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

包含在 Coursera Plus 中

了解更多

4个模块

深入了解一个主题并学习基础知识。

初级等级

推荐体验

1 周完成

在 10 小时一周

灵活的计划

自行安排学习进度

4个模块

深入了解一个主题并学习基础知识。

初级等级

推荐体验

1 周完成

在 10 小时一周

灵活的计划

自行安排学习进度

您将获得的技能

要了解的详细信息

可分享的证书

添加到您的领英档案

了解顶级公司的员工如何掌握热门技能

了解关于 Coursera for Business 的更多信息

Petrobras, TATA, Danone, Capgemini, P&G 和 L'Oreal 的徽标

积累 Cloud Computing 领域的专业知识

本课程是 Dell Technologies IT Sales Representative 专业证书专项课程的一部分

在注册此课程时，您还会同时注册此专业证书。

向行业专家学习新概念
获得对主题或工具的基础理解
通过实践项目培养工作相关技能
通过 Dell 获得可共享的职业证书

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1个插件

17个视频总计44分钟

What is ESG?2分钟
ESG Origins and Growth Drivers5分钟
Environmental Dimension of Sustainability3分钟
Business Imperatives3分钟
The Power of Putting Customers First2分钟
The Growing Demand for Customer-Centric Mindsets1分钟
Developing Your Customer-Centric Mindset2分钟
Applying Customer-Centricity to Solve Problems2分钟
Customer-Centric Mindset: Key Takeaways and Next Steps1分钟
Beyond the Pitch: The Power of Consulting in Sales2分钟
The Growing Demand for Trusted Consultation3分钟
Establishing Your Consultative Mindset: Practical Techniques2分钟
Applying the Consultative Mindset: Real World Examples2分钟
Key Takeaways: Embrace the Consultative Approach1分钟
Industry Acumen: The Unfair Advantage of IT Sales2分钟
Industry Acumen: Transform Your Sales Approach1分钟
Building Your Industry Acumen2分钟

3篇阅读材料总计30分钟

Welcome10分钟
Course Syllabus: Becoming an Effective Seller10分钟
Recap10分钟

3个作业总计80分钟

Sustainability Quiz10分钟
Customer Centric Mindset Quiz10分钟
Business Acumen Assessment60分钟

1个插件总计15分钟

Customer-Centric Mindset Activity15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 Sales3分钟
Cultivating Adaptability in a Changing Landscape3分钟
Developing and Demonstrating Adaptive Sales Skills2分钟
AI Transforming Sales Processes3分钟

8篇阅读材料总计80分钟

Hybrid Cloud: Navigating the New IT Infrastructure and Its Sales Implications10分钟
The Zero Trust Imperative: Reshaping How Security is Sold and Bought10分钟
Adapting to Technological Change: The Sales Professional’s Digital Toolkit10分钟
Adapting to the Modern Buyer: Aligning Your Strategy with New Customer Preferences10分钟
Adapting to Market Conditions: Thriving in a Climate of Economic Uncertainty10分钟
The AI-Augmented Sales Funnel: A Tactical Guide to Smarter Selling10分钟
Beyond the Buzzword: Using AI Analytics to Forge Deeper Customer Engagement10分钟
Recap10分钟

2个作业总计90分钟

Industry Research with AI30分钟
IT Landscape Assessment60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 Points1分钟
Categories of Customer Pain Points2分钟
Frameworks for Identifying Customer Pain Points1分钟
Recognizing and Articulating Pain Points in Customer Interactions2分钟
From Pain Points to Solutions2分钟
Problem Solving Techniques for Sales3分钟
Problem Solving: Exploration and Design2分钟
Solution Validation and Presentation4分钟
Specialized Problem-Solving Techniques3分钟
Effective Communication Strategies for Problem Solving3分钟
Communication Techniques for Specific Challenges3分钟

2篇阅读材料总计25分钟

A Structured Framework for Sales Problem Solving15分钟
Recap10分钟

2个作业总计70分钟

Customer Pain Points Quiz10分钟
Sales Problem Solving Assessment60分钟

1次同伴评审总计30分钟

Diagnostic Questions Script30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40分钟

Your Sales GPS: Mastering Territory Management4分钟
Essential Components of Effective Territory Management3分钟
Essential Components of Effective Territory Management continued3分钟
The 5-Step Territory Management Process2分钟
Territory Management Process continued1分钟
Pitfalls to Avoid and Territory Planning Tools and Resources3分钟
Building Lasting Connections: Guide to Client Relationships2分钟
Key Relationship Building Skills and Strategic Approaches4分钟
Nurturing Long-term Relationships2分钟
Data Driven Sales, Unlock Your Potential3分钟
From Analysis to Action4分钟
Overcoming Data Challenges & Building a Data Driven Sales Culture3分钟

2篇阅读材料总计20分钟

Sales Territory Strategy Exemplar10分钟
Course Summary10分钟

3个作业总计120分钟

Territory Management Quiz30分钟
Customer Communication: Email30分钟
Becoming an Effective Seller Assessment60分钟

1次同伴评审总计60分钟

Sales Territory Strategy60分钟

获得职业证书

将此证书添加到您的 LinkedIn 个人资料、简历或履历中。在社交媒体和绩效考核中分享。

位教师

Develop with Dell

Dell

12 门课程5,976 名学生

提供方

Dell

从 Cloud Computing 浏览更多内容

状态：免费试用
Coursera Instructor Network
Sales Analysis with Claude
课程
状态：免费试用
Dell
Develop with Dell: IT Sales
专项课程
状态：免费试用
Dell
Setting Up Your Sale
课程
状态：免费试用
Coursera Instructor Network
GenAI for Customer Communication
课程

人们为什么选择 Coursera 来帮助自己实现职业发展

Felipe M.

自 2018开始学习的学生

''能够按照自己的速度和节奏学习课程是一次很棒的经历。只要符合自己的时间表和心情，我就可以学习。'

Jennifer J.

自 2020开始学习的学生

''我直接将从课程中学到的概念和技能应用到一个令人兴奋的新工作项目中。'

Larry W.

自 2021开始学习的学生

''如果我的大学不提供我需要的主题课程，Coursera 便是最好的去处之一。'

Chaitanya A.

''学习不仅仅是在工作中做的更好：它远不止于此。Coursera 让我无限制地学习。'

通过 Coursera Plus 开启新生涯

无限制访问 10,000+ 世界一流的课程、实践项目和就业就绪证书课程 - 所有这些都包含在您的订阅中

了解更多

通过在线学位推动您的职业生涯

获取世界一流大学的学位 - 100% 在线

探索学位

加入超过 3400 家选择 Coursera for Business 的全球公司

提升员工的技能，使其在数字经济中脱颖而出

了解更多

常见问题

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

When you enroll in the course, you get access to all of the courses in the Certificate, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.