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Roles and Responsibilities of a Sales Representative

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Roles and Responsibilities of a Sales Representative

Ce cours fait partie de Certificat Professionnel Zoho Sales Representative

Instructeur : Zoho CRM

Inclus avec En savoir plus

Demander à Coursera

4 modules

Obtenez un aperçu d'un sujet et apprenez les principes fondamentaux.

niveau Débutant

Expérience recommandée

2 semaines à compléter

à 10 heures par semaine

Planning flexible

Apprenez à votre propre rythme

4 modules

Obtenez un aperçu d'un sujet et apprenez les principes fondamentaux.

niveau Débutant

Expérience recommandée

2 semaines à compléter

à 10 heures par semaine

Planning flexible

Apprenez à votre propre rythme

Ce que vous apprendrez

Structure of a sales department in an organization.
List the roles and responsibilities of a sales rep.
Qualifying new business and retaining existing business.
Visualize a day in the life of a sales rep.

Compétences que vous acquerrez

Catégorie : Sales Process
Catégorie : General Sales Practices
Catégorie : Sales Development
Catégorie : Prioritization
Catégorie : New Business Development
Catégorie : Customer Retention
Catégorie : Upselling
Catégorie : Prospecting and Qualification
Catégorie : Customer Engagement
Catégorie : Sales Management
Catégorie : Sales
Catégorie : Customer Relationship Management
Catégorie : Account Management
Catégorie : Cross Selling

Outils que vous découvrirez

Catégorie : Customer Relationship Management (CRM) Software

Détails à connaître

Certificat partageable

Ajouter à votre profil LinkedIn

Évaluations

18 devoirs

Enseigné en Anglais

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Ce cours fait partie de la Certificat Professionnel Zoho Sales Representative

Lorsque vous vous inscrivez à ce cours, vous êtes également inscrit(e) à ce Certificat Professionnel.

Apprenez de nouveaux concepts auprès d'experts du secteur
Acquérez une compréhension de base d'un sujet ou d'un outil
Développez des compétences professionnelles avec des projets pratiques
Obtenez un certificat professionnel partageable auprès de Zoho Corporation

Il y a 4 modules dans ce cours

The "Roles and Responsibilities of a Sales Representative" course is designed to help an entry-level sales professional gain a firm understanding of the primary expectations from their role and the skillsets required to meet those expectations effectively. Practical tips, expert interviews and hands-on assessments and suitable assignments make this course interesting, engaging and useful for a beginner in the world of sales. By the end of this course, the learner will be able to:

This module will introduce the learner to the Sales Rep Professional Certificate Program, take them through the program objectives and course categories. By the end of this module, the learner will gain an understanding of the common structure of a sales department in an organization. This knowledge will help them get a good perspective on what their own responsibilities might be and how to collaborate with various other stakeholders to fulfill the organization's objectives in the big picture.

Inclus

13 vidéos7 lectures3 devoirs

13 vidéosTotal 69 minutes

About the Zoho Sales Representative Professional Certificate Program 3 minutes
Zoho CRM for businesses — An overview3 minutes
About the Roles and Responsibilities of a Sales Representative Course2 minutes
Sales department structures — An overview10 minutes
Sales development representatives / Lead Development Rep/BDR7 minutes
Sales Representatives — [Inside sales rep / Account executive | Outside sales rep/ Account executive/ travelling sales rep]6 minutes
Product specialists / technical sales/ sales consultants4 minutes
Sales coaches5 minutes
Sales manager5 minutes
Working Together to Make a Sale — Overview6 minutes
Account Ownership (Co-ownership & team selling)6 minutes
Permissions and data sharing6 minutes
Understanding approval systems6 minutes

7 lecturesTotal 55 minutes

Components of the program5 minutes
Meet the Team10 minutes
Learning Objectives of this Professional Certificate Program5 minutes
Instructions to sign up for a Zoho CRM account5 minutes
Sales director/VP 10 minutes
Sales Department in a SaaS Company: Example 10 minutes
Collaborative Scenarios in Sales10 minutes

3 devoirsTotal 90 minutes

Structure of a sales department30 minutes
Sales collaboration30 minutes
Common structure of a sales department30 minutes

In this module, the learner will undertand the primary role of a sales rep in qualifying new businesses and the steps they navigate in doing so.

Inclus

20 vidéos4 lectures6 devoirs

20 vidéosTotal 98 minutes

Prospecting — Overview5 minutes
Validating contact information4 minutes
Identifying decision makers4 minutes
Setting appointments5 minutes
Needs analysis5 minutes
Qualification— Overview3 minutes
Solution mapping4 minutes
Market research5 minutes
Value proposition4 minutes
Objection handling5 minutes
Proposals — Overview5 minutes
Negotiation6 minutes
Discount approvals and quote review4 minutes
Quote conversions6 minutes
How closing a sale can lead to win or loss5 minutes
Winning a deal — Next steps5 minutes
Losing a deal — Analyzing reason for loss5 minutes
Invoicing and further actions6 minutes
Customer Retention5 minutes
Sales pipeline management6 minutes

4 lecturesTotal 60 minutes

Making a Sales Pitch10 minutes
Qualification and conversion10 minutes
Navigating a sales process in the CRM10 minutes
Scenarios: How to implement Zoho CRM for different sales process flows30 minutes

6 devoirsTotal 180 minutes

Prospecting30 minutes
Qualification30 minutes
Working with quotes30 minutes
Closing a sale30 minutes
CRM for new business qualification30 minutes
Customer Acquisition: Qualifying new business30 minutes

In this module, the learner will be able to understand the importance of retaining existing business via key account management and the generic process involved in doing so.

Inclus

13 vidéos4 lectures5 devoirs

13 vidéosTotal 97 minutes

Building relationships beyond a sale5 minutes
Nurture and retain customers4 minutes
Opportunities to problem-solve and sell. 4 minutes
Define and target decision makers in the account organization6 minutes
Defining buyer persona/ICP4 minutes
Tailor made engagement5 minutes
Measure and improve5 minutes
[Optional] Video Podcast: Expert segment on Qualification of new business, Key account management38 minutes
Create tailor made upselling / cross selling engagement strategy6 minutes
Continuously monitor response and improve efforts6 minutes
Customer segmentation5 minutes
Personlized engagement5 minutes
Measuring performance5 minutes

4 lecturesTotal 40 minutes

Segmenting target accounts10 minutes
Identifying Needs for Decision Makers 10 minutes
Work with key deliverables (case studies, comparison documents etc)10 minutes
AI in recommendations and predictions10 minutes

5 devoirsTotal 150 minutes

Account Management30 minutes
Account based selling30 minutes
Upselling and Cross-selling30 minutes
Tools for Key account management30 minutes
Graded assessment : Account management30 minutes

This module will give an entry level sales professional some great practical tips and best practices on how to navigate their roles and responsibilities in the real sales world.

Inclus

9 vidéos12 lectures4 devoirs

9 vidéosTotal 82 minutes

Overview — Day in the life of a sales rep5 minutes
Balancing act: Staying grounded during wins and motivated during losses4 minutes
CRM tasks for a sales rep— Getting started 4 minutes
Adding a lead in Zoho CRM - Demo2 minutes
Converting a lead to a contact in Zoho CRM - Demo3 minutes
Adding an Activity in Zoho CRM - Demo6 minutes
Creating a Deal in Zoho CRM - Demo4 minutes
[Optional] Video Podcast: Expert Segment on Sales Collaboration, A day in the life of a sales rep, Dos and don'ts in Sales53 minutes
Congratulations on completing the course!2 minutes

12 lecturesTotal 120 minutes

Planning the Day for Sales Reps10 minutes
Prioritization of Tasks for Sales Reps10 minutes
Speaking to customers10 minutes
Collection of interviews with new sales reps10 minutes
Reading for Sales Reps10 minutes
Working out and staying physically fit 10 minutes
Effective Communication for Sales Reps10 minutes
Adaptability in Sales10 minutes
The Power of Collaboration in Sales10 minutes
Closing a Deal in Zoho CRM— Instructions10 minutes
Working with the Record Detail Page in Zoho CRM — Instructions10 minutes
CRM on the Go — Using the Zoho CRM Mobile App (Instuctions)10 minutes

4 devoirsTotal 120 minutes

A day in the life of a sales rep30 minutes
Cultivating healthy sales habits30 minutes
Day-to-day action items in CRM for sales reps30 minutes
A Day in the life of a sales rep30 minutes

Obtenez un certificat professionnel

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Instructeur

Zoho CRM

Zoho Corporation

5 Cours4 259 apprenants

Offert par

Zoho Corporation

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Foire Aux Questions

The Zoho Sales Representative Professional Certificate Program is designed to equip aspiring and current sales professionals with the essential skills and knowledge to excel in a challenging marketplace.

A sales representative is the primary point of contact for a customer in an organization and they are primarily responsible for qualifying new business, retaining existing business and managing key accounts.

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.