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.

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Roles and Responsibilities of a Sales Representative

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Roles and Responsibilities of 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

4 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

Structure of a sales department in an organization.
List the roles and responsibilities of a sales rep.
Qualifying new business and retaining existing business.
Visualize a day in the life of a sales rep.

Skills you'll gain

Tools you'll learn

Customer Relationship Management (CRM) Software

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

18 assignments

Taught in English

91% of learners achieved a positive career outcome

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 4 modules in this course

The "Roles and Responsibilities of a Sales Representative" course is designed to help an entry-level sales professional gain a firm understanding of the primary expectations from their role and the skillsets required to meet those expectations effectively. Practical tips, expert interviews and hands-on assessments and suitable assignments make this course interesting, engaging and useful for a beginner in the world of 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 gain an understanding of the common structure of a sales department in an organization. This knowledge will help them get a good perspective on what their own responsibilities might be and how to collaborate with various other stakeholders to fulfill the organization's objectives in the big picture.

What's included

13 videos7 readings3 assignments

13 videosTotal 69 minutes

About the Zoho Sales Representative Professional Certificate Program 3 minutes
Zoho CRM for businesses — An overview3 minutes
About the Roles and Responsibilities of a Sales Representative Course2 minutes
Sales department structures — An overview10 minutes
Sales development representatives / Lead Development Rep/BDR7 minutes
Sales Representatives — [Inside sales rep / Account executive | Outside sales rep/ Account executive/ travelling sales rep]6 minutes
Product specialists / technical sales/ sales consultants4 minutes
Sales coaches5 minutes
Sales manager5 minutes
Working Together to Make a Sale — Overview6 minutes
Account Ownership (Co-ownership & team selling)6 minutes
Permissions and data sharing6 minutes
Understanding approval systems6 minutes

7 readingsTotal 55 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
Sales director/VP 10 minutes
Sales Department in a SaaS Company: Example 10 minutes
Collaborative Scenarios in Sales10 minutes

3 assignmentsTotal 90 minutes

Common structure of a sales department30 minutes
Structure of a sales department30 minutes
Sales collaboration30 minutes

In this module, the learner will undertand the primary role of a sales rep in qualifying new businesses and the steps they navigate in doing so.

What's included

20 videos4 readings6 assignments

20 videosTotal 98 minutes

Prospecting — Overview5 minutes
Validating contact information4 minutes
Identifying decision makers4 minutes
Setting appointments5 minutes
Needs analysis5 minutes
Qualification— Overview3 minutes
Solution mapping4 minutes
Market research5 minutes
Value proposition4 minutes
Objection handling5 minutes
Proposals — Overview5 minutes
Negotiation6 minutes
Discount approvals and quote review4 minutes
Quote conversions6 minutes
How closing a sale can lead to win or loss5 minutes
Winning a deal — Next steps5 minutes
Losing a deal — Analyzing reason for loss5 minutes
Invoicing and further actions6 minutes
Customer Retention5 minutes
Sales pipeline management6 minutes

4 readingsTotal 60 minutes

Making a Sales Pitch10 minutes
Qualification and conversion10 minutes
Navigating a sales process in the CRM10 minutes
Scenarios: How to implement Zoho CRM for different sales process flows30 minutes

6 assignmentsTotal 180 minutes

Customer Acquisition: Qualifying new business30 minutes
Prospecting30 minutes
Qualification30 minutes
Working with quotes30 minutes
Closing a sale30 minutes
CRM for new business qualification30 minutes

In this module, the learner will be able to understand the importance of retaining existing business via key account management and the generic process involved in doing so.

What's included

13 videos4 readings5 assignments

13 videosTotal 97 minutes

Building relationships beyond a sale5 minutes
Nurture and retain customers4 minutes
Opportunities to problem-solve and sell. 4 minutes
Define and target decision makers in the account organization6 minutes
Defining buyer persona/ICP4 minutes
Tailor made engagement5 minutes
Measure and improve5 minutes
[Optional] Video Podcast: Expert segment on Qualification of new business, Key account management38 minutes
Create tailor made upselling / cross selling engagement strategy6 minutes
Continuously monitor response and improve efforts6 minutes
Customer segmentation5 minutes
Personlized engagement5 minutes
Measuring performance5 minutes

4 readingsTotal 40 minutes

Segmenting target accounts10 minutes
Identifying Needs for Decision Makers 10 minutes
Work with key deliverables (case studies, comparison documents etc)10 minutes
AI in recommendations and predictions10 minutes

5 assignmentsTotal 150 minutes

Graded assessment : Account management30 minutes
Account Management30 minutes
Account based selling30 minutes
Upselling and Cross-selling30 minutes
Tools for Key account management30 minutes

This module will give an entry level sales professional some great practical tips and best practices on how to navigate their roles and responsibilities in the real sales world.

What's included

9 videos12 readings4 assignments

9 videosTotal 82 minutes

Overview — Day in the life of a sales rep5 minutes
Balancing act: Staying grounded during wins and motivated during losses4 minutes
CRM tasks for a sales rep— Getting started 4 minutes
Adding a lead in Zoho CRM - Demo2 minutes
Converting a lead to a contact in Zoho CRM - Demo3 minutes
Adding an Activity in Zoho CRM - Demo6 minutes
Creating a Deal in Zoho CRM - Demo4 minutes
[Optional] Video Podcast: Expert Segment on Sales Collaboration, A day in the life of a sales rep, Dos and don'ts in Sales53 minutes
Congratulations on completing the course!2 minutes