Build smarter HR decisions with ethical and human-focused AI.
Build smarter HR decisions with ethical and human-focused AI.
Build smarter HR decisions with ethical and human-focused AI.
Course Overview
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Learners enrolled
FOSM
Fundamentals of Sales Management
Build a confident sales foundation through process, prospecting, discovery, value, and follow-up.
What You Will Learn
participants will be able to:
- Understand the modern sales environment and buyer behavior.
- Follow a structured and effective sales process.
- Develop stronger prospecting and lead-generation skills.
- Qualify sales opportunities more effectively.
- Conduct impactful discovery conversations.
- Present value propositions with confidence and clarity.
- Handle customer objections professionally.
- Apply basic negotiation techniques.
- Improve closing and follow-up effectiveness.
- Support customer retention and growth opportunities.
Who Should Enroll?
This certification is designed for aspiring sales professionals, sales representatives, account executives, customer-facing employees, business development professionals, recent graduates, and individuals seeking a strong foundation in modern sales practices.
Skills You Will Build
- Prospecting and lead generation.
- Opportunity qualification.
- Customer discovery.
- Value communication.
- Sales presentation.
- Objection handling.
- Negotiation fundamentals.
- Closing techniques.
- Customer relationship management.
- Sales pipeline management.
- Modern sales fundamentals.
- Buyer journey understanding.
- Sales process management.
- Pipeline development.
- Lead qualification.
- Needs analysis.
- Value-based selling.
- Negotiation awareness.
Course Outline - Fundamentals of Sales
Module 1: The New World of Selling
- Modern buyer behavior.
- Changing sales expectations.
- Professional sales mindset.
Module 2: Sales Process and Pipeline Foundations
- Sales process stages.
- Pipeline basics.
- Opportunity movement.
Module 3: Prospecting and Lead Generation
- Prospecting methods.
- Lead generation discipline.
- Initial outreach planning.
Module 4: Qualification and Opportunity Selection
- Qualification criteria.
- Opportunity fit.
- Prioritization decisions.
Module 5: Discovery Conversations and Needs Analysis
- Questioning techniques.
- Needs analysis.
- Buyer problem understanding.
Module 6: Presenting Value and Tailoring Solutions
- Value communication.
- Solution alignment.
- Customer-specific presentation.
Module 7: Objection Handling and Negotiation Basics
- Objection response.
- Buyer concerns.
- Basic negotiation awareness.
Module 8: Closing, Follow-Up, and Post-Sale Growth
- Closing discipline.
- Follow-up actions.
- Retention and growth opportunities.
Module 9: Final Assessment
- Review sales fundamentals.
- Apply process knowledge.
- Confirm learning readiness.
Learn at your convenience
*Note: These are self-paced courses, allowing learners to study independently at their own pace.
Build Your Skills. Advance Your Career.
