B2BS2_B2B_Sales_Strategies

Course Description and Competencies

What to Expect

In this course, you will work through four modules of material. Each module is broken down into smaller lessons. These lessons will help you strengthen your approach to the sales process. You will learn industry-standard sales methods, techniques for addressing buyer objections, creating a strong network, and more.

Throughout the course, you will find readings, videos, and a variety of interactive elements. These include knowledge checks, AI simulations, and more. Engaging with these activities reinforces new learning. It also complements the knowledge you bring to this area of study.

Course Competencies

This course covers the following competencies:

The student describes a standard methodology for learning new services.
The student describes sales methodologies and processes of leading market models.
The student applies sales techniques to address hesitation on the buyer's part and asks for the sale.
The student describes the process of creating a support network.
The student describes the process of creating a customer network.

Assessment

You will demonstrate competency through one performance-based assessment. This assessment consists of two individual tasks. You must achieve a ranking of Competent on each task to pass the course. You may attempt each task two times before additional support is necessary. If you require further attempts, please contact your Student Experience Team.

2 Final Projects

3 Competency Units

Course Outline

Module	Upon completion of this module, you will be able to:
Know Your Product	Describe how to see the big picture view of a product or service. Explain how to discern the features and functionality. Discuss ways to understand the customer experience. Demonstrate how to communicate a product’s or a service’s value with clarity. Demonstrate how to apply your knowledge to customer conversations. Construct your personal knowledge base of a product or service.
The Sales Process	Identify the main elements of a basic sales process. Describe the Challenger sales methodology. Describe the SPIN sales model. Describe the Sandler sales methodology. Describe the MEDDPICC sales methodology.
Applying the Sales Process	Apply prospecting techniques to identify sales leads. Explain the necessity of understanding the customer's problem. Describe the importance of solving the customer's problem. Explain the value of offering unique solutions to the customer's problem.
Networks and Support	Identify sources of peer support. Describe how to network with peers and mentors. Explain how to use social media to network. Identify sources of potential customers. Describe how to network with potential customers.

Technology Requirements

We want to be sure you have the tools to succeed! Review the Computer System and Technology Requirements to learn about the technology you'll need. If you have questions about your setup, contact support@academy.wgu.edu.

You will need Adobe Acrobat Reader DC. If you haven't already, download this free software. You may encounter an interactive form that contains fields that you can select or fill in. Review how to fill in a PDF form.

Key Contacts

Certificate Connect
Check out this online community to take advantage of course resources, including videos and tips from your educators. You can ask and answer questions, provide feedback on your progress, and interact with fellow students. You will find this platform in the Student Resources section of the course. Log on and do some exploring!

Technical Support
If you encounter technical issues, be sure to contact the Help Desk. Just submit a Support Request for assistance.

Program Support
Do you have questions about your account? Student Support has answers. They can help with billing, switching courses, and other requests. You can contact them at (888) 320-0540 or support@academy.wgu.edu.

Accommodations

WGU provides compliant and accessible learning experiences. If you require accommodation, please contact us at the start of the course. You can email disability@academy.wgu.edu.

We are committed to ensuring that all students with disabilities have equal access to WGU's services and materials. We strive to use best practices for accessibility. Our goal is to conform to existing U.S. laws, including the Americans with Disabilities Act and Section 504 and Section 508 of the Rehabilitation Act.

Our learning management system (LMS) platform is Open edX. Open edX’s commitment to accessible content is published in their Website Accessibility Policy.