Dell Technologies Becoming An Effective Seller

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Dell Technologies Becoming An Effective Seller

本课程是 Dell Technologies IT Sales Representative 专业证书的一部分

位教师：Develop with Dell

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4个模块

深入了解一个主题并学习基础知识。

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4个模块

深入了解一个主题并学习基础知识。

初级等级

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在 10 小时一周

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作业

10 任务¹

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授课语言：英语（English）

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该课程共有4个模块

This course is designed to equip you with the knowledge and skills to thrive in the dynamic IT sales industry. No previous experience is necessary. The course begins by exploring the core concepts of sustainability and its growing relevance in today's world, emphasizing the importance of integrating sustainable practices into business strategies. You will learn to develop industry acumen by identifying key elements that drive success in the IT sector.

The course also covers major technology trends, including artificial intelligence (AI), that are reshaping the IT sales landscape. You will learn to adapt your sales strategies and approaches based on evolving technology, customer preferences, and market conditions. You will also explore techniques for collaboratively creating solutions with clients during the sales process, fostering strong relationships and ensuring customer satisfaction. The course will guide you in creating an effective territory management plan, analyzing sales data, and identifying market trends to uncover opportunities and address challenges within your territory. By the end of this course, you will be able to: Identify key elements for developing industry acumen Describe traits of consultative customer centric mindset Understand the core concepts of sustainability and its relevance in today’s world. Demonstrate the use of AI-powered tools and analytics to enhance their sales tactics and improve customer engagement. Demonstrate the ability to adapt their sales strategies and approaches based on changing technology, customer preferences, and market conditions in the IT industry. Identify and articulate major technology trends, including AI, that are reshaping the IT sales landscape. Identify techniques for collaboratively creating solutions with clients during the sales process. Apply structured problem-solving techniques to propose tailored solutions that meet customer needs and drive sales success. Recognize and articulate common customer pain points within the IT industry. Analyze sales data and market trends to identify opportunities and challenges within their territory. Develop the skills to build and maintain strong relationships with clients and prospects. Create an effective territory management plan.

This module provides learners with a comprehensive understanding of the core concepts of sustainability and its relevance in today's world. Participants will explore the traits of a consultative, customer-centric mindset, essential for building strong client relationships. Additionally, learners will identify key elements for developing industry acumen, enabling them to stay informed and competitive in their field. This module is designed to enhance strategic thinking and industry knowledge in a professional setting.

涵盖的内容

17个视频3篇阅读材料3个作业

17个视频总计44分钟

What is ESG? 2分钟
ESG Origins and Growth Drivers 5分钟
Environmental Dimension of Sustainability 4分钟
Business Imperatives 4分钟
The Power of Putting Customers First 3分钟
The Growing Demand for Customer-Centric Mindsets 2分钟
Developing Your Customer-Centric Mindset 2分钟
Applying Customer-Centricity to Solve Problems 2分钟
Customer-Centric Mindset: Key Takeaways and Next Steps 1分钟
Beyond the Pitch: The Power of Consulting in Sales 2分钟
The Growing Demand for Trusted Consultation 4分钟
Establishing Your Consultative Mindset: Practical Techniques 2分钟
Applying the Consultative Mindset: Real World Examples 3分钟
Key Takeaways: Embrace the Consultative Approach 1分钟
Industry Acumen: The Unfair Advantage of IT Sales 2分钟
Industry Acumen: Transform Your Sales Approach 2分钟
Building Your Industry Acumen 3分钟

3篇阅读材料总计30分钟

Welcome 10分钟
Course Syllabus: Becoming an Effective Seller 10分钟
Recap 10分钟

3个作业总计80分钟

Business Acumen Assessment 60分钟
Sustainability Quiz 10分钟
Customer Centric Mindset Quiz 10分钟

This module equips learners with the ability to identify and articulate major technology trends, including AI, that are reshaping the IT sales landscape. Participants will learn to adapt their sales strategies and approaches based on evolving technology, customer preferences, and market conditions in the IT industry. Additionally, learners will understand how to utilize AI-powered tools and analytics to enhance their sales tactics and improve customer engagement. This module is designed to foster adaptability and innovation in a rapidly changing IT environment.

涵盖的内容

4个视频8篇阅读材料2个作业

4个视频总计13分钟

Key Technology Trends Transforming IT Sales 4分钟
Cultivating Adaptability in a Changing Landscape 3分钟
Developing and Demonstrating Adaptive Sales Skills 3分钟
AI Transforming Sales Processes 4分钟

8篇阅读材料总计80分钟

Hybrid Cloud: Navigating the New IT Infrastructure and Its Sales Implications 10分钟
The Zero Trust Imperative: Reshaping How Security is Sold and Bought 10分钟
Adapting to Technological Change: The Sales Professional’s Digital Toolkit 10分钟
Adapting to the Modern Buyer: Aligning Your Strategy with New Customer Preferences 10分钟
Adapting to Market Conditions: Thriving in a Climate of Economic Uncertainty 10分钟
The AI-Augmented Sales Funnel: A Tactical Guide to Smarter Selling 10分钟
Beyond the Buzzword: Using AI Analytics to Forge Deeper Customer Engagement 10分钟
Recap 10分钟

2个作业总计90分钟

IT Landscape Assessment 60分钟
Industry Research with AI 30分钟

This module empowers learners to effectively recognize and articulate common customer pain points within the IT industry. Participants will develop the skills to apply structured problem-solving techniques, enabling them to propose tailored solutions that meet customer needs and drive sales success. Additionally, learners will identify techniques for collaboratively creating solutions with clients during the sales process. This module is designed to enhance problem-solving capabilities and foster successful client engagements in the IT sector.

涵盖的内容

11个视频2篇阅读材料2个作业1次同伴评审

11个视频总计32分钟

Customer Pain Points 2分钟
Categories of Customer Pain Points 3分钟
Frameworks for Identifying Customer Pain Points 2分钟
Recognizing and Articulating Pain Points in Customer Interactions 3分钟
From Pain Points to Solutions 2分钟
Problem Solving Techniques for Sales 4分钟
Problem Solving: Exploration and Design 3分钟
Solution Validation and Presentation 4分钟
Specialized Problem-Solving Techniques 3分钟
Effective Communication Strategies for Problem Solving 4分钟
Communication Techniques for Specific Challenges 4分钟

2篇阅读材料总计25分钟

A Structured Framework for Sales Problem Solving 15分钟
Recap 10分钟

2个作业总计70分钟

Sales Problem Solving Assessment 60分钟
Customer Pain Points Quiz 10分钟

1次同伴评审总计30分钟

Diagnostic Questions Script 30分钟

This module equips learners with the ability to create effective territory management plans. Participants will develop the skills to build and maintain strong relationships with clients and prospects, ensuring sustained engagement and growth. Additionally, learners will learn to analyze sales data and market trends to identify opportunities and challenges within their territory. This module is designed to enhance strategic planning and relationship-building capabilities in a sales context.

涵盖的内容

12个视频2篇阅读材料3个作业1次同伴评审

12个视频总计41分钟

Your Sales GPS: Mastering Territory Management 4分钟
Essential Components of Effective Territory Management 3分钟
Essential Components of Effective Territory Management continued 4分钟
The 5-Step Territory Management Process 3分钟
Territory Management Process continued 2分钟
Pitfalls to Avoid and Territory Planning Tools and Resources 3分钟
Building Lasting Connections: Guide to Client Relationships 3分钟
Key Relationship Building Skills and Strategic Approaches 5分钟
Nurturing Long-term Relationships 3分钟
Data Driven Sales, Unlock Your Potential 3分钟
From Analysis to Action 5分钟
Overcoming Data Challenges & Building a Data Driven Sales Culture 4分钟

2篇阅读材料总计20分钟

Sales Territory Strategy Exemplar 10分钟
Course Summary 10分钟

3个作业总计120分钟

Becoming an Effective Seller Assessment 60分钟
Territory Management Quiz 30分钟
Customer Communication: Email 30分钟

1次同伴评审总计60分钟

Sales Territory Strategy 60分钟

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Develop with Dell

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