Fundamentals of Technology Sales (Coursera)

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.

What You Will Learn

• Explore career opportunities in emerging technologies such as cloud computing and cyber security.
• Understand how to consult, present, and solve problems with new technology for success in selling.
• Develop your knowledge of how to sell to private companies, public companies, and local, state, and federal governments.
• Learn a proven four-step methodology for success as a technology sales professionals.

Syllabus

WEEK 1
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.

WEEK 2
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.

WEEK 3
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.

WEEK 4
Closing the Sale
Explore the final stages of selling with an emphasis on sales pipeline management, closing deals, and sales goal planning and forecasting.

WEEK 5
Next Steps