What does a sales representative do?

<text variant="body1">A sales representative is the primary point of contact for a customer in an organization and they are primarily responsible for qualifying new business, retaining existing business and managing key accounts.

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 Certificate?

When you enroll in the course, you get access to all of the courses in the Certificate, 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.

Key Skillsets for a Sales Representative

Q: What is the Zoho Sales Representative Professional Certificate Program?

<text variant="body1">The Zoho Sales Representative Professional Certificate Program is designed to equip aspiring and current sales professionals with the essential skills and knowledge to excel in a challenging marketplace.

This course is part of Zoho Sales Representative Professional Certificate

Instructor: Zoho CRM

Included with

Learn more

5 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

3 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

5 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

3 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

How to work on building your skillsets.
Key skillsets to execute a sales process.
How to build communication skills required in sales
How to build softskills for sales personality development.

Skills you'll gain

Tools you'll learn

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

9 assignments

Taught in English

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

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Build your Business Essentials expertise

This course is part of the Zoho Sales Representative Professional Certificate

When you enroll in this course, you'll also be enrolled in this Professional Certificate.

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 from Zoho Corporation

There are 5 modules in this course

"Key Skillsets for a Sales Representative" is designed to equip a sales representative with the ultimate go-to guide on how to start a successful career in sales. This combines the essential core skills as well as communication and soft skills required for any sales enthusiast to kick start a successful career in sales. By the end of this course, the learner will be able to:

Module details

This module will introduce the learner to the Sales Rep Professional Certificate Program, take them through the program objectives and course categories. By the end of this module, the learner will be introduced to core skills required for a sales rep in an organization.

What's included

7 videos4 readings1 assignment1 discussion prompt

7 videosTotal 26 minutes

About the Zoho Sales Representative Professional Certificate Program 3 minutes
Zoho CRM for businesses — An overview3 minutes
About the Key skillsets for a sales representative course3 minutes
The need for upskilling in your sales career6 minutes
Application of your sales skills3 minutes
How to work on building your skillsets: Short term Vs long term goals4 minutes
Types of skillsets — An overview5 minutes

4 readingsTotal 25 minutes

Components of the program5 minutes
Meet the Team10 minutes
Learning Objectives of this Professional Certificate Program5 minutes
Instructions to sign up for a Zoho CRM account5 minutes

1 assignmentTotal 30 minutes

Building your sales skillsets30 minutes

1 discussion promptTotal 10 minutes

Discussion prompt for learner introduction10 minutes

In this module, you will learn the core skillsets that are essential in building your sales career. These skills have a direct application in your day-to-day sales processes and establishing yourself in your sales career.

What's included

17 videos4 readings3 assignments

17 videosTotal 206 minutes

Key skillsets to execute a sales process5 minutes
Part A: Skills for Initiating the sale3 minutes
Part B: Skills for effective persuasion and negotiation4 minutes
Part C: Skills for Closing the sale3 minutes
[Optional] Video Podcast: Expert Segment on Strategic Sales Research—Where to Begin?27 minutes
Getting Started with Sales Pitches14 minutes
Delivering an effective sales pitch4 minutes
The art of persuasion8 minutes
Negotiating a deal skilfully7 minutes
Objection handling9 minutes
[Optional] Video Podcast: Expert Segment on Presentation and Sales Pitch43 minutes
Closing a deal — an overview5 minutes
Handling wins and losses objectively7 minutes
Key sales closing techniques8 minutes
Closing points— Budget, timelines and implementation6 minutes
Creating a follow-up plan7 minutes
[Optional] Video Podcast: Expert Segment on Value-based Negotiation and Deal Closure in Enterprise Sales47 minutes

4 readingsTotal 40 minutes

Building Research Skills10 minutes
Identifying and Adapting to the Buyer Persona 10 minutes
Analyzing Buyer Needs — Asking the Right Questions 10 minutes
Creating a unique value proposition 10 minutes

3 assignmentsTotal 210 minutes

Sales Scenario Analysis Assignment120 minutes
Sales Pitch Development60 minutes
Choose the Right Sales Approach for Each Scenario30 minutes

In this module, you will learn how to develop essential communication skills in sales in order to build and foster healthy customer relationships. This includes skills for writing, and speaking effectively via different communication platforms as well as in-person.

What's included

18 videos9 readings3 assignments2 discussion prompts

18 videosTotal 142 minutes

The need for effective communication in sales4 minutes
Speaking skills — How to initiate and hold a sales conversation3 minutes
Writing skills— What do salespeople write?7 minutes
Listening skills — What makes a conversation effective7 minutes
Holding the controls in a sales conversation6 minutes
The importance of face to face commucation — An overview4 minutes
Presentation skills6 minutes
Reading facial expressions and body language8 minutes
Types of sales phone calls — An overview4 minutes
Telephone conversations in sales — Challenges and importance3 minutes
Effective opening, middle and ending of a sales phone call6 minutes
Creating and using call scripts5 minutes
Language and accents5 minutes
Online communication platforms for sales — an overview4 minutes
Writing effective emails5 minutes
Socia media marketing vs social selling4 minutes
Challenges and benefits of online communication5 minutes
[Optional] Video Podcast: Expert Segment on Effective Sales Communication56 minutes

9 readingsTotal 270 minutes

Using communication platforms — An overview30 minutes
Understanding your audience30 minutes
The qualities of good speech30 minutes
Discussion skills30 minutes
Best time to call a customer30 minutes
Popular telephone modes and platforms30 minutes
Sales scenarios where online conversations are needed30 minutes
Live chat conversations30 minutes
Social media conversations and webforms30 minutes

3 assignmentsTotal 240 minutes

Creating Sales Telephone Scripts90 minutes
Email Writing for Project Management Software Sales120 minutes
Choose the Right Communication Approach for Each Sales Scenario30 minutes

2 discussion promptsTotal 20 minutes

What is the most challenging part of a telephone call with a customer?10 minutes
Spot and share some social media threads on customer complaint and resolution10 minutes

In this module, the learner will understand key soft skills including problem solving, team collaboration and critical thinking and interpersonal skills .

What's included

5 videos7 readings1 assignment

5 videosTotal 23 minutes

Importance of softskills in sales3 minutes
How to develop softskills6 minutes
Developing empathy for your customer4 minutes
Decision making 4 minutes
Dealing with conflicts and developing resolution 6 minutes

7 readingsTotal 210 minutes

Application of softskills for your life and career30 minutes
Critical thinking and analysis30 minutes
Problem solving 30 minutes
Time management 30 minutes
Team collaboration30 minutes
Establishing accountability 30 minutes
Presence of mind — thinking on your feet 30 minutes

1 assignmentTotal 30 minutes

Choose the Right Soft Skill for Each Sales Scenario30 minutes

This module is designed to equip the learner on the essential software skills required for any sales professional. We explore tools including spreadsheets, mobile apps and the CRM with the help of suitable examples.

What's included

7 videos7 readings1 assignment

7 videosTotal 45 minutes

Software skills for a sales rep — Purpose and benefits 3 minutes
Importance of being tech savvy in sales 4 minutes
Implementation of software applications in key sales areas 4 minutes
Presentation software for effective slideshows4 minutes
CRM for Sales reps4 minutes
[Optional] Video Podcast: Expert Segment Building Your Sales Tech Stack22 minutes
Congratulations on completing the course!3 minutes