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(تهانينا، لقد تم إغلاق الصفقة)، (مبروك، لقد تم توقيع العقد)....
هذه الجمل من أكثر الجمل التي يسعى موظفو المبيعات إلى سماعها، فهي تعني لهم الكثير في عالم المبيعات المليء بالمنافسة، وتعني بأنهم تفوقوا على غيرهم من المنافسين في إقناع العميل بشراء منتجهم، وأنهم كانوا الأقدر على التعامل مع العميل ومعرفة احتياجاته وكسب ثقته، وهذا إن دلّ على شيءٍ فإنما يدل على امتلاك هؤلاء الموظفين لمهارات البيع المحترفة التي سيتم تناولها في هذه الدورة التدريبية.
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(تهانينا، لقد تم إغلاق الصفقة)، (مبروك، لقد تم توقيع العقد)....
هذه الجمل من أكثر الجمل التي يسعى موظفو المبيعات إلى سماعها، فهي تعني لهم الكثير في عالم المبيعات المليء بالمنافسة، وتعني بأنهم تفوقوا على غيرهم من المنافسين في إقناع العميل بشراء منتجهم، وأنهم كانوا الأقدر على التعامل مع العميل ومعرفة احتياجاته وكسب ثقته، وهذا إن دلّ على شيءٍ فإنما يدل على امتلاك هؤلاء الموظفين لمهارات البيع المحترفة التي سيتم تناولها في هذه الدورة التدريبية.
Read more
(تهانينا، لقد تم إغلاق الصفقة)، (مبروك، لقد تم توقيع العقد)....
هذه الجمل من أكثر الجمل التي يسعى موظفو المبيعات إلى سماعها، فهي تعني لهم الكثير في عالم المبيعات المليء بالمنافسة، وتعني بأنهم تفوقوا على غيرهم من المنافسين في إقناع العميل بشراء منتجهم، وأنهم كانوا الأقدر على التعامل مع العميل ومعرفة احتياجاته وكسب ثقته، وهذا إن دلّ على شيءٍ فإنما يدل على امتلاك هؤلاء الموظفين لمهارات البيع المحترفة التي سيتم تناولها في هذه الدورة التدريبية.
تهدف هذه الدورة التدريبية إلى تزويد المتدربين بأهم المهارات التي يحتاجها موظفو المبيعات لإغلاق المزيد من الصفقات وزيادة مبيعاتهم، ومن هذه المهارات: كيفية التعامل مع الشخصيات المختلفة للعملاء، وبناء الثقة معهم، وتجاوز اعتراضاتهم من خلال التفاوض الرابح، بالإضافة إلى تعريفهم بأهمية مهارات التواصل مع العملاء وطرح الأسئلة المناسبة عليهم كي يتمكنوا من تحديد احتياجاتهم.
هذه الدورة هي دورة تمهيدية؛ فهي تلقي الضوء على أساسيات الموضوع بشكل عام بهدف التعريف به وبمحاوره الأساسية التي يجب الإلمام بها، وهي تتكون من 4 محاور رئيسية يتضمنها عدد من التقييمات للتأكد من مدى فهم المتدربين للمواضيع المطروحة.
إذا كنت من المهتمين بإتقان مهارات البيع الاحترافية أو كان مجال عملك يتطلب إتقان تلك المهارات وتوظيفها في سياق عملك، فهذه الدورة ستكون مثالية لإغناء خبرتك وتطوير مهاراتك في ذلك بشكل فعال ومؤثر.
حيث ستزودك هذه الدورة باطلاع واسع ودقيق على مجموعة من المحاور المتعلقة بهذا الموضوع، مثل: فهم تطبيق القواعد الذهبية التي تساهم في إنجاح عملية البيع، شرح استخدام أساليب المتابعة وخدمة ما بعد البيع لضمان ولاء العملاء، فهم تحليل المؤشرات التي تدفع العملاء إلى إغلاق الصفقة وتحولها إلى بيع، شرح تعدد أنماط التفاوض وعناصر الإقناع لتحقيق الربح لكل من الطرفين، شرح تعدد أساليب التعامل مع اعتراضات العملاء، شرح مزايا المنتجات وتحوّلها إلى فوائد، فهم التفريق بين أنواع الأسئلة التي يمكن طرحها على العملاء لتحديد احتياجاتهم، شرح تطبيق مهارات التواصل اللازمة لتحقيق انطباع أولي جيد وبناء الثقة مع العملاء، شرح تحديد الاختلافات بين الأنماط الشخصية للعملاء وكيفية التعامل مع كل شخصية، شرح الفرق بين الحاجة والدافع لدى العملاء عند الشراء.
Register for this course and see more details by visiting:
OpenCourser.com/course/8gqaay/mhrt
What's inside
Syllabus
مقدمة عن البيع
ستزودك هذه الدورة باطلاع واسع ودقيق على مجموعة من المحاور المتعلقة بهذا الموضوع، مثل: فهم تطبيق القواعد الذهبية التي تساهم في إنجاح عملية البيع، شرح استخدام أساليب المتابعة وخدمة ما بعد البيع لضمان ولاء العملاء، فهم تحليل المؤشرات التي تدفع العملاء إلى إغلاق الصفقة وتحولها إلى بيع، شرح تعدد أنماط التفاوض وعناصر الإقناع لتحقيق الربح لكل من الطرفين، شرح تعدد أساليب التعامل مع اعتراضات العملاء، شرح مزايا المنتجات وتحوّلها إلى فوائد، فهم التفريق بين أنواع الأسئلة التي يمكن طرحها على العملاء لتحديد احتياجاتهم، شرح تطبيق مهارات التواصل اللازمة لتحقيق انطباع أولي جيد وبناء الثقة مع العملاء، شرح تحديد الاختلافات بين الأنماط الشخصية للعملاء وكيفية التعامل مع كل شخصية، شرح الفرق بين الحاجة والدافع لدى العملاء عند الشراء.
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Syllabus
مقدمة عن البيع
ستزودك هذه الدورة باطلاع واسع ودقيق على مجموعة من المحاور المتعلقة بهذا الموضوع، مثل: فهم تطبيق القواعد الذهبية التي تساهم في إنجاح عملية البيع، شرح استخدام أساليب المتابعة وخدمة ما بعد البيع لضمان ولاء العملاء، فهم تحليل المؤشرات التي تدفع العملاء إلى إغلاق الصفقة وتحولها إلى بيع، شرح تعدد أنماط التفاوض وعناصر الإقناع لتحقيق الربح لكل من الطرفين، شرح تعدد أساليب التعامل مع اعتراضات العملاء، شرح مزايا المنتجات وتحوّلها إلى فوائد، فهم التفريق بين أنواع الأسئلة التي يمكن طرحها على العملاء لتحديد احتياجاتهم، شرح تطبيق مهارات التواصل اللازمة لتحقيق انطباع أولي جيد وبناء الثقة مع العملاء، شرح تحديد الاختلافات بين الأنماط الشخصية للعملاء وكيفية التعامل مع كل شخصية، شرح الفرق بين الحاجة والدافع لدى العملاء عند الشراء.
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مهارات الاتصال والتواصل الفعال
من خلال هذه الوحدة ستتعرف على كل ما يتعلق بمهارات وأدوات الاتصال والتواصل الفعال والتي تتضمن كسر الجليد، ولغة الجسد، والإنصات الفعال، وأخيراً استخدام جمل التعاطف.
خطوات البيع الاحترافية
قد تكون هذه الوحدة هي الأهم بالنسبة لك في هذا البرنامج لأنها ستعلمك مهارات البيع الاحترافية خطوةً بخطوة ابتداءً من الاستعداد، ثم تحديد احتياجات العملاء، ثم عرض المنتج أو الخدمة، بالإضافة إلى الخطوة المفصلية في عملية البيع وهي كيفية التعامل مع اعتراضات العملاء، والتفاوض والإقناع، وبعدها الإغلاق، وانتهاءً بالمتابعة وخدمة ما بعد البيع.
قواعد ذهبية لإنجاح عملية البيع
ختام البرنامج سيكون عبارة عن مجموعة من القواعد التي يجب اتباعها لإنجاح عملية البيع، والتي تتضمن أيضاً التعرف على السمات الشخصية لموظفي المبيعات المحترفين.
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Explains how to understand customer behavior and how their needs drive the sales process
Emphasizes using active listening skills to comprehend customers' concerns
Focuses on developing negotiation and persuasion techniques critical for closing sales
Covers strategies to handle customer objections and guide them towards making a purchase
Provides insights into different sales techniques that can be adapted to various situations
Highlights the significance of building strong relationships with customers for long-term loyalty
Save this course
Save مهارات البيع الاحترافية | Professional Selling Skills to your list so you can find it easily later:
Save
Save
Activities
Be better prepared
before
your course. Deepen your understanding
during
and
after
it. Supplement your coursework and achieve mastery of the topics covered
in مهارات البيع الاحترافية | Professional Selling Skills with these
activities:
Review basic principles of sales and marketing
Show steps
A solid understanding of sales and marketing principles is essential for success in the course. This activity will refresh your knowledge and ensure you have a strong foundation.
Browse courses on
Marketing Fundamentals
Show steps
-
Review textbooks, articles, or online resources on sales and marketing principles.
Volunteer in a customer-facing role
Show steps
Practical experience in a customer-facing role can complement your theoretical knowledge from the course. Volunteering will provide you with valuable hands-on opportunities.
Browse courses on
Customer Service
Show steps
-
Identify organizations or businesses where you can volunteer in a customer-facing role.
-
Apply for volunteer positions and undergo any necessary training.
Review basic communication skills
Show steps
Effective communication is crucial in sales. This activity will refresh your communication skills, setting a strong foundation for success in the course.
Browse courses on
Communication Skills
Show steps
-
Review the principles of verbal and nonverbal communication.
-
Practice active listening techniques.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Explore case studies of successful sales techniques
Show steps
Learning from real-world examples can enhance your understanding of effective sales strategies. This activity will expose you to successful techniques, providing practical insights.
Browse courses on
Sales Techniques
Show steps
-
Identify case studies of successful sales approaches.
-
Analyze the techniques used and their impact on outcomes.
Engage in role-playing exercises with peers
Show steps
Practice makes perfect! Role-playing exercises simulate real-life sales scenarios, allowing you to refine your skills and build confidence in interacting with customers.
Show steps
-
Form small groups with peers.
-
Take turns playing the roles of salesperson and customer.
-
Provide constructive feedback to each other.
Practice objection handling scenarios
Show steps
Objections are a common hurdle in sales. This activity will provide you with opportunities to practice handling objections effectively, increasing your closing rate.
Browse courses on
Objection Handling
Show steps
-
Identify common objections raised by customers.
-
Develop and practice persuasive responses to objections.
Develop a sales pitch for a given product or service
Show steps
Creating a sales pitch is a valuable exercise that combines multiple skills learned in the course. This activity will challenge you to apply your knowledge and deliver a persuasive pitch.
Show steps
-
Research the product or service and identify its unique selling points.
-
Define your target audience and tailor your pitch accordingly.
-
Outline and practice your pitch, ensuring clarity and persuasiveness.
Mentor junior sales professionals or students
Show steps
Sharing your knowledge and experience with others can reinforce your understanding while contributing to the growth of junior professionals. Consider mentoring opportunities within your network.
Browse courses on
Mentoring
Show steps
-
Identify opportunities to mentor junior sales professionals or students.
-
Provide guidance, support, and constructive feedback to your mentees.
Review basic principles of sales and marketing
Show steps
A solid understanding of sales and marketing principles is essential for success in the course. This activity will refresh your knowledge and ensure you have a strong foundation.
Browse courses on
Marketing Fundamentals
Show steps
Show steps
Show steps
- Review textbooks, articles, or online resources on sales and marketing principles.
Volunteer in a customer-facing role
Show steps
Practical experience in a customer-facing role can complement your theoretical knowledge from the course. Volunteering will provide you with valuable hands-on opportunities.
Browse courses on
Customer Service
Show steps
Show steps
Show steps
- Identify organizations or businesses where you can volunteer in a customer-facing role.
- Apply for volunteer positions and undergo any necessary training.
Review basic communication skills
Show steps
Effective communication is crucial in sales. This activity will refresh your communication skills, setting a strong foundation for success in the course.
Browse courses on
Communication Skills
Show steps
Show steps
Show steps
- Review the principles of verbal and nonverbal communication.
- Practice active listening techniques.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Explore case studies of successful sales techniques
Show steps
Learning from real-world examples can enhance your understanding of effective sales strategies. This activity will expose you to successful techniques, providing practical insights.
Browse courses on
Sales Techniques
Show steps
Show steps
Show steps
- Identify case studies of successful sales approaches.
- Analyze the techniques used and their impact on outcomes.
Engage in role-playing exercises with peers
Show steps
Practice makes perfect! Role-playing exercises simulate real-life sales scenarios, allowing you to refine your skills and build confidence in interacting with customers.
Show steps
Show steps
Show steps
- Form small groups with peers.
- Take turns playing the roles of salesperson and customer.
- Provide constructive feedback to each other.
Practice objection handling scenarios
Show steps
Objections are a common hurdle in sales. This activity will provide you with opportunities to practice handling objections effectively, increasing your closing rate.
Browse courses on
Objection Handling
Show steps
Show steps
Show steps
- Identify common objections raised by customers.
- Develop and practice persuasive responses to objections.
Develop a sales pitch for a given product or service
Show steps
Creating a sales pitch is a valuable exercise that combines multiple skills learned in the course. This activity will challenge you to apply your knowledge and deliver a persuasive pitch.
Show steps
Show steps
Show steps
- Research the product or service and identify its unique selling points.
- Define your target audience and tailor your pitch accordingly.
- Outline and practice your pitch, ensuring clarity and persuasiveness.
Mentor junior sales professionals or students
Show steps
Sharing your knowledge and experience with others can reinforce your understanding while contributing to the growth of junior professionals. Consider mentoring opportunities within your network.
Browse courses on
Mentoring
Show steps
Show steps
Show steps
- Identify opportunities to mentor junior sales professionals or students.
- Provide guidance, support, and constructive feedback to your mentees.
Career center
Learners who complete مهارات البيع الاحترافية | Professional Selling Skills will develop knowledge and skills
that may be useful to these careers:
Sales Manager
Sales Manager
Sales managers lead and motivate sales teams to meet and exceed sales goals and objectives. A course in professional selling skills will help build a foundation of selling fundamentals and advanced techniques. Topics such as relationship building, negotiation, and closing skills are essential for success in sales management.
Account Manager
Account Manager
Account managers maintain and develop relationships with existing customers to increase sales and ensure customer satisfaction. By taking a course in professional selling skills, you can gain insights into building rapport, identifying customer needs, and managing objections. These skills are critical for success as an account manager.
Business Development Manager
Business Development Manager
Business development managers identify and pursue new sales opportunities to grow revenue and expand market share. A course in professional selling skills can provide the foundation for developing effective strategies, networking, and closing deals.
Sales Engineer
Sales Engineer
Sales engineers provide technical expertise and support to customers throughout the sales process. In this role, strong selling skills are essential for effectively communicating complex products or services and building trust with clients. A course in professional selling skills can help sales engineers refine their communication, negotiation, and problem-solving abilities.
Product Manager
Product Manager
Product managers are responsible for developing, launching, and managing products that meet customer needs. A course in professional selling skills can provide insights into market research, customer segmentation, and value proposition development. These skills are essential for success in product management, as they enable product managers to effectively communicate the benefits and value of their products to customers and stakeholders.
Marketing Manager
Marketing Manager
Marketing managers develop and execute marketing strategies to promote products or services and build brand awareness. A course in professional selling skills can provide a foundation for understanding consumer behavior, market segmentation, and campaign development. These skills can help marketing managers create effective marketing campaigns that resonate with target audiences and drive sales.
Business Analyst
Business Analyst
Business analysts identify and analyze business needs to develop solutions that improve efficiency and productivity. A course in professional selling skills can provide insights into stakeholder management, requirements gathering, and solution design. These skills can help business analysts effectively communicate their findings and recommendations to stakeholders and ensure successful implementation of business solutions.
Project Manager
Project Manager
Project managers lead and coordinate teams to complete projects within defined scope, time, and budget constraints. A course in professional selling skills can provide insights into stakeholder management, negotiation, and conflict resolution. These skills are essential for project managers to effectively manage projects and ensure their successful completion.
Operations Manager
Operations Manager
Operations managers plan, organize, and oversee the day-to-day operations of an organization. A course in professional selling skills can provide insights into process improvement, customer service, and resource management. These skills can help operations managers optimize operations, enhance efficiency, and improve customer satisfaction.
Human Resources Manager
Human Resources Manager
Human resources managers develop and implement policies and programs related to employee recruitment, compensation, and benefits. A course in professional selling skills can provide insights into building relationships, managing conflict, and negotiating. These skills can help human resources managers effectively attract, retain, and develop talent within an organization.
Training and Development Manager
Training and Development Manager
Training and development managers plan and implement training programs to improve employee skills and performance. A course in professional selling skills can provide insights into instructional design, facilitation techniques, and evaluation methods. These skills can help training and development managers effectively create and deliver training programs that meet the needs of the organization and its employees.
Customer Success Manager
Customer Success Manager
Customer success managers ensure the satisfaction and retention of existing customers. A course in professional selling skills can provide insights into relationship building, problem-solving, and upselling. These skills are essential for customer success managers to build strong relationships with customers, identify and address their needs, and drive customer loyalty.
Technical Writer
Technical Writer
Technical writers create and maintain technical documentation, such as user manuals, whitepapers, and training materials. A course in professional selling skills can provide insights into audience analysis, clear writing, and persuasive communication. These skills can help technical writers effectively communicate complex technical information to a variety of audiences.
Recruiter
Recruiter
Recruiters identify and attract qualified candidates for job openings. A course in professional selling skills can provide insights into building relationships, networking, and persuasive communication. These skills can help recruiters effectively connect with potential candidates, assess their qualifications, and close the loop on the hiring process.
Market Researcher
Market Researcher
Market researchers gather and analyze data to understand customer needs and market trends. A course in professional selling skills may be helpful for market researchers who need to communicate their findings to stakeholders and influence decision-making. However, the course is not directly related to the core responsibilities of a market researcher.
For more career information including salaries, visit:
OpenCourser.com/course/8gqaay/mhrt
Reading list
We've selected 13 books
that we think will supplement your
learning. Use these to
develop background knowledge, enrich your coursework, and gain a
deeper understanding of the topics covered in
مهارات البيع الاحترافية | Professional Selling Skills.
Classic in the field of sales and provides a step-by-step framework for asking questions that uncover customer needs and pain points. It is particularly useful for understanding the SPIN (Situation, Problem, Implication, Need-payoff) method of questioning.
Challenges the traditional view of sales and introduces a new approach that focuses on educating customers and helping them make informed decisions. It is particularly useful for understanding the Challenger Sale method and how to apply it in practice.
Provides a data-driven approach to sales and shows how to use metrics to improve performance. It is particularly useful for understanding how to measure and track sales performance and how to use data to make better decisions.
Provides a comprehensive overview of the psychology of selling and how to use it to improve your sales skills. It is particularly useful for understanding how to build rapport with customers, how to handle objections, and how to close deals.
Provides a collection of 25 proven sales techniques that can be used to improve your sales results. It is particularly useful for getting practical advice on how to prospect for new customers, how to qualify leads, and how to close deals.
Provides a practical guide to building a successful startup using the Lean Startup methodology. It is particularly useful for understanding how to test your sales hypotheses and how to iterate your sales process based on feedback.
Provides a step-by-step framework for developing a value proposition that resonates with your target customers. It is particularly useful for understanding how to identify your customer's needs and how to develop a solution that meets those needs.
Provides a framework for understanding why large companies often fail to innovate and how to avoid the Innovator's Dilemma. It is particularly useful for understanding how to disrupt your own market and how to stay ahead of the competition.
Provides a no-nonsense look at the challenges of running a startup. It is particularly useful for understanding how to deal with the difficult decisions that you will face as a sales leader.
Provides a comprehensive overview of the sales process and includes a wealth of practical advice. It is particularly useful for getting a quick overview of the sales process and for learning some of the basic techniques that you can use to improve your sales results.
Provides a data-driven look at the sales process. It is particularly useful for understanding how to use data to improve your sales performance and how to make better decisions about your sales strategy.
Provides a framework for building a predictable revenue stream. It is particularly useful for understanding how to generate leads, how to qualify leads, and how to close deals.
Provides a set of principles that can help you to become a more effective sales leader. It is particularly useful for understanding how to build relationships, how to manage your time, and how to achieve your goals.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/8gqaay/mhrt
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Effort
4 أسابيع
Level
Introductory
Via
Coursera
Institution
Alfaisal University | KLD
Instructor
Alfaisal.KLD
Language
العربية
Good to know
Explains how to understand customer behavior and how their needs drive the sales process
Emphasizes using active listening skills to comprehend customers' concerns
Focuses on developing negotiation and persuasion techniques critical for closing sales
Covers strategies to handle customer objections and guide them towards making a purchase
Provides insights into different sales techniques that can be adapted to various situations
Highlights the significance of building strong relationships with customers for long-term loyalty
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