Setting Up Your Sale from Coursera

Welcome to the Dell Technologies “Setting Up Your Sale” course.

This is the first course in a series of courses designed to prepare you for a career in Sales. The first course provides an overview of sales careers and how to prepare for those careers, while providing foundational professional skills and the basics of an IT sales campaign.

Learning Objectives

By the end of this course, you will be able to:

- Describe the importance of regular customer research Identify the various sources of information involved in customer research.

- Identify the factors that are key for establishing credibility & trust with customers (and what happens without it) Adopt a mindset of building trust with customers.

- Identify the five key areas for establishing rapport.

- Identify strategies for conveying insights to the right contact within the customer organization in a compelling manner.

- Describe the benefits of As A Service (aaS) models.

- Describe the reasons that digital transformation is important to organizations.

- Describe key data center technologies.

- Describe the relationship between software and external hardware in the functioning of a computer.

- Identify the key components of a computer.

- Apply probing and drill-down questioning to uncover further important customer information.

This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition.

What's inside

Syllabus

Lead the Sale with Insight

Relationships are critical for sellers and this week is all about getting to know your customer. You’ll learn about establishing a rapport and building trust with your customer. We’ll also go through some best practices for opening customer call.

IT Sales Technical Foundations

This week is all about technology. While the majority of our curriculum centers on the skills needed to sell, in order to be successful in the tech industry, you’ll also need some technical foundations. This module provides a high-level view of computers and data center concepts. This week will also feature an introduction to digital transformation which is changing the world as we know it.

Uncover the Customer's Needs

This week will be focused on effective questioning. Questions are some of the greatest tools you will have as a seller. Learning how to ask the right questions will go a long way towards helping you understand your customer’s needs and providing them the right solution.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Introduces learners to the world of sales, laying a foundation for future learning

Develops professional skills like rapport-building and customer research, which are essential for success in sales

Covers key technical concepts like data centers and digital transformation, providing learners with a solid understanding of the IT industry

Emphasizes the importance of establishing trust and credibility with customers, which is crucial for building long-term relationships

Highlights the role of effective questioning in uncovering customer needs, helping learners become skilled at understanding customer requirements

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 Setting Up Your Sale with these activities:

Review Relationships 101

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Review the fundamentals of building relationships to better understand the importance of connecting with customers.

Browse courses on Building Relationships

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Read a book or article on relationship building.
Identify key principles and techniques for establishing rapport.
Practice active listening and empathy in everyday interactions.

Join a Study Group or Forum

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Engage with other learners to discuss course concepts, share insights, and support each other's learning.

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Find a study group or forum related to the course topic.
Participate in discussions and share your thoughts.
Collaborate with others on projects or assignments.

Role-Playing Sales Conversations

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Engage in simulated sales conversations to practice probing and uncovering customer needs effectively.

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Prepare a list of questions to ask during the role-play.
Find a partner to practice with.
Take turns playing the role of the salesperson and the customer.
Provide feedback to your partner after each role-play.

Four other activities

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Explore Digital Transformation Case Studies

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Gain insights from real-world examples of digital transformation to understand its impact on businesses.

Browse courses on Digital Transformation

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Identify case studies of successful digital transformation initiatives.
Analyze the strategies, technologies, and outcomes of these case studies.
Discuss your findings with others in a study group or forum.

Develop a Customer Research Plan

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Create a comprehensive plan outlining strategies for gathering and analyzing customer information.

Browse courses on Customer Research

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Identify the specific objectives of the customer research.
Determine the methods for collecting customer data.
Develop a plan for analyzing the data and extracting insights.

Create a Presentation on IT Sales Strategies

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Develop a comprehensive presentation outlining effective strategies for selling IT products and services.

Browse courses on Sales Techniques

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Research different IT sales strategies and techniques.
Identify key points and supporting evidence for your presentation.
Create slides that are visually appealing and easy to understand.

Develop a Digital Marketing Campaign

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Gain hands-on experience in planning, executing, and evaluating a digital marketing campaign.

Browse courses on Digital Marketing

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Define the target audience and campaign objectives.
Choose the appropriate digital marketing channels.
Develop creative content and marketing materials.
Monitor and track the performance of the campaign.

Career center

Learners who complete Setting Up Your Sale will develop knowledge and skills that may be useful to these careers:

Sales Engineer

A Sales Engineer collaborates with technical and sales teams to provide technical expertise and support throughout the sales process. They help customers understand complex technical solutions and ensure that their needs are met. The Setting Up Your Sales course is highly relevant for Sales Engineers as it covers topics such as data center technologies, software and hardware relationships, and key components of a computer. With a strong understanding of these concepts, Sales Engineers can effectively communicate technical information to customers and assist them in making informed decisions.

See salaries and explore the career path for Sales Engineer

Account Manager

An Account Manager is responsible for managing and developing relationships with assigned accounts or clients of a company, typically within a specific industry or geographic territory. This role is critical for organizations looking to build long-term partnerships, increase customer satisfaction, and drive revenue growth. Setting Up Your Sales is an ideal course for those looking to succeed in this role as it offers modules on establishing rapport, building trust, and conveying insights effectively. These skills are essential for fostering strong customer relationships.

See salaries and explore the career path for Account Manager

Business Development Manager

Business Development Managers are responsible for identifying, qualifying, and developing new sales opportunities for their organizations. They play a crucial role in driving revenue and expanding a company's customer base. By taking a course such as Setting Up Your Sales, individuals can gain insights into the importance of customer research, establishing credibility, and building rapport. These foundational skills are essential for success in business development, as they enable professionals to effectively engage with potential customers, understand their needs, and build lasting relationships.

See salaries and explore the career path for Business Development Manager

Technical Account Manager

Technical Account Managers are responsible for managing and supporting key customer accounts, providing technical expertise and ensuring customer satisfaction. They act as a liaison between the customer and the company's technical teams, ensuring that the customer's technical needs are met and that the company's solutions are effectively implemented. The Setting Up Your Sales course can be beneficial for Technical Account Managers, as it covers topics such as customer research, establishing trust, and conveying insights. These skills are essential for building strong customer relationships and effectively managing technical accounts.

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Sales Manager

A Sales Manager leads and directs sales teams to help increase an organization's revenue and profitability. They are expected to build strong relationships with customers to not only attract new clients but also retain existing clientele. Courses like Setting Up Your Sales can assist individuals looking to work in this field. The course will provide training on how to establish credibility with customers, which is key to building trust and developing strong relationships. Additionally, the module on questioning techniques can help equip individuals with the necessary skills to effectively uncover a customer's needs.

See salaries and explore the career path for Sales Manager

Product Manager

Product Managers are responsible for the strategic planning, development, and marketing of products. They work closely with customers and stakeholders to identify market needs, define product requirements, and ensure that products meet customer expectations. The Setting Up Your Sales course can be beneficial for Product Managers, as it provides foundational knowledge in areas such as customer research, establishing credibility, and conveying insights. These skills are essential for understanding customer needs, building strong relationships, and effectively launching and managing products.

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Marketing Manager

Marketing Managers develop and execute marketing campaigns to promote products or services and build brand awareness. They work closely with sales teams to generate leads and drive revenue. The Setting Up Your Sales course can provide valuable insights for Marketing Managers, particularly in the area of customer research. By understanding how to effectively conduct customer research, Marketing Managers can gain a deep understanding of the target market and develop campaigns that resonate with their needs.

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Solutions Architect

Solutions Architects design and implement technical solutions that meet the specific needs of customers. They work closely with customers to understand their business requirements and develop tailored solutions that leverage the latest technologies. The Setting Up Your Sales course can provide valuable insights for Solutions Architects, particularly in the area of customer research. By understanding how to effectively conduct customer research, Solutions Architects can gain a deep understanding of the customer's pain points and develop solutions that truly address their needs.

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Salesforce Administrator

Salesforce Administrators are responsible for managing and customizing Salesforce software to meet the specific needs of their organizations. They work closely with sales teams to ensure that the software is properly configured and utilized to maximize efficiency and productivity. The Setting Up Your Sales course may be helpful for Salesforce Administrators, as it provides foundational knowledge in areas such as customer research and conveying insights. These skills can be beneficial for understanding the needs of sales teams.

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Customer Success Manager

Customer Success Managers are responsible for ensuring that customers are successful in using a company's products or services. They work closely with customers to identify their needs, provide support, and resolve any issues that may arise. The Setting Up Your Sales course may be helpful for Customer Success Managers, as it provides foundational knowledge in areas such as customer research and establishing trust.

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Business Analyst

Business Analysts work with stakeholders to understand their business needs and develop solutions that improve efficiency and effectiveness. They use a variety of analytical techniques to identify problems and opportunities and recommend solutions. The Setting Up Your Sales course may be helpful for Business Analysts, as it provides foundational knowledge in areas such as customer research and conveying insights. These skills can be beneficial for understanding the needs of stakeholders.

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Data Analyst

Data Analysts collect, clean, and analyze data to identify trends and patterns. They use their findings to make recommendations that can improve decision-making and business outcomes. The Setting Up Your Sales course may be helpful for Data Analysts, as it provides foundational knowledge in areas such as customer research and conveying insights.

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Project Manager

Project Managers are responsible for planning, executing, and closing projects. They work with stakeholders to define project scope, develop timelines, and manage resources. The Setting Up Your Sales course may be helpful for Project Managers, as it provides foundational knowledge in areas such as customer research and establishing trust.

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IT Consultant

IT Consultants provide advice and guidance to organizations on how to improve their use of information technology. They work with clients to assess their needs, develop solutions, and implement new technologies. The Setting Up Your Sales course may be helpful for IT Consultants, as it provides foundational knowledge in areas such as customer research and establishing trust.

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Software Engineer

Software Engineers design, develop, and maintain software applications. They work with stakeholders to understand their needs and develop solutions that meet those needs. The Setting Up Your Sales course may be helpful for Software Engineers, as it provides foundational knowledge in areas such as customer research and conveying insights. These skills can be beneficial for understanding the needs of stakeholders and developing software solutions that meet their requirements.

See salaries and explore the career path for Software Engineer