Professional Selling in the Knowledge Economy

Overview/Description
 Since the beginning of time, wealth and power have been associated with control of the dominant form of capital supporting the economy. With the dawn of the Agricultural Age thousands of years ago, wealth and power became associated with the control of land. Those who controlled the most fertile or strategically defensible lands dominated the economy. As we enter the 21st century, we have reached a point where the abundant access to information has leveled the playing field of business, making knowledge the commodity of power in the Knowledge Economy. "Professional Sales in the Knowledge Economy" will reacquaint you with the timeless principles of success, introduce you to the new laws driving the knowledge economy, and introduce you to the proven strategies that will position you for successful selling.

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 plain of professional excellence. This program will prepare learners to climb the next rungs on the ladder of success.

Expected Duration
5.0 hours

Lesson Objectives:

The Knowledge Economy

  • recognize benefits of understanding the knowledge economy.
  • match the components of the knowledge pyramid to their corresponding examples.
  • recognize the four laws that drive the knowledge economy.
  • match the four laws that drive the knowledge economy to the impact each has on the sales profession.
  • match business paradigms to their appropriate descriptions.
  • choose the effect that the business paradigm adopted by a given professional seller will have on the outcome of a sale.

    • The Marketplace of the Knowledge Economy

  • recognize benefits of better understanding the marketplace of the knowledge economy.
  • identify factors of the marketplace affecting the sales professional.
  • identify the distribution channels of the Distribution Model.
  • match each stage of an offering's maturity along the innovation continuum to the distribution channel that would be used to sell an offering.

    • Selling in the Knowledge Economy

  • recognize benefits of understanding professional selling in the knowledge economy.
  • identify the critical criteria for positioning oneself in the marketplace.
  • identify how envisioning strategic triangles can positively impact sales.
  • identify the descriptions of the factors that affect sales.
  • match the basic selling styles to their descriptions.
  • identify examples of statements that contain the elements that influence buying behaviors.
  • sequence the steps in the buying cycle.

    • Course Number: SALE0402