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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/frictionless-sales
课程评论：没有评论
课程名称：无摩擦销售管理 课程概述：本课程向您介绍无摩擦销售框架，以及如何使您的销售团队更高效、更有效。您将学习如何通过销售人员效率审计来衡量团队的有效性。课程将指导您如何创建一个与目标买家旅程和业务目标相一致的销售流程。此外，您还将了解如何创建有效的销售培训项目、招聘策略和员工培训流程，以帮助您筛选出最佳销售专业人才并培训他们取得成功。 课程结束时，您将能够： - 定义一个减少销售摩擦的销售流程，并基于目标买家的旅程进行设计 - 创建一个有效的销售培训和辅导计划 - 制定销售招聘策略，以便找到合适的团队成员 - 实施成功的销售入职流程，使新员工与业务目标保持一致 无论您目前的经验如何，本课程将指导您创建有效的销售流程，以及如何招聘、辅导和管理一个高效的销售团队。本课程适合所有希望在销售领域迅速发展的个人，无论您是找寻入门职位的职业转换者，还是希望在当前销售代表角色中提升技能的专业人士。开始学习无需任何背景知识或经验。 在整个课程中，您将完成实践练习，以应用所学技能，例如完成销售人员效率审计、绘制销售流程图和使用GROW模型实施辅导过程。 课程大纲： 第1部分：采用无摩擦销售思维 描述：在第一周，您将被介绍到无摩擦销售框架及其应用，帮助您的团队将更多时间用于销售，并与目标买家保持一致。您还将学习如何通过为销售团队提供持续学习和提升的机会来转变团队。 第2部分：建立销售流程 描述：在这一周，您将研究“工作理论”，了解如何帮助您针对正确的买家进行销售。您还将深入了解买家的旅程，探索这如何影响您的销售流程。 第3部分：辅导与发展销售团队 描述：在第三周，您将关注有效的销售培训项目对实现销售目标的重要性。您将学习各种辅导技巧，帮助团队成员更加成功。 第4部分：招聘与培训销售代表 描述：在最后一周，您将学习如何制定招聘最佳销售代表的策略，并创建确保他们成功的入职流程。您将获得一些有用的搜索、申请和面试技巧，为您的下一份工作做好准备。
Part: 1
Title:Adopting a Frictionless Sales Mindset
Description:In the first week you will be introduced to the Frictionless Selling Framework and how to apply this framework so your team can spend more time selling and be aligned with your target buyer. You’ll also learn how to transform your sales team by giving them consistent opportunities to learn and improve.
Part: 2
Title:Establishing a Sales Process
Description:This week you will examine the Jobs Theory and how it can be used to help you target the right buyers for the product you are selling. You’ll also dive deeper into the buyer’s journey and how this will shape your sales process.
Part: 3
Title:Coaching and Growing a Sales Team
Description:In the third week you will focus on the importance of an effective sales training program in reaching your sales goals. You’ll also learn various coaching techniques to help your sales team members become even more successful.
Part: 4
Title:Hiring and Onboarding Sales Reps
Description:In the final week you will learn how to develop a strategy for hiring the best sales representatives and how to create an onboarding process that will ensure their success. You’ll finish out the course with some helpful tips for searching, applying, and interviewing for your next role.
This course introduces you to the Frictionless Sales Framework and how it can enable your sales team to be more effective and efficient. You’ll learn how to measure your team’s effectiveness with a Rep Efficiency Audit. You will discover how to create a sales process that aligns with your targeted buyer’s journey as well as your business goals. You’ll also learn how to create an effective sales training program, hiring strategy and onboarding process to help you staff your team with the best sales professionals and train them to be successful. By the end of this course you will be able to: • Define a sales process that minimizes friction in sales and is based on the target buyer’s journey • Create an effective sales training and coaching program • Create a sales hiring strategy that enables you to find the right people for your team • Implement a successful sales onboarding process to align your new hires with your business goals Regardless of your current experience, this course will instruct you on how to create an effective sales process and how to hire, coach, and manage an effective sales team. This course is intended for anyone interested in jumpstarting their career in sales - whether you’re changing careers and looking for an entry-level role, or want to hone your skills in your current role as a sales representative. It does not require any background knowledge or experience to get started. Throughout the course, you will complete exercises that ask you to apply the skills you have learned in a practical way, such as completing a Rep Efficiency Audit, mapping your sales process, and implementing a coaching process using the GROW model.
