Coursera

Professional Selling: Step 3 - Become a High-Performer (Coursera)

Offered by University System of Georgia,

Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales call preparation, execution, and follow up. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers.

Class Deals by MOOC List - Click here and see Coursera's Active Discounts, Deals, and Promo Codes.

articipants in Course Three will gain skills in planning a sales call from beginning to end while also seeking out opportunities to connect with the prospect. Important to successfully engaging with the prospect is being able to present and quantify the product as a solution to the prospect's problems. Successful salespeople need to be able to manage objections, build trust, and gain commitment as well as follow up with their prospect and turn them into a buyer.
Course 3 of 3 in the Professional Selling: 3 Steps to High-Performance Specialization.

Syllabus

WEEK 1: Sales Call Preparation
WEEK 2: Presenting the Solutions
WEEK 3: Handling Objections
WEEK 4: Gaining the Commitment
WEEK 5: Importance of Follow Up

Go to Class

MOOC List is learner-supported. When you buy through links on our site, we may earn an affiliate commission.

Related Courses

Coursera

Dell

Setting Up Your Sale (Coursera)

CS: Information & Technology

Welcome to the Dell Technologies “Setting Up Your Sale” course. This is the first course in a series of courses designed to prepare you for a career in Sales. The first course provides an overview of sales careers and how to prepare for those careers, while providing foundational professional skills and the basics of an IT sales campaign.

Sep 14th 2026

3 Weeks

Sales Career Development CRM

Coursera

EIT Digital

Marketing Strategy for Entrepreneurs (Coursera)

Management & Leadership Marketing & Communication

You live a hands-on-life, and you intend continuing doing so! That is why I guess you already have checked where the QR-code (the logo) for this course lead to, right? And it is in such kind of setting you prefer hands-on-learning. Things you can do, already today, is something you value. You actually did not start this course when enrolling it. You started it long ago, Either as a customer somewhere, or just maybe thinking about marketing for some time. Or maybe you are already working on marketing, of you yourself or maybe your own company. Or as employed somewhere of course. In all these situations what matter is action. Action that contribute to your marketing-journey.

Sep 7th 2026

5-12 Weeks

Analysis Marketing Entrepreneur

Coursera

University System of Georgia

Professional Selling: Step 2 - Prepare Like a High-Performer (Coursera)

Marketing & Communication Business

Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of prospecting and establishing needs. Learners will gain a clear understanding of the prospecting process and the fundamental skills required to build lasting, long-term, trusting relationships with customers.

Sep 14th 2026

4 Weeks

Selling Sales Sales Leaders

Coursera

IE Business School

Gestión del canal de distribución y retailing (Coursera)

Management & Leadership Marketing & Communication

Hoy en día la estrategia de distribución es parte del ADN de muchas empresas y la gestión correcta de la misma es fundamental para el éxito de tu producto o servicio. Los canales necesitan ser planificados a largo plazo combinando las siguientes áreas principalmente: perfil de compañía, estructura de portafolio y posicionamiento de precio, política de go-to-market, trade y retail marketing, comercio electrónico y manejo de ventas global.

Sep 7th 2026

4 Weeks

Management Marketing Sales

Coursera

FIA Business School

Strategic Sales Management Final Project (Coursera)

Business

Welcome to Course 5 – Strategic Sales Management Final Project. In this course, you’ll develop the final project of the specialization, which is an application of the whole set of concepts, models, frameworks, tools, and techniques discussed and practiced through the four previous courses. A business case provides the business context to serve as the reference to support your analyses regarding strategy, marketing, and sales integration. The case is adapted from a real-life experience. Having developed these analyses, you will follow the project instructions that lead you to the application of the concepts you have learned so far, and proceed to the sales planning processes to support the development of a sales guidelines, which will support the sales planning process in a later moment.

Sep 14th 2026

4 Weeks

Management Marketing Sales

Coursera

West Virginia University

Compensation, Expenses and Quotas (Coursera)

Management & Leadership Business

This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.

Sep 14th 2026

4 Weeks

Business Management Sales

Coursera

FIA Business School

Effective Sales - An Overview (Coursera)

Business

This specialization course focus on providing conceptual and practical guidance on sales planning and management. The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment with the strategic guidelines of the company.

Sep 7th 2026

4 Weeks

Strategy Sales Business Strategy

Coursera

West Virginia University

Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues (Coursera)

Business

In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales managers.

Sep 14th 2026

4 Weeks

Management Ethics Sales

Coursera

FIA Business School

Models & Frameworks to Support Sales Planning (Coursera)

Business

In this course, you’ll go through a conceptual approach to selling models and frameworks. As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes. This course is aimed at professionals who seek improvement in conceptual support to the sales planning process, especially with an emphasis on applying selling models and frameworks methodology.

Sep 7th 2026

4 Weeks

Models Business Strategy Sales Management

Coursera

Dell

Selling with Confidence (Coursera)

CS: Information & Technology

This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition.

Sep 14th 2026

3 Weeks

Sales CRM Value Proposition

Coursera

FIA Business School

Construção de Relacionamentos em Vendas Orientada a Dados (Coursera)

Statistics & Data Analysis Business

Nossas boas-vindas ao Curso Construção de Relacionamento em Vendas Orientada a Dados. Neste curso, você aprenderá métodos sobre data analytics para o ambiente dos profissionais de vendas. Ao final deste curso, você será capaz de avaliar relacionamentos entre o desempenho de vendas e os gastos relacionados; agrupar por semelhança itens, produtos ou serviços e, por fim, realizar recomendações de produtos para clientes sob características preestabelecidas.

Sep 28th 2026

4 Weeks

Sales Data Analysis Regression Modeling

Coursera

Arizona State University

Business English: Marketing and Sales (Coursera)

Languages & Literature

If you work in marketing, sales, or advertising, you already know that effective communication is a requirement. This can be even more difficult when expressing your ideas in a persuasive manner in English. In this course, you will learn to use English more efficiently while joining successful global professionals around the world.

Sep 14th 2026

5-12 Weeks

Marketing English Languages