Online Courses in Sales
The following course descriptions highlight the typical curricula of some online sales courses.
- Personal Selling Course: This introductory course focuses on the development of long-term relationships between buyers and sellers. It reviews basic selling theories and methods, and it outlines the differences between industrial and consumer selling. Classes include role play in persuasive communication and the development of good time management skills.
- Sales Management Course: Potential sales managers learn the skills needed to maximize revenue through the effective use of a sales organization. Emphasis is placed on efficiency and sales force motivation within business-to-business selling scenarios. Classes include employee evaluation methods, sales organization models and compensation.
- Basic Selling Techniques Course: This course highlights the retail, direct selling and wholesale aspects of the sales environment. Students learn to apply and master the basic techniques behind successful selling by planning and executing sales presentations.
- Advanced Selling Techniques Course: Students continue to master sales demonstration techniques, learn organization and territory management skills and practice time management. Classes stress sales prospecting, client analysis and effective sales persuasion.
- Sales Contracts and Negotiations Course: This course emphasizes the tactics and principles that drive successful sales and contract negotiations. Classes utilize group interaction and individual scenarios to practice strategic selling techniques and understand the underlying principles. A course in basic selling techniques may be required before this course.
- Sales Engineering Techniques: This advanced course outlines the essential skills required for selling to technical businesses, such as mining, construction and industrial manufacturing. Students analyze the principal methods for selling and delivering technical systems, products and services on a business-to-business level. Courses in advanced electronic presentations may be required as prerequisites.
- Presentation Strategies Course: This course provides an examination of the practices and principles necessary for effective sales presentations. Classes cover the five basic sales presentation types, including seminars, memorized presentations, teleconferences and team presentations. A course in advanced electronic presentations may be a prerequisite.
- Sales and Service Ethics Course: This course provides a review of the role business ethics plays in sales and service careers. Classes discuss the ethical and moral issues that may arise within the sales experience. The use of group interaction, role play and individual experiences will help students examine the application of professional and ethical principles to the selling process.
- Marketing in a Global Environment Course: Today's business world operates on a global scale, and consumers are no longer limited by location. In order to be successful with international clients, sales professionals must be able to understand the workings of the global market. This course provides an introduction to global distribution, marketing and sales techniques.
- Customer Service Course: This course can help students build the communication and problem-solving skills that are necessary for success in a sales career. They examine the qualities of successful customer service professionals and learn how to measure customer service outcomes.
- Business Marketing Writing Course: This course is intended for sales professionals who rely on written communications for some aspect of their work. Students learn how to write in a way that persuades customers to buy a product and improves the company's overall image.
Online sales courses can be taken completely online and are typically found in bachelor's and master's degree programs. Undergraduate degrees include a B.S. in Sales and Sales Management, and the most common master's degree is a Master of Business Administration (MBA). These programs may offer students the option to specialize in technical sales, service-oriented sales or sales management. Students may also apply newly acquired skills to their current jobs, opening up opportunities for career advancement. Be advised that in addition to an up-to-date computer and Internet access, students will need word processing and spreadsheet software for business-related courses.
There are a variety of online courses and programs that can provide beneficial training for individuals who are interested in sales careers. Courses are offered at the undergraduate and graduate levels and cover topics such as customer service basics, writing for sales professionals and sales strategies.