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Welcome to the Dell Technologies “What Does IT Sales Entail?” course.
Read more
Welcome to the Dell Technologies “What Does IT Sales Entail?” course.
Read more
Welcome to the Dell Technologies “What Does IT Sales Entail?” course.
This is the first course in a series of courses designed to prepare you for a career in Sales. This 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.
By the end of this course, you will be able to:
-Describe the sequence and significance of each stage of the sales process
-Identify and apply principles of professional communication
-Communicate relevant information about their background, education, skills and experience in a concise format
-Identify and demonstrate effective strategies for qualifying opportunities
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.
Register for this course and see more details by visiting:
OpenCourser.com/course/z6nly0/what
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What's inside
Syllabus
Sales Career Overview
This week you will get an overview of what a career in Sales could look like for you. You’ll learn about what it takes to be an inside sales representative and various paths your career could take once you get started. We’ll also discuss some of the key characteristics and qualities needed to be successful in sales. And you’ll hear directly from sales managers about what they look for when they interview candidates.
Read more
Syllabus
Sales Career Overview
This week you will get an overview of what a career in Sales could look like for you. You’ll learn about what it takes to be an inside sales representative and various paths your career could take once you get started. We’ll also discuss some of the key characteristics and qualities needed to be successful in sales. And you’ll hear directly from sales managers about what they look for when they interview candidates.
Read more
Foundational Professional Skills
This week is all about the foundational professional skills you’ll need to work in sales. Things like time management, active listening and communication will be essential to your success as a seller. This week you’ll learn about how IT sellers work together as a team to engage with clients and close deals. We’ll also cover strategies for making the most of your time, and tips for crafting professional business communications.
The Sales Campaign
This week you’ll learn about the Sales Campaign. We will get into detail about The Sales Process and give you a better sense of how to manage a sale from start to finish. You’ll learn about the things that motivate buyers to make a purchase and how you can use that knowledge to sell. We’ll also address ways to determine which opportunities are worth pursuing. And finally, we’ll walk you through the steps that a customer goes through during the process of making a decision to buy.
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Builds a strong foundation for learners new to IT sales
Taught by Develop with Dell, who are recognized for their expertise in IT sales
Provides an overview of sales careers and prepares learners for those careers
Helps learners qualify opportunities by providing strategies for doing so
Relevant to learners interested in beginning a career in IT Sales
Provides professional development for those looking for a career change or transition
Save this course
Save What Does IT Sales Entail? to your list so you can find it easily later:
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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 What Does IT Sales Entail? with these
activities:
Review High School Level Math
Show steps
Revisit math topics that will help you prepare for this course
Browse courses on
Geometry
Show steps
-
Review basic algebra skills, such as solving equations and inequalities.
-
Brush up on geometry concepts, such as angles, shapes, and area calculation.
-
Revise trigonometry and logarithmic functions.
Watch Video Lectures on Calculus
Show steps
Watching video lectures can help you understand the concepts of calculus in a more engaging way
Browse courses on
Differential Calculus
Show steps
-
Find video lectures from reputable sources such as Khan Academy or MIT OpenCourseWare.
-
Watch the lectures at your own pace and take notes.
-
Pause the videos and rewind if you need to review a concept.
Read 'Essential Calculus: Early Transcendentals' by James Stewart
Show steps
This book covers the fundamentals of calculus, which will be essential for this course
View
Melania
on Amazon
Show steps
-
Read the assigned chapters and take notes.
-
Work through the practice problems at the end of each chapter.
-
Attend office hours or meet with a tutor if you have any questions.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Organize Your Notes and Course Materials
Show steps
Organize your notes and course materials to make studying more efficient
Show steps
-
Create a system for organizing your notes, such as using different notebooks for different topics.
-
Keep your notes organized and up-to-date.
-
Review your notes regularly to reinforce your learning.
Practice Solving Calculus Problems
Show steps
Practice solving calculus problems to improve your understanding of the concepts
Browse courses on
Differential Calculus
Show steps
-
Find practice problems from textbooks, online resources, or your instructor.
-
Solve the problems on your own and check your answers.
-
Identify your areas of weakness and focus on practicing those problems.
Attend a Calculus Conference or Workshop
Show steps
Attend a conference or workshop to learn from experts and network with other students and professionals in the field
Browse courses on
Differential Calculus
Show steps
-
Research upcoming calculus conferences and workshops.
-
Register for an event that aligns with your interests.
-
Attend the event and actively participate in sessions and networking opportunities.
Create a Mind Map of Calculus Concepts
Show steps
Create a mind map to help you visualize and understand the relationships between different calculus concepts
Browse courses on
Differential Calculus
Show steps
-
Start by writing down the main topic of your mind map in the center of a piece of paper.
-
Draw branches off of the main topic and write down related concepts.
-
Continue branching out and adding more concepts until you have a comprehensive mind map.
Build a Calculus Calculator
Show steps
Build a simple calculator to practice applying the concepts of calculus to solve real-world problems
Browse courses on
Differential Calculus
Show steps
-
Choose a programming language and development environment.
-
Design the interface of your calculator.
-
Implement the mathematical functions and algorithms.
-
Test your calculator and debug any errors.
-
Document your code and make it available to others.
Review High School Level Math
Show steps
Revisit math topics that will help you prepare for this course
Browse courses on
Geometry
Show steps
Show steps
Show steps
- Review basic algebra skills, such as solving equations and inequalities.
- Brush up on geometry concepts, such as angles, shapes, and area calculation.
- Revise trigonometry and logarithmic functions.
Watch Video Lectures on Calculus
Show steps
Watching video lectures can help you understand the concepts of calculus in a more engaging way
Browse courses on
Differential Calculus
Show steps
Show steps
Show steps
- Find video lectures from reputable sources such as Khan Academy or MIT OpenCourseWare.
- Watch the lectures at your own pace and take notes.
- Pause the videos and rewind if you need to review a concept.
Read 'Essential Calculus: Early Transcendentals' by James Stewart
Show steps
This book covers the fundamentals of calculus, which will be essential for this course
View
Melania
on Amazon
Show steps
Show steps
Show steps
- Read the assigned chapters and take notes.
- Work through the practice problems at the end of each chapter.
- Attend office hours or meet with a tutor if you have any questions.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Organize Your Notes and Course Materials
Show steps
Organize your notes and course materials to make studying more efficient
Show steps
Show steps
Show steps
- Create a system for organizing your notes, such as using different notebooks for different topics.
- Keep your notes organized and up-to-date.
- Review your notes regularly to reinforce your learning.
Practice Solving Calculus Problems
Show steps
Practice solving calculus problems to improve your understanding of the concepts
Browse courses on
Differential Calculus
Show steps
Show steps
Show steps
- Find practice problems from textbooks, online resources, or your instructor.
- Solve the problems on your own and check your answers.
- Identify your areas of weakness and focus on practicing those problems.
Attend a Calculus Conference or Workshop
Show steps
Attend a conference or workshop to learn from experts and network with other students and professionals in the field
Browse courses on
Differential Calculus
Show steps
Show steps
Show steps
- Research upcoming calculus conferences and workshops.
- Register for an event that aligns with your interests.
- Attend the event and actively participate in sessions and networking opportunities.
Create a Mind Map of Calculus Concepts
Show steps
Create a mind map to help you visualize and understand the relationships between different calculus concepts
Browse courses on
Differential Calculus
Show steps
Show steps
Show steps
- Start by writing down the main topic of your mind map in the center of a piece of paper.
- Draw branches off of the main topic and write down related concepts.
- Continue branching out and adding more concepts until you have a comprehensive mind map.
Build a Calculus Calculator
Show steps
Build a simple calculator to practice applying the concepts of calculus to solve real-world problems
Browse courses on
Differential Calculus
Show steps
Show steps
Show steps
- Choose a programming language and development environment.
- Design the interface of your calculator.
- Implement the mathematical functions and algorithms.
- Test your calculator and debug any errors.
- Document your code and make it available to others.
Career center
Learners who complete What Does IT Sales Entail? will develop knowledge and skills
that may be useful to these careers:
Sales Manager
Sales Manager
Sales Managers need a deep understanding of the sales cycle in order to create processes and manage teams effectively. This course provides the foundation for these skills by introducing learners to each stage of the sales process and how to lead a team through them. Learners will also gain skills in prioritizing opportunities and motivating their teams -- both crucial to a successful Sales Manager.
Account Manager
Account Manager
Account Managers are responsible for building and managing relationships with clients. The skills needed to communicate effectively and manage time efficiently are necessary for an Account Manager's success. This course will help build a foundation in these foundational professional skills, preparing learners for a career in account management.
Business Development Representative
Business Development Representative
People entering the Business Development field often need to build a foundation in business fundamentals and gain exposure to the sales process. This course can help Business Development Representatives learn about both these topics, providing them with a strong foundation for success.
Sales Engineer
Sales Engineer
Effective communication is a key part of a Sales Engineer's job. This course can help build these skills for learners, providing them with a strong foundation for success as they enter the Sales Engineering field. Learners may also find it helpful to become familiar with the sales process to better support their work.
Technical Sales Representative
Technical Sales Representative
This course will help Technical Sales Representatives build a foundation in the sales process and gain an understanding of the skills needed to succeed in the profession. By teaching learners how to present information concisely and how to qualify opportunities, this course will prepare learners to perform the essential functions of a Technical Sales Representative.
Solution Architect
Solution Architect
While this course will not provide the technical training needed to fulfill the responsibilities of a Solution Architect, it may be helpful for learners to gain an understanding of the sales process, which will better equip them to work with their sales team.
Product Manager
Product Manager
Product Managers need a deep understanding of the sales process in order to develop products that meet customer needs. This course will provide the foundation for these skills by introducing learners to each stage of the sales process and various sales strategies.
Marketing Manager
Marketing Manager
Marketing Managers work closely with sales teams and need to understand how they operate. This course provides an overview of the sales process, providing a foundation for learners who wish to enter marketing.
Operations Manager
Operations Manager
Operations Managers work with sales teams to ensure that products are delivered to customers on time and within budget. This course will provide a foundation in the sales process, helping learners to understand how their work impacts the sales team.
Customer Success Manager
Customer Success Manager
Customer Success Managers work closely with sales teams to ensure that customers are satisfied with their products and services. This course will provide a foundation in the sales process, helping learners to understand how their work impacts the sales team.
Project Manager
Project Manager
Project Managers often work with sales teams to ensure that projects are completed on time and within budget. This course will provide a foundation in the sales process, helping learners to understand how their work impacts the sales team.
Data Analyst
Data Analyst
Data Analysts often work with sales teams to analyze data and identify trends. This course will provide a foundation in the sales process, helping learners to understand how their work can be applied to the sales process.
Software Engineer
Software Engineer
Software Engineers often work with sales teams to develop software that meets customer needs. This course may provide some insight into the sales process, but it is unlikely to be directly applicable to the work of a Software Engineer.
Web Developer
Web Developer
Web Developers often work with sales teams to develop websites that meet customer needs. This course may provide some insight into the sales process, but it is unlikely to be directly applicable to the work of a Web Developer.
Graphic designer
Graphic designer
Graphic Designers often work with sales teams to create marketing materials. This course is unlikely to be directly applicable to the work of a Graphic Designer.
For more career information including salaries, visit:
OpenCourser.com/course/z6nly0/what
Reading list
We've selected ten 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
What Does IT Sales Entail?.
Challenges traditional sales techniques and introduces a new approach that focuses on teaching customers how to achieve their goals. It must-read for salespeople who want to learn how to sell to today's buyers.
Classic sales guide that has helped countless salespeople improve their skills. It covers a wide range of topics, including prospecting, closing deals, and building relationships.
Provides a step-by-step guide to building a predictable sales pipeline. It valuable resource for sales managers and salespeople who want to learn how to improve their sales performance.
Save
Provides a framework for developing rare and valuable skills. It valuable resource for salespeople who want to learn how to become more valuable to their customers.
Introduces a sales methodology that focuses on asking the right questions to uncover customer needs. It valuable resource for salespeople who want to learn how to close more deals.
Provides a step-by-step guide to building a sales pipeline and accelerating growth. It valuable resource for sales managers and salespeople who want to learn how to improve their sales performance.
Provides a blueprint for building a high-performance sales team. It valuable resource for sales managers who want to learn how to create a culture of sales excellence.
Save
Provides a motivational guide to building a personal brand and achieving success. It valuable resource for salespeople who want to learn how to differentiate themselves and build a strong network.
Provides insights into the psychology of selling, with a focus on understanding customer behavior. It valuable resource for salespeople who want to learn how to build rapport and close deals.
Provides a different perspective on work and business. It challenges traditional ideas about work and offers practical advice for entrepreneurs and business owners.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/z6nly0/what
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Level
Introductory
Via
Coursera
Institution
Dell
Instructor
Develop with Dell
Language
English
This course belongs to a
collection
called
Develop with Dell: IT Sales. It's comprised of three courses:
- Selling with Confidence
- Setting Up Your Sale
- What Does IT Sales Entail? (viewing)
Good to know
Builds a strong foundation for learners new to IT sales
Taught by Develop with Dell, who are recognized for their expertise in IT sales
Provides an overview of sales careers and prepares learners for those careers
Helps learners qualify opportunities by providing strategies for doing so
Relevant to learners interested in beginning a career in IT Sales
Provides professional development for those looking for a career change or transition
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