Build smarter HR decisions with ethical and human-focused AI.
Build smarter HR decisions with ethical and human-focused AI.
Build smarter HR decisions with ethical and human-focused AI.
Course Overview
FOSM
Fundamentals of Sales Management
Build a confident sales foundation through process, prospecting, discovery, value, and follow-up.
What You Will Learn
participants will be able to:
- Understand the modern sales environment and buyer behavior.
- Follow a structured and effective sales process.
- Develop stronger prospecting and lead-generation skills.
- Qualify sales opportunities more effectively.
- Conduct impactful discovery conversations.
- Present value propositions with confidence and clarity.
- Handle customer objections professionally.
- Apply basic negotiation techniques.
- Improve closing and follow-up effectiveness.
- Support customer retention and growth opportunities.
Who Should Enroll?
This certification is designed for aspiring sales professionals, sales representatives, account executives, customer-facing employees, business development professionals, recent graduates, and individuals seeking a strong foundation in modern sales practices.
Skills You Will Build
- Prospecting and lead generation.
- Opportunity qualification.
- Customer discovery.
- Value communication.
- Sales presentation.
- Objection handling.
- Negotiation fundamentals.
- Closing techniques.
- Customer relationship management.
- Sales pipeline management.
- Modern sales fundamentals.
- Buyer journey understanding.
- Sales process management.
- Pipeline development.
- Lead qualification.
- Needs analysis.
- Value-based selling.
- Negotiation awareness.
Course Outline - Fundamentals of Sales
Module 1: The New World of Selling
- Why Modern Sales Matters in Today's Business World
- Foundational Sales Terms and the Evolution of Selling
- Transactional, Consultative, and Hybrid Sales Models
- The Modern Sales Team: Roles and Responsibilities
Module 2: The Psychology of Buying and Seller Behavior
- How Buyers Make Decisions: Emotion, Logic, and Risk
- Cognitive Biases and Persuasion Principles in Sales
- Building Rapport and Emotional Intelligence
- The Seller’s Mindset: Motivation, Resilience, and Growth
Module 3: Sales Process and Pipeline Foundations
- Why Process and Discipline Drive Sales Success
- Funnels, Pipelines, and Pipeline Stages Defined
- The Journey of an Opportunity Through the Pipeline
- Activity versus Outcome Metrics
Module 4: Prospecting and Lead Generation
- Why Prospecting Is the Engine of Sales Success
- Ideal Customer Profiles and Buyer Personas
- Inbound versus Outbound Prospecting
- Building and Prioritizing Your Prospect List
Module 5: Qualification and Opportunity Selection
- Why Qualification Is the Key to Sales Productivity
- Leads versus Opportunities
- The BANT Framework in Practice
- MEDDIC/MEDDICC for Complex Opportunities
Module 6: Sales Technology, CRM, and the Modern Toolkit
- The Modern Sales Tech Stack
- CRM as the System of Record
- Prospecting, Enrichment, and Engagement Tools
- Sales Enablement and Content Platforms
Module 7: Discovery Conversations and Needs Analysis
- The Power of Discovery in Sales
- Types of Discovery Questions
- Structuring a Discovery Conversation
- Active Listening and Note-Taking
Module 8: Presenting Value and Tailoring Solutions
- Why Value-Based Selling Is the Modern Advantage
- Features, Advantages, and Benefits
- Matching Solutions to Buyer Needs
- Storytelling and Building a Business Case
Module 9: Objection Handling and Negotiation Basics
- Why Buyers Object: Concerns as Clues
- The Five Common Objection Types
- A Structured Model for Handling Objections
- Negotiation: Protecting Margin and Value
Module 10: Closing, Follow-Up, and Post-Sale Growth
- Reading Closing Signals and Using Trial Closes
- Commitment Language and Next-Step Discipline
- Handover to Delivery and Customer Success
- Retention, Referrals, Upsell, and Account Growth
Learn at your convenience
*Note: These are self-paced courses, allowing learners to study independently at their own pace.
Build Your Skills. Advance Your Career.
