In Course 1, we set the foundation for the Art of Sales Specialization and offer a new mindset for becoming a high-performer in sales. We will discuss the Knowledge, Skill and Discipline that you need to stand out in your industry, and create a goal for you to reach by the end of the specialization. Finally, you will learn how to talk about yourself and your business. You will build your personal Sales Trailer and learn how to get into and out of sales conversations quickly and effectively.
本课程是 The Art of Sales: Mastering the Selling Process 专项课程 专项课程的一部分
Customer Segmentation and Prospecting
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课程信息
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学生职业成果
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完成这些课程后已开始新的职业生涯
40%
通过此课程获得实实在在的工作福利
学生职业成果
43%
完成这些课程后已开始新的职业生涯
40%
通过此课程获得实实在在的工作福利
100% 在线
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第 1 门课程（共 4 门）
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初级
完成时间大约为9 小时
英语（English）
字幕：英语（English）, 越南语
教学大纲 - 您将从这门课程中学到什么
完成时间为 2 小时
Week 1: It All Starts With a Goal
Week 1 will cover the purpose of the course and the foundational framework of knowledge, skill and discipline. We will tackle the expectations for the course and what to anticipate over the next several weeks. Finally, we will discuss the flow of the course and the assignments required for success.
完成时间为 2 小时
8 个视频 （总计 12 分钟）, 8 个阅读材料
8 个视频
Meet Craig Wortmann1分钟
Course 1 Introduction30
Setting a Sales Goal1分钟
Salesperson Vs. Advisor2分钟
Knowledge, Skill, Discipline Framework2分钟
Barter Exercise54
Role Play: Barter Exercise2分钟
8 个阅读材料
Meet The Team10分钟
How Do I Get The Most Out Of This Course?10分钟
FAQ10分钟
The 3 Clear Points of Week 15分钟
Worksheets and Readings30分钟
Final Project Prep Assignment: Setting a Sales Goal30分钟
Final Project Prep Assignment: Knowledge Skill Discipline Framework - Course 130分钟
Capstone Prep Assignment - Barter Project5分钟
完成时间为 3 小时
Week 2: Selling is a Contact Sport
Week 2 gets you ready to make contact with the market. What problem are you solving? What is your target market? Who are the customers within that target market and how will you talk to them? We will discuss and determine several ways to narrow your target list and learn how to write the perfect introductory email.
完成时间为 3 小时
5 个视频 （总计 9 分钟）, 4 个阅读材料, 1 个测验
5 个视频
Preparation - Targeting2分钟
Lead Generation2分钟
Meeting Preparation Checklist53
Email Introductions2分钟
4 个阅读材料
The 3 Clear Points of Week 210分钟
Worksheets and Readings30分钟
Final Project Prep Assignment: Targeting1小时
Capstone Prep Assignment - Barter Project10分钟
1 个练习
Final Project Prep Assignment: Writing an Introductory Email30分钟
完成时间为 2 小时
Week 3: Selling Happens in a Conversation
Week 3 will equip you with a framework for a sales conversation that you can use in social situations and many other settings. This part of the sales process is where you are trying to generate leads and determine which prospects are potential customers and which are dead-ends. We will explore how to “on-ramp” a prospect into the right kind of conversation such that you can quickly determine whether this person has potential.
完成时间为 2 小时
6 个视频 （总计 16 分钟）, 4 个阅读材料
6 个视频
Working a Room6分钟
The Sales Trailer1分钟
The 3rd and 4th Gears59
Role Play: Working a Room5分钟
Building an Exit53
4 个阅读材料
The 3 Clear Points of Week 310分钟
Readings30分钟
Final Project Prep Assignment: The Art of the Sales Conversation1小时
Capstone Prep Assignment - Barter Project10分钟
完成时间为 5 小时
Week 4: Qualify, Hard and Early
In Week 4 we explore the actions to take if the person you are talking to turns out to NOT be a prospect. We will also look at what changes when someone might be a prospect. Finally, we will talk about qualifying which helps quickly determine if someone can and will do business with you.
完成时间为 5 小时
5 个视频 （总计 6 分钟）, 3 个阅读材料, 2 个测验
5 个视频
When it Doesn’t Work (How You Exit a Conversation)1分钟
When it Works (How You Solidify a Lead)1分钟
Qualify1分钟
Course 1 Closing55
3 个阅读材料
The 3 Clear Points of Week 45分钟
Readings30分钟
Capstone Prep Assignment - Barter Project10分钟
1 个练习
Final Project Prep Assignment: The Art of the Sales Conversation2小时
审阅
4.8
来自CUSTOMER SEGMENTATION AND PROSPECTING的热门评论
由 LL 提供Jul 19, 2018
I learned so much from Craig in this course about how to improve my sales efforts. I'm excited to take the entire series of courses, and to further improving. Thank you to him and the team.
由 PS 提供Jul 7, 2018
The course is create, Craig explains really well each step. But is all about you to do your homework and got to experience... Do all the exercises and you will have the best of the course.
由 SJ 提供Mar 21, 2019
Great information for sales professionals. Some of the things you will learn include sending compelling emails to prospects and how to qualify a lead fast. I highly recommend this class.
由 MA 提供Oct 29, 2019
Awesome Course, Highly Educative for persons working in sales capacity. I learned much and have managed to apply teaching towards being the best in my market. Thank you Craig and Team
关于 西北大学
Northwestern University is a private research and teaching university with campuses in Evanston and Chicago, Illinois, and Doha, Qatar. Northwestern combines innovative teaching and pioneering research in a highly collaborative environment that transcends traditional academic boundaries.
关于 The Art of Sales: Mastering the Selling Process 专项课程
Close more deals and improve the performance of any sales team. The Art of Sales Specialization is designed to make you more effective and efficient as you pursue your sales goals. Understand how to stand out in the crowd, attract customers, and build support for your initiatives within your company. Knowing how to “get to yes” is a crucial skill that can improve many facets of your life. Prepare to be tested, taught, and transformed as you learn to locate new customers and get great results.
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