Best Free MOOCs In Business In January by: Jeff Schmitt on December 30, 2017 | | 7,203 Views December 30, 2017 Copy Link Share on Facebook Share on Twitter Email Share on LinkedIn Share on WhatsApp Share on Reddit Sales Strategies: Mastering the Selling Process School:Ā University of Chicago (Booth) Platform:Ā Coursera Registration Link:Ā REGISTER HERE Start Date:Ā January 1, 2018 (5 Weeks Long) Workload: 3-5 Hours Per Week Instructor:Ā Craig Wortmann Credentials:Ā In 2017, Worthmann joined Northwestern Universityās Kellogg School of Management as the founder and executive director of the Kellogg Sales Institute. Before that, he spent nine years with the University of Chicagoās Booth School of Business, where he received its 2012 Faculty Excellence Award. Outside class, Wortmann authored Whatās Your Story, which illustrates how sales professionals can use storytelling to build rapport, credibility, and urgency. His Booth course on āEntrepreneurial Sellingā was once named one of the top ten college courses by Inc., where he is also a columnist. A Kellogg MBA, Wortmann was previously a successful entrepreneur and leading sales rep at IBM. Graded:Ā Students must complete all assignments to pass the course. Description:Ā Every interaction is a sale. When you meet strangers, do they leave with the impression that youāre engaging and honorable? If not, youāve failed to close the sale. At home, can you convince your children to finish their homework or complete a choreā¦without threatening? If so, youāve made a sale. In essence, sales comes down to persuading someone to take action that they would normally avoid. It isnāt manipulation, but persuasion that results in a win-win for both parties. It is an exercise in partnership over power and learning over lecturing. Using lectures, readings, and exercises, Wortmann will show readers how to āacquire and delight customers, use selling skills in different contexts, tell powerful stories, manage the entrepreneurial selling process.ā Covering both the business-to-business and business-to-consumer markets, the course is designed to teach students how to sell themselves as much as a solution. In addition, Wortmann will also share trademark tools including a prospecting script, a list of consultative questions, and sample introductory emails and proposals to help guide students through the sales process. Review:Ā āCraig is spot on the topic of grooming us into the sales process. He makes it look is obvious that these are very basic and crucial steps in making sales. After spending 25+ years in technology profession, I was never introduced to a structured way of sales, that I got here first hand. I am really thankful to Craig and Coursera to have this high quality and high impact material available to global students.ā For additional reviews, click here. Previous Page Continue ReadingPage 2 of 20 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 Questions about this article? Email us or leave a comment below. Please enable JavaScript to view the comments powered by Disqus.