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Professional Selling: Step 1 - Think Like a High-Performer

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Professional Selling: Step 1 - Think Like a High-Performer

This course is part of Professional Selling: 3 Steps to High-Performance Specialization

Instructors: Scott Inks

8,129 already enrolled

Included with

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5 modules

Gain insight into a topic and learn the fundamentals.

64 reviews

Beginner level

Recommended experience

8 hours to complete

Flexible schedule

Learn at your own pace

5 modules

Gain insight into a topic and learn the fundamentals.

64 reviews

Beginner level

Recommended experience

8 hours to complete

Flexible schedule

Learn at your own pace

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

10 assignments¹

AI Graded see disclaimer

Taught in English

91% of learners achieved a positive career outcome

See how employees at top companies are mastering in-demand skills

Learn more about Coursera for Business

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Build your subject-matter expertise

This course is part of the Professional Selling: 3 Steps to High-Performance Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 5 modules in this course

Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales and the sales process. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course One will be provided “The Road Map” to the sales process and learn how the highest performing salespeople think about sales and sales activity. Important to successfully developing strong relationships is understanding how to build trust and how salespeople move customers through their purchasing decisions.

Module details

The Sales Road Map and the Mental Approach to Success: The Sales Road Map provides an overview of each stage of the sales process. Important to navigating the sales road map is knowing how high performing salespeople think about their approach to moving prospects through their purchasing decisions.

What's included

5 videos4 readings2 assignments1 discussion prompt

5 videosTotal 17 minutes

About This Course3 minutes
Meet Your Instructors - Philosophy of this Specialization2 minutes
Content Overview - The Road Map4 minutes
Sales Philosophy - Ideas Have Consequences4 minutes
Advice for New Sales Hires4 minutes

4 readingsTotal 35 minutes

About the Assignments10 minutes
About Peer Reviews10 minutes
Discussion Forum Guidelines10 minutes
Get help and meet other learners in this course. Join your discussion forums!5 minutes

2 assignmentsTotal 35 minutes

Module 1 Summative Quiz20 minutes
Module 1 Practice Quiz15 minutes

1 discussion promptTotal 10 minutes

Meet and Greet10 minutes

How sales works. This module provides tips for salespeople just entering sales, the science behind the sales process, and the most effective approaches to learning the process. Participants will also be introduced to how buyers think and how they make purchasing decisions.

What's included

5 videos2 assignments

Building Trusting Relationships: Relationships are built upon trust and this module will teach participants the components of trust and how to become more trustworthy.

What's included

7 videos2 assignments

Building Strong Communication Skills: Module Four will present the basis of effective communication and how to improve verbal and nonverbal communication skills essential to sales success.

What's included

5 videos2 assignments

Understanding the Buyer’s Journey: This module will introduce learners to the buyer’s decision process and the factors buyers consider when making purchasing decisions.

What's included

6 videos1 reading2 assignments1 peer review

6 videosTotal 18 minutes

The Willingness to Buy3 minutes
Mitigating the Risk4 minutes
Understanding the Buyer1 minute
Buying Decision Process - Part 14 minutes
Buying Decision Process - Part 23 minutes
Marketing Channel Differences3 minutes

1 readingTotal 10 minutes

About Peer Reviews10 minutes

2 assignmentsTotal 65 minutes

Module 5 Summative Quiz40 minutes
Module 5 Practice Quiz25 minutes

1 peer reviewTotal 60 minutes

Think Like a High-Performer Assignment60 minutes

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Instructors

Instructor ratings

(19 ratings)

Scott Inks

Kennesaw State University

3 Courses8,705 learners

Terry Loe

Kennesaw State University

3 Courses8,705 learners

Offered by

Kennesaw State University

Learner reviews

5 stars
84.37%
4 stars
12.50%
3 stars
0%
2 stars
1.56%
1 star
1.56%

Showing 3 of 64

Reviewed on Sep 8, 2025

The lecture was very practical, offered many valuable thinking points, and showed a sincere approach to sales.

Reviewed on May 10, 2025

everything is pretty good but i dont really like the system of getting reviews of peers in your assignment. im just stuck waiting for someone to review

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