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University of Maryland, College Park

Fundamentals of Technology Sales

University of Maryland, College Park via Coursera

Overview

With tens of thousands of jobs in technology sales available, this is a rapidly emerging opportunity that needs sharp people to make critical connections between technical solutions and technical buyers, company owners, and decision-makers. The rapid growth in artificial intelligence, blockchain, cloud computing, cyber security, Internet of Things, and more requires effective sales professionals to help bring these products and services to market.

Imagine helping transform an industry of business customers from traditional computers and large on-premise storage rooms littered with vulnerabilities and cyber threats to technologically advanced, low-cost, scalable technology and proven secure environments. With expert-led training and practice in this course, you’ll have the opportunity to confidently drive revenue for your employer and your customers.

Syllabus

  • Introduction to the Fundamentals of Technology Sales
    • Get acquainted with the learning experience and course format, meet the faculty, and connect with classmates from across the globe.
  • The Role of Technology in Technology Sales
    • Understand how emerging technologies are creating opportunities for sales professionals, and build your knowledge of cloud computing and cyber security.
  • The Four-Step Sales Process
    • Examine the critical steps of the sales process, and learn how to prospect, assess customer needs, and propose a solution to these needs.
  • Closing the Sale
    • Explore the final stages of selling with an emphasis on sales pipeline management, closing deals, and sales goal planning and forecasting.
  • Next Steps

Taught by

Dr. James V. Green

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