What Does IT Sales Entail?

Overview

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.

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.