sales force management.

Introduction to Buyer Psychology

The Power of Perception

Motivation and Decision-Making

Explore buyer psychology in this module. Learn to understand consumer motivations, emotional triggers, and decision-making. This module combines theory and practice, providing essential skills to influence and meet buyer needs in diverse markets.

Credibility Boosters

Ethics in Sales

The Trust Equation

This module is aimed at honing your skills in building genuine connections and trust. It offers a blend of practical activities, real-world case studies, and introspective tasks. Key focuses include mastering communication, deciphering body language, and understanding the fundamentals of consistency and honesty.

Introduction to Closing a Sale

Guidelines for Closing a Sale

Various Closing Techniques to Work With in Sales

This dynamic and transformative module is designed for sales professionals eager to elevate their closing techniques to new heights. It delves deep into the art and science of closing a sale, unveiling the secrets that distinguish the exceptional from the average in the world of sales. Embark on a journey that transcends traditional sales training.

Mastering Influence in Sales – Course Assessment

Mastering the art of Influence: Elevate your sales skills with our free online course and transform your world of sales.

Mastering Influence in Sales

Embark on a transformative journey to refine your sales techniques, honing negotiation and advanced closing strategies. Dive into the art and science of selling, gaining invaluable insights into buyer psychology. Understand their needs and decision processes, creating effective pitches. The course equips you with essential skills to navigate sales complexities, setting you apart in competitive markets and propelling your career towards success.

Introduction to Office Solution Sales

Prospects and First Meeting

Ensuring You Close the Sale

After Sales Service

Discover the basics of any workplace and its purposes in this subject. You will learn how to put your newly acquired information to use when approaching potential clients and developing solutions for existing ones after you have a firm grasp of the principles. To guarantee a long-lasting business connection, you will learn how to close a deal.

Office Solution Sales for Beginners - Course Assessment

Learn how to engage with potential clients, develop and present a solution and be the best salesperson in the industry.

Office Solution Sales for Beginners

This course teaches students the fundamentals of Office Solution Sales. It will teach learners how to use prospecting techniques to guarantee that they always reach the right client. After completing this course, the student will be able to arrange and conclude a transaction from beginning to end. They will also learn how to establish and maintain commercial relationships, as well as how to respond to client inquiries and difficulties.

Sales Management - Business Ethics and Sales - Assessment

Learn more about the theory and practice of business ethics relating to sales, with this free online course.

Sales Management - Business Ethics and Sales

This free online course in sales management will teach you about business ethics and sales. Management needs to ensure that all employees have a good understanding of the proper behaviour and etiquette that is expected from them in a sales environment. This business ethics course will teach you how to make a positive impression on your customers, and will guide you through some effective communication techniques essential to the sales industry.

Introduction to Sales Management - Course Assessment

Learn more about the skills-based elements of selling and approaches used by the successful sales team of salespeople.

By taking this free introduction to sales management course, you can learn the important skills sales managers need to be effective in sales. The course uses traditional selling tenets as its foundation, covers the role of sales performance in everyday life, adapts these concepts to the rapidly changing world of business, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers.

Compelling Need to Buy

The Map is Not the Territory

Navigating Customer Politics

The typical customer buying cycle

In this module you will be introduced to the customers compelling need to buy and about the customer buying cycle . You will learn about focusing on your customers perspective of value. You will learn about customer politics and people with influence in the customer’s company. You will learn about the sales cycle and matching it to the different stages in the buying cycle.

Competitive Sale Strategies

Negotiating Mutual Interest

Qualifying Opportunities

Writing THE Proposal

In this module you will be introduced to competitive sale strategies and why you need to understand your competitors just as much as your own business. You will learn about negotiating mutual interest for you and the customer. You will learn about qualifying opportunities and what qualifies your solution as the right one for the customer. You will learn about the best practices for writing a winning proposal.

Sales Techniques - Using Competitive Sales Strategies Assessment

Learn about competitive sales strategies to help you succeed with new customers.

Sales Techniques - Using Competitive Sales Strategies

This free online course in sales techniques will teach you how to use competitive sales strategies, how to negotiate in mutual interest and how to write superior sales proposals. Selling is an essential to the success of any business. This free online course will teach you about what compels customers to make a purchase, customer politics and buying cycles. Take this course today to improve your abilities as a salesman

Introduction to CRM

The Four Stages of CRM

In this module you will be introduced to Customer Relationship Management (CRM) fundamentals and why the customer should be at the centre of your business. You will learn about the four stages of CRM and what is involved in each of the stages.

Campaign Management for Start Up Businesses

Managing Customers Anywhere

In this module you will learn about campaign management and how it can help your company. You will learn about leveraging technology to add value to your customers' experience. You will learn how technology can enable your corporate strategy and manage your customers' expectations of your response time.

Managing Customers Using Technology - Course Assessment

Learn about customer relationship management to grow your business.

Managing Customers Using Technology

This free online course will teach you about customer management technologies for businesses. Maintaining healthy and friendly relationships with your customers, potential customers, and suppliers is essential in growing and preserving any business. This course will teach you the fundamental principles behind customer relationship management (CRM), the four stages of CRM, and how to implement technology into your corporate strategy for CRM.

Prospecting and Making a Great First Impression

Value Proposition, Discovery and Showtime

The Explosive No! Closing a Sale and Conclusion

They say great salespeople are made from one part magic and one part learned skills. The learned skills are easy to understand however, the magic is harder to define. In this course we will look at two characteristics that will help you become a wizard at sales.

Sales Training: Learn How to Sell in 7 Effective Steps - End of Course Assessment

Master how to take a prospective customer by the hand and guide them through to closing the sale.

Sales Training: Learn How to Sell in 7 Effective Steps

This free course teaches an easy 7-step selling process that will allow you to turn a prospective client into a closed deal. You will learn how to approach a prospect in a more effective way and apply what you learn so that your percentage of successful sales pitches increases. A free 60-page coursebook that breaks down all the techniques is included.

Sales Force Management - Assessment

Learn about sales the management of salesforce teams in a sales organization in this free online course.

Sales Force Management

This free online course on sales force will be a useful resource for sales executives who wish to improve their knowledge on how sales marketing plans create great sales performance. The course describes in detail how to create viable sales force teams that influence customer relations and growth in the organization.  By the end of this course, you will be better informed about the several factors that affect the sales force in an organization.