When will I have access to the lectures and assignments?

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

What will I get if I subscribe to this Specialization?

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Is financial aid available?

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

B2B and Territory Sales Strategies and Techniques

3 days left! Save on skills that make you shine with 40% off 3 months of Coursera Plus. Save now

B2B and Territory Sales Strategies and Techniques

This course is part of multiple programs.

Instructor: Fatimata Hane

12,003 already enrolled

Included with

Learn more

4 modules

Gain insight into a topic and learn the fundamentals.

126 reviews

Intermediate level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

126 reviews

Intermediate level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

What you'll learn

Gain the ability to analyze market data and geographic information to segment territories strategically.
Develop skills in applying advanced sales methodologies, specifically in B2B environments.
Learn to conduct thorough assessments of client needs through direct interaction, observation, and the use of analytical tools.
Acquire proficiency in using modern CRM software and analytics platforms.

Skills you'll gain

Tools you'll learn

Customer Relationship Management (CRM) Software

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

4 assignments

Taught in English

See how employees at top companies are mastering in-demand skills

Learn more about Coursera for Business

logos of Petrobras, TATA, Danone, Capgemini, P&G and L'Oreal

Build your subject-matter expertise

This course is available as part of

When you enroll in this course, you'll also be asked to select a specific program.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 4 modules in this course

Did you know that companies with well-defined sales territories can see up to 30% increases in overall sales productivity? This short course was created to help sales professionals and managers accomplish mastery in managing sales territories and leveraging sales technologies for enhanced performance.

By completing this course, you'll be able to strategically map out and manage sales territories, understand and meet client needs through consultative selling, and utilize the latest CRM and analytics tools to boost your sales efficiency. These skills are essential for any sales professional looking to increase effectiveness and productivity immediately in their role. More specifically, in this 2-hour course, you will learn how to assess and plan sales territories strategically, apply advanced B2B sales techniques for better client engagement, and master technological tools that drive sales performance. This project is unique because it integrates practical territory management with advanced sales strategies and technology utilization, providing a holistic approach to modern sales challenges. In order to be successful in this project, you will need a basic understanding of sales principles and a keen interest in leveraging technology to solve complex sales problems.

Module details

This course in B2B and Territory Sales Strategies and Techniques equips you with essential skills for excelling in B2B sales. It includes strategic territory management, advanced sales methods, and the use of cutting-edge sales technologies. The course focuses on understanding B2B markets, identifying target customers, assessing competition, and developing region-specific sales strategies.

What's included

1 video1 reading

You will develop the skills to strategically assess, plan, and manage sales territories effectively. This includes understanding territory dynamics, identifying key prospects, and implementing tailored sales strategies to maximize revenue generation within assigned territories.

What's included

2 videos3 readings1 assignment

2 videosTotal 17 minutes

Understand Territory Dynamics to Unlock Strategic Opportunity8 minutes
Mapping Your Success: Essential Steps for Effective Territory Planning and Resource Allocation9 minutes

3 readingsTotal 35 minutes

Hands-On Activity: SWOT Analysis for Territory Strategy10 minutes
Hands-On Activity: Compare Your SWOT Analysis Chart and Action Plan10 minutes
Relationships Between Sales Management Control, Territory Design, Salesforce Performance, and Sales Organization Effectiveness15 minutes

1 assignmentTotal 9 minutes

Lesson 1 Practice Quiz9 minutes

You will learn and apply advanced B2B sales techniques to engage with clients, build relationships, and close deals successfully. This outcome encompasses consultative selling approaches, value proposition communication, objection handling, and negotiation strategies specifically tailored to B2B environments.

What's included

2 videos1 reading1 assignment

Upon completion of this lesson, you will be able to effectively utilize sales technologies and tools, including CRM systems, sales analytics platforms, and other relevant tools, to optimize sales performance within B2B contexts. You will demonstrate proficiency in leveraging these tools to enhance productivity, streamline processes, and make informed decisions to support efficient sales operations