Selling & Sales Management

via Coursera Specialization

Go to class Write review

Details

Go to class

Provider

Coursera Specialization
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Sessions

Self-Paced
Level

Beginner

Found in

Overview

AI, Data Science & Cloud Certificates from Google, IBM & Meta — 40% Off

One plan covers every Professional Certificate on Coursera. 40% off Coursera Plus Annual.

Unlock All Certificates

This Specialization provides a structured introduction to modern selling, sales communication, and sales leadership. Learners begin by building foundational skills in ethical relationship selling, strategic planning, prospecting, and professional sales practices. The first course emphasizes research, preparation, networking, and customer-focused behaviors essential for developing long-term client relationships and achieving sales success. The program then progresses into communication and persuasion skills required for effective buyer interactions. Learners enhance their ability to communicate clearly, listen actively, assess buyer readiness, present solutions through storytelling, handle conflict, negotiate effectively, address objections, and close sales with confidence and professionalism. A strong focus is placed on relationship-based communication that builds trust and customer satisfaction. In the final course, learners move from individual selling skills to sales management and customer relationship leadership. Covers customer follow-up, recruiting and training sales teams, budgeting, forecasting, and more. This Specialization is based on the book Selling & Sales Management, by Lisa Spiller.

Syllabus

Course 1: Foundations of Ethical Selling and Strategic Preparation
Course 2: Mastering Communication, Persuasion, and Buyer Engagement
Course 3: Building Customer Relationships and Leading Sales Teams

Courses

0 reviews

View details

Strong customer relationships and effective sales leadership are essential for driving long-term business growth and maintaining competitive advantage. This course explores the strategies and tools required to manage customer interactions, lead high-performing sales teams, and use analytics to improve sales performance and productivity. Learners will gain practical skills in customer follow-up, account management, sales team recruitment, training, and leadership. The course also provides hands-on insights into budgeting, sales forecasting, and performance analysis, enabling participants to make informed decisions that support both customer satisfaction and organizational success. What makes this course unique is its integration of customer relationship management, sales leadership, and analytics into a single learning experience. Through practical frameworks, case studies, and real-world applications, learners will understand how to align team performance with customer retention and revenue growth goals. This course is ideal for sales professionals, account managers, team leaders, business development specialists, and aspiring sales managers seeking to strengthen their leadership and customer management capabilities. Basic knowledge of sales operations or customer service processes is recommended. This course is part of a three-course Specialization designed to provide a comprehensive learning pathway in this subject area. While it delivers standalone value and practical skills, learners seeking a more integrated and in-depth progression may benefit from completing the full Specialization. This Specialization is based on the book Selling & Sales Management, by Lisa Spiller. Copyright ©2022 by Sage Publications Limited. All rights reserved, including rights for text and data mining and training of artificial technologies or similar technologies. Published by Sage Publications Limited, London. Used by arrangement with Sage Publications Limited.
0 reviews

View details

Ethical selling is a critical skill for building long-term client relationships and sustaining business success in today’s competitive marketplace. This course introduces learners to the principles of ethical relationship selling while developing the strategic preparation skills needed to approach sales opportunities with confidence and professionalism. Learners will explore how to research prospects, prepare effectively for sales interactions, and create value-driven strategies that align with customer needs. The course also helps participants strengthen planning, networking, and prospecting abilities, enabling them to build stronger pipelines and improve overall sales performance. What sets this course apart is its balance of ethical sales theory with practical, real-world applications. Through case studies, actionable techniques, and strategic frameworks, learners gain skills they can immediately apply in professional selling environments. This course is ideal for aspiring sales professionals, business students, entrepreneurs, and customer-facing professionals seeking to strengthen their sales and relationship-building capabilities. No advanced sales experience is required, making it suitable for learners at the beginner to intermediate level. This course is part one of a three-course Specialization designed to provide a comprehensive learning pathway in this subject area. While it delivers standalone value and practical skills, learners seeking a more integrated and in-depth progression may benefit from completing the full Specialization. This Specialization is based on the book Selling & Sales Management, by Lisa Spiller. Copyright ©2022 by Sage Publications Limited. All rights reserved, including rights for text and data mining and training of artificial technologies or similar technologies. Published by Sage Publications Limited, London. Used by arrangement with Sage Publications Limited.
0 reviews

View details

Effective communication and persuasion are essential skills for sales professionals seeking to build trust, influence buyer decisions, and achieve successful outcomes. This course explores proven strategies for engaging buyers, communicating with confidence, and navigating every stage of the sales process with professionalism and impact. Learners will develop practical skills in active listening, emotional intelligence, persuasive storytelling, and buyer engagement techniques. Through actionable frameworks and real-world sales scenarios, the course helps participants strengthen client relationships, identify buyer readiness, handle objections effectively, and negotiate with confidence to improve sales performance. What sets this course apart is its balance of communication theory and real-world application. Learners gain hands-on insights into presenting with impact, managing conflict constructively, and applying persuasive communication techniques that lead to meaningful and measurable sales results. This course is ideal for sales professionals, account managers, business development specialists, entrepreneurs, and customer-facing professionals who want to strengthen their communication and negotiation skills. A basic understanding of sales processes or customer interactions will be beneficial. This course is part two of a three-course Specialization designed to provide a comprehensive learning pathway in this subject area. While it delivers standalone value and practical skills, learners seeking a more integrated and in-depth progression may benefit from completing the full Specialization. This Specialization is based on the book Selling & Sales Management, by Lisa Spiller. Copyright ©2022 by Sage Publications Limited. All rights reserved, including rights for text and data mining and training of artificial technologies or similar technologies. Published by Sage Publications Limited, London. Used by arrangement with Sage Publications Limited.