The Profession of Selling

Overview/Description
 Consider how the following definitions relate to a successful career in sales: Principle - a rule or code of conduct; Strategy - a careful plan or method especially for achieving an end; and Skill - a developed or acquired ability. These three terms help describe the difference between sales as a profession, and sales as simply a job. "The Profession of Selling" course is designed to present the principles, strategies and skills that - when integrated into your sales career - will help you reach your personal and professional goals. This course will discuss important aspects of being a professional salesperson, and how life-long learning is vital to the professional salesperson.

Target Audience
 This series will be useful for learners beginning a career as a sales professional, as well as for seasoned sales people who are seeking to take their career to the next level. As with all Sales UniversityŽ programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plane of professional excellence. This program will prepare learners to climb the next rungs on the ladder of success.

Expected Duration
3.5 hours

Lesson Objectives:

Professional Selling

  • recognize benefits of understanding professional selling.
  • identify examples of the fundamental principles of ethical conduct.
  • match the elements of professional selling knowledge to examples.
  • identify ways in which given sales professionals implement the laws of success.
  • identify examples of the top six qualities of character that reveal professionalism.
  • identify examples of ways to demonstrate a commitment to professionalism.

    • Developing a Personal Heritage of Excellence

  • recognize the benefits of knowing what a personal heritage of excellence entails.
  • identify examples of the elements of a personal heritage of excellence.
  • match Maslow's four stages of learning to examples.
  • identify the stages of the learning curve.
  • identify examples of approaches to dealing with challenges encountered within each stage of the learning curve.
  • identify examples of approaches that cultivate a positive attitude toward learning.

    • Course Number: SALE0401