What Does IT Sales Entail? from Coursera

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.

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.

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

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

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 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.

See salaries and explore the career path for Sales 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.

See salaries and explore the career path for Account Manager

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.

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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.

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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.

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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.

See salaries and explore the career path for Solution Architect

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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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What Does IT Sales Entail?

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