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.
Übungsprojekt
This project includes applied exercises and case analyses designed to help learners apply core sales concepts in real-world contexts. Across all three courses, learners practice ethical selling, strategic preparation, communication and persuasion, negotiation and objection handling, customer relationship management, and sales leadership. Structured analytical and reflective activities strengthen practical understanding and decision-making in professional sales scenarios.
