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Craig Wortmann
Art of Sales Specialization의 두 번째 과정에서는 귀하와 귀하에게 연락하는 모든 고객을 완벽하게 분리하는 고효율 미팅을 운영하는 방법을 배우게 됩니다. 더 나은 질문을 하는 것의 중요성 및 영업 거절을 기대하고 다루는 방법에 관해 배울 것입니다. 마지막으로 강력한 이야기를 하여 성과에 대한 피드백을 주고 받는 법에 관해 배울 것입니다.
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What's inside
Syllabus
1주 차: 고효율 미팅 운영하기
직장 생활을 하면서 매주 몇 번의 회의를 진행했습니까? 대부분의 경영진은 “20-30”이라고 말합니다. 이들 중 몇 번이나 “고효율”로 진행이 되었나요? 대부분의 경영진은 “5-10%”라고 대답했습니다. 우리는 더 잘 할 수 있어요. 어떤 회의든 회의를 다음 단계로 나아가도록 하기 위해 사용할 수 있는 5가지 주요 원칙이 있습니다. 이 원칙을 사용하여 사람들이 바쁜 하루가 끝날 때쯤 생각하게 되는 사람이 되어 보세요.
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Syllabus
1주 차: 고효율 미팅 운영하기
직장 생활을 하면서 매주 몇 번의 회의를 진행했습니까? 대부분의 경영진은 “20-30”이라고 말합니다. 이들 중 몇 번이나 “고효율”로 진행이 되었나요? 대부분의 경영진은 “5-10%”라고 대답했습니다. 우리는 더 잘 할 수 있어요. 어떤 회의든 회의를 다음 단계로 나아가도록 하기 위해 사용할 수 있는 5가지 주요 원칙이 있습니다. 이 원칙을 사용하여 사람들이 바쁜 하루가 끝날 때쯤 생각하게 되는 사람이 되어 보세요.
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Traffic lights
Traffic lights
Read about what's good
what should give you pause and
possible dealbreakers
영업 팀에 속하는 학습자의 목표인 고효율적 미팅 진행법 숙달을 위한 교육을 제공한다
학습자의 능력에 맞게 보다 나은 영업을 위한 핵심적인 질문을 만드는 것을 다룹니다
영업 담당자가 흔히 부딪히는 상황인 거부에 대한 대처 방안을 다룹니다
영향력 있는 이야기 기법을 소개하여 학습자의 영업 능력을 향상시킵니다
팀 판매와 같은 복잡한 상황에서도 각자의 역할을 수행하는 방법을 다룹니다
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Reviews summary
영업 잠재 고객 접근 및 소통 전략
학생들은 이 과정이 영업 잠재 고객에게 효과적으로 접근하는 실용적인 방법을 배우는 데 매우 효과적이라고 평가합니다. 이 과정은 고효율 미팅을 운영하는 핵심 원칙을 제시하고, 고객으로부터 실질적인 정보를 얻기 위한 더 나은 질문 기술을 가르쳐줍니다. 또한, 영업 거절을 자연스럽게 받아들이고 이를 새로운 기회로 전환하는 심리적, 전략적 접근법을 제공한다고 언급됩니다. 특히, 적절한 스토리텔링을 통해 고객과 감정적으로 연결하고 결정에 영향을 미치는 강력한 도구를 습득할 수 있다는 점이 주요 강점으로 꼽힙니다. 일부 학습자들은 모든 내용이 실제 영업 현장에 즉시 적용 가능하고 실용적인 팁이 풍부하다고 강조하지만, 매우 숙련된 영업 전문가들에게는 일부 내용이 다소 기초적일 수 있다는 의견도 있습니다. 전반적으로 이 과정은 영업 역량 강화에 매우 긍정적인 영향을 미치며 명확하고 체계적인 구성으로 학습을 돕습니다.
팀 단위 영업 환경에서 조화롭게 성과를 내는 방법을 설명합니다.
"팀원들과의 협업이 훨씬 원활해졌습니다. '자리를 지키는 방법'이 인상 깊었어요."
"팀 영업 시 발생할 수 있는 문제점과 해결책을 제시해 줍니다. 매우 현실적입니다."
"각자의 역할을 명확히 하고 시너지를 내는 방법을 배웠습니다. 팀 프로젝트에 큰 도움이 되었어요."
체계적인 커리큘럼으로 학습 효율성을 높입니다.
"각 주차별 주제가 명확하게 나누어져 학습하기 편리했어요. 내용이 단계적으로 심화되어 이해하기 쉬웠습니다."
"잘 정리된 구성 덕분에 끝까지 집중할 수 있었습니다. 혼란 없이 내용을 따라갈 수 있었어요."
"깔끔하고 논리적인 흐름으로 이루어져 있어 내용을 습득하는 데 어려움이 없었습니다."
영업 거절을 긍정적으로 다루는 심리적, 실용적 접근법을 제시합니다.
"거절에 대한 두려움을 없애는 데 효과적이었습니다. 거절이 오히려 기회라는 관점이 신선했어요."
"이제는 거절을 새로운 학습의 기회로 생각합니다. 스트레스가 훨씬 줄어들었어요."
"거절 상황에서 어떻게 대처해야 할지 명확한 가이드라인을 얻었습니다."
실용적인 원칙으로 회의 효율성을 높입니다.
"회의를 더욱 생산적으로 만드는 데 도움이 되는 5가지 원칙이 매우 유용했습니다."
"더 이상 불필요한 회의가 줄어들었습니다. 제 업무 습관에 긍정적인 변화를 가져왔어요."
"매주 진행하는 회의에 바로 적용할 수 있는 구체적인 팁들을 얻었습니다."
영업에서 이야기의 힘을 활용하여 설득력을 높이는 방법을 배웁니다.
"스토리 매트릭스℠는 정말 강력한 도구였습니다. 제품 설명을 넘어 고객과 감정적으로 연결될 수 있었어요."
"스토리가 판매에 얼마나 중요한지 깨닫게 해줍니다. 제 프레젠테이션 방식이 바뀌었습니다."
"이야기를 통해 복잡한 내용을 쉽게 전달하는 방법을 배워 바로 업무에 적용했습니다."
고객과 더 깊이 있는 대화를 유도하는 방법을 가르칩니다.
"질문의 중요성을 깨닫고 실제 영업에서 적용했습니다. 고객의 니즈를 정확히 파악하는 데 큰 도움이 됩니다."
"단순한 대화가 아닌 실용적인 정보 습득에 집중하게 되었어요. 질문의 질이 달라졌습니다."
"고객의 숨겨진 요구를 발견하는 데 필요한 질문법을 배울 수 있어서 좋았습니다."
학습한 내용을 실제 업무에 즉시 적용할 수 있습니다.
"강의 내용이 모두 실제 영업 현장에 바로 적용 가능해서 좋았습니다. 이론만이 아닌 실질적인 팁들이 많아 큰 도움이 되었어요."
"배운 기술들을 바로 실천에 옮길 수 있었습니다. 결과적으로 성과 개선에 기여했어요."
"실무에 바로 사용할 수 있는 강력한 도구와 전략을 얻게 되어 만족스럽습니다."
고급 영업 전문가에게는 다소 기초적인 내용일 수 있습니다.
"어느 정도 경력이 있는 저에게는 이미 알고 있는 내용도 일부 있었습니다. 초보 영업인에게 더 적합할 것 같아요."
"더 심화된 전략을 기대했다면 조금 아쉬울 수 있습니다. 기본기를 다지는 데는 좋습니다."
"아직 영업 경험이 많지 않은 분들에게는 필독 코스지만, 저에겐 복습의 의미가 더 컸습니다."
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 영업 잠재 고객에게 다가가는 법 with these
activities:
How to Win Friends & Influence People
Show steps
Delve into the principles of effective communication and interpersonal skills to enhance your interactions with customers.
Show steps
-
Read the book thoroughly, taking notes and highlighting key concepts.
-
Identify and apply the principles discussed in the book to real-life sales situations.
-
Discuss the book's insights with fellow students or industry professionals.
Review Basic Sales Principles
Show steps
Reinforce your understanding of core sales principles to strengthen the foundation for the course concepts.
Show steps
-
Review course materials and textbooks on sales principles.
-
Attend online or in-person workshops on basic sales.
-
Read articles and case studies on effective sales strategies.
Online Sales Skills Training
Show steps
Enroll in online tutorials to supplement your learning and enhance your sales abilities.
Browse courses on
Sales Training
Show steps
-
Identify reputable online platforms offering sales training courses.
-
Select courses that align with your specific needs and interests.
-
Follow the video lessons, complete exercises, and engage in discussions.
Four other activities
Expand to see all activities and additional details
Show all seven activities
Sales Simulation Workshop
Show steps
Participate in a simulated sales environment to apply course concepts in realistic scenarios.
Browse courses on
Negotiation Skills
Show steps
-
Attend a workshop or online simulation platform.
-
Take on different roles as buyers and sellers.
-
Negotiate deals, handle objections, and close sales.
-
Receive feedback from peers and facilitators.
Customer Role-Playing Practice
Show steps
Engage in role-playing exercises to improve dialogue and interactions with potential customers.
Show steps
-
Find a partner or group for role-playing.
-
Assign roles and prepare scenarios based on the course content.
-
Practice active listening, questioning techniques, and product knowledge.
-
Provide feedback and constructive criticism to improve communication skills.
Sales Storyboarding
Show steps
Develop a storyboard that visually represents your sales process and highlights key customer touchpoints.
Browse courses on
Customer Journey Mapping
Show steps
-
Identify the stages of your sales process and customer interactions.
-
Create a visual representation of the process using drawings, diagrams, or flowcharts.
-
Include key information such as customer pain points, solutions offered, and objections handled.
-
Share your storyboard with colleagues for feedback and refinement.
Sales Pitch Presentation
Show steps
Develop a comprehensive sales pitch presentation to showcase your understanding of product features and benefits.
Browse courses on
Sales presentations
Show steps
-
Research the product, target audience, and competition.
-
Create a compelling presentation outline and storyboard.
-
Develop clear and persuasive sales arguments and visuals.
-
Practice and refine your presentation delivery.
-
Present your pitch to a mock audience for feedback.
How to Win Friends & Influence People
Show steps
Delve into the principles of effective communication and interpersonal skills to enhance your interactions with customers.
Show steps
Show steps
Show steps
- Read the book thoroughly, taking notes and highlighting key concepts.
- Identify and apply the principles discussed in the book to real-life sales situations.
- Discuss the book's insights with fellow students or industry professionals.
Review Basic Sales Principles
Show steps
Reinforce your understanding of core sales principles to strengthen the foundation for the course concepts.
Show steps
Show steps
Show steps
- Review course materials and textbooks on sales principles.
- Attend online or in-person workshops on basic sales.
- Read articles and case studies on effective sales strategies.
Online Sales Skills Training
Show steps
Enroll in online tutorials to supplement your learning and enhance your sales abilities.
Browse courses on
Sales Training
Show steps
Show steps
Show steps
- Identify reputable online platforms offering sales training courses.
- Select courses that align with your specific needs and interests.
- Follow the video lessons, complete exercises, and engage in discussions.
Four other activities
Expand to see all activities and additional details
Show all seven activities
Sales Simulation Workshop
Show steps
Participate in a simulated sales environment to apply course concepts in realistic scenarios.
Browse courses on
Negotiation Skills
Show steps
Show steps
Show steps
- Attend a workshop or online simulation platform.
- Take on different roles as buyers and sellers.
- Negotiate deals, handle objections, and close sales.
- Receive feedback from peers and facilitators.
Customer Role-Playing Practice
Show steps
Engage in role-playing exercises to improve dialogue and interactions with potential customers.
Show steps
Show steps
Show steps
- Find a partner or group for role-playing.
- Assign roles and prepare scenarios based on the course content.
- Practice active listening, questioning techniques, and product knowledge.
- Provide feedback and constructive criticism to improve communication skills.
Sales Storyboarding
Show steps
Develop a storyboard that visually represents your sales process and highlights key customer touchpoints.
Browse courses on
Customer Journey Mapping
Show steps
Show steps
Show steps
- Identify the stages of your sales process and customer interactions.
- Create a visual representation of the process using drawings, diagrams, or flowcharts.
- Include key information such as customer pain points, solutions offered, and objections handled.
- Share your storyboard with colleagues for feedback and refinement.
Sales Pitch Presentation
Show steps
Develop a comprehensive sales pitch presentation to showcase your understanding of product features and benefits.
Browse courses on
Sales presentations
Show steps
Show steps
Show steps
- Research the product, target audience, and competition.
- Create a compelling presentation outline and storyboard.
- Develop clear and persuasive sales arguments and visuals.
- Practice and refine your presentation delivery.
- Present your pitch to a mock audience for feedback.
Career center
Learners who complete 영업 잠재 고객에게 다가가는 법 will develop knowledge and skills
that may be useful to these careers:
Sales Manager
Sales Manager
Sales Managers are responsible for generating revenue, meeting sales quotas, and overseeing the performance of their teams. They must be able to understand their customers' needs and develop strategies to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Sales Managers by providing them with the skills to conduct effective meetings, ask better questions, and handle objections. The course can also help Sales Managers develop the storytelling skills needed to connect with customers and build relationships.
Business Development Manager
Business Development Manager
Business Development Managers are responsible for developing new business opportunities for their companies. They must be able to identify and qualify leads, develop and execute sales pitches, and close deals. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Business Development Managers by providing them with the skills to identify and qualify leads, develop and execute sales pitches, and close deals.
Account Manager
Account Manager
Account Managers are responsible for managing relationships with existing customers. They must be able to build rapport with customers, identify their needs, and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Account Managers by providing them with the skills to build rapport with customers, identify their needs, and develop solutions to meet those needs.
Marketing Manager
Marketing Manager
Marketing Managers are responsible for developing and implementing marketing campaigns. They must be able to understand their target audience, develop creative content, and track the results of their campaigns. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Marketing Managers by providing them with the skills to understand their target audience, develop creative content, and track the results of their campaigns.
Sales Engineer
Sales Engineer
Sales Engineers are responsible for providing technical support to sales teams. They must be able to understand customer needs and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Sales Engineers by providing them with the skills to understand customer needs and develop solutions to meet those needs.
Product Manager
Product Manager
Product Managers are responsible for developing and managing products. They must be able to understand customer needs and develop products that meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Product Managers by providing them with the skills to understand customer needs and develop products that meet those needs.
Customer Success Manager
Customer Success Manager
Customer Success Managers are responsible for ensuring that customers are satisfied with their products or services. They must be able to build rapport with customers, identify their needs, and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Customer Success Managers by providing them with the skills to build rapport with customers, identify their needs, and develop solutions to meet those needs.
Sales Operations Manager
Sales Operations Manager
Sales Operations Managers are responsible for managing the day-to-day operations of a sales team. They must be able to develop and implement processes, track progress, and provide support to sales reps. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Sales Operations Managers by providing them with the skills to develop and implement processes, track progress, and provide support to sales reps.
Sales Trainer
Sales Trainer
Sales Trainers are responsible for training and developing sales teams. They must be able to understand sales techniques and develop training programs that will help sales reps improve their performance. The Art of Sales Specialization: Reaching Out to Sales Prospects course can help Sales Trainers by providing them with the skills to understand sales techniques and develop training programs that will help sales reps improve their performance.
Business Analyst
Business Analyst
Business Analysts are responsible for analyzing and improving business processes. They must be able to understand business needs and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Business Analysts by providing them with the skills to understand business needs and develop solutions to meet those needs.
Consultant
Consultant
Consultants provide advice and guidance to businesses on a variety of topics. They must be able to understand business needs and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Consultants by providing them with the skills to understand business needs and develop solutions to meet those needs.
Entrepreneur
Entrepreneur
Entrepreneurs start and run their own businesses. They must be able to understand customer needs and develop products or services that meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Entrepreneurs by providing them with the skills to understand customer needs and develop products or services that meet those needs.
Freelancer
Freelancer
Freelancers provide their services to businesses on a contract basis. They must be able to understand customer needs and develop solutions to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Freelancers by providing them with the skills to understand customer needs and develop solutions to meet those needs.
Non-profit Manager
Non-profit Manager
Non-Profit Managers are responsible for managing non-profit organizations. They must be able to understand the needs of the community and develop programs to meet those needs. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Non-Profit Managers by providing them with the skills to understand the needs of the community and develop programs to meet those needs.
Teacher
Teacher
Teachers educate students in a variety of subjects. They must be able to understand the needs of their students and develop lesson plans that will help them learn. The Art of Sales Specialization: Reaching Out to Sales Prospects course may be helpful to Teachers by providing them with the skills to understand the needs of their students and develop lesson plans that will help them learn.
For more career information including salaries, visit:
OpenCourser.com/course/hlg45a/yeongeob
Reading list
We've selected 15 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
영업 잠재 고객에게 다가가는 법.
이 책은 고객의 잠재적 요구 사항을 파악하고 그들이 직면한 과제를 해결하는 데 중점을 둡니다. 본 과정의 미팅 운영 및 질문 기술 섹션을 보완하는 데 도움이 됩니다.
이 책은 영업에서 인간 심리학의 역할을 탐구합니다. 본 과정의 거절 처리 및 이야기 기술 섹션을 보완하는 데 도움이 됩니다.
이 책은 영업 기술과 전략에 대한 포괄적인 가이드입니다. 본 과정의 모든 섹션에 대한 유용한 참고 자료가 될 수 있습니다.
A highly influential book in the sales industry, SPIN Selling focuses on the importance of asking the right questions to uncover customer needs and drive the sales process forward.
Save
영업에서 스토리텔링의 역할을 강조하고 청중을 사로잡는 강력한 이야기를 만드는 방법을 안내합니다.
Influencing others is an essential part of sales. reveals the principles of persuasion to assist you in becoming more persuasive and effective in your sales interactions.
This groundbreaking book challenges traditional sales techniques and encourages salespeople to adopt a more consultative approach, providing insights into customer behavior and effective selling strategies.
이 책은 영업 파이프라인 생성 및 관리에 중점을 둡니다. 본 과정의 미팅 운영 및 질문 기술 섹션을 보완하는 데 도움이 됩니다.
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이 책은 영업에서 감정 지능의 중요성을 강조합니다. 본 과정의 거절 처리 및 이야기 기술 섹션을 보완하는 데 도움이 됩니다.
이 책은 영업 프로세스를 최적화하는 데 중점을 둡니다. 본 과정의 미팅 운영 및 질문 기술 섹션을 보완하는 데 도움이 될 수 있습니다.
이 책은 영업 팀의 성과를 향상시키는 데 중점을 둡니다. 본 과정의 팀 판매 섹션을 보완하는 데 도움이 될 수 있습니다.
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이 책은 영업 전략 및 계획에 대한 포괄적인 가이드입니다. 본 과정의 모든 섹션에 대한 유용한 참고 자료가 될 수 있습니다.
이 책은 개인적 효과성과 성공의 원칙을 탐구합니다. 본 과정의 모든 섹션에 대한 유용한 참고 자료가 될 수 있습니다.
이 책은 소규모 기업을 위한 실용적인 영업 기술을 제공합니다. 본 과정의 미팅 운영 및 질문 기술 섹션을 보완하는 데 도움이 될 수 있습니다.
이 책은 잠재 고객을 찾고 참여시키는 데 중점을 둡니다. 본 과정의 미팅 운영 및 질문 기술 섹션을 보완하는 데 도움이 될 수 있습니다.
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Effort
5주 차, 주 당 5-7시간
Level
Introductory
Via
Coursera
Institution
Northwestern University
Instructor
Craig Wortmann
Language
한국어
Transcripts
English
Español
Français
Português
Pусский
tiếng Việt
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