Introduction to Technical Sales

All over the world today, companies are experiencing problems they don't know how to solve, engineers are designing next generation products and don't know how to meet a new level of performance, and businesses might not know about options to get their new products to market faster, cheaper, and more effectively. In this course, you will begin to discover why Technical Sales professionals are needed in these environments and how to engage in them.

As a participant, you will:

Differentiate between business to business (B2B) and business to consumer (B2C) sales using real world examples and applications.
Explain the customer journey as a process involving marketing, sales, and operations.
Identify your authentic rapport building processes and how they can be used to develop trust and familiarity with the customer through the sales cycle.

Instructional Plan

The Technical Sales microcredential is composed of the following 3 learning modules:

Module 1 - An Introduction to Business to Business (B2B) and Business to Consumer (B2C) Sales
Module 2 - An Introduction to the Customer Journey
Module 3 - Skills of a Successful Sales Representative Past & Present

Within each module is an interactive lesson and instructional resources which will prepare you to pass the short quizzes.

Assessments

This microcredential is assessed by three auto-graded quizzes with matching, multiple-choice numerical and true/false question types. Earners must receive at least a 80% score on all quizzes, and can do so using unlimited attempts.

Earning Criteria

Earners will have received at least 80% or higher on three quizzes, which tests on business to business and business to consumer sales, the customer journey and sales representative skills.

Sample Lesson

Watch this three-minute presentation to gain an overview of the learning experience. Meet the instructor and see how he steps you through key points in digital transformation and global pressures driving it with clear audio narration and attractive visual presentation.

Watch the Introduction to Technical Sales Sample Lesson

Meet Your Instructor - Andrew Robinson

With over 20 years in sales, Andy Robinson is a passionate leader of diverse teams dedicated to exceeding expectations. He is an expert in OEM Sales in strength building relationships with key accounts that lead to mutually beneficial business relationships. As the Director of Sales and Marketing for Winchester Interconnect, he believe that Sales plays an invaluable role in connecting customers to the solutions, that connecting engineers to engineers enables speed to market and mutual success, and that Sales significantly contributes to the success of any organization.

His focus is developing a course that will provide you with a foundational knowledge for beginning a career in technical sales.

Finance - Estimating & Planning

Finance - Time Value of Money and Expected Value

Digital Transformation

Get Ready to Learn

Clarkson students, faculty and staff: All students at Clarkson are encouraged to earn microcredentials. Sign up to get started right away. When you click to enroll, login using Clarkson email and proceed to microcredential learning.

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Introduction to Technical Sales

Skills

Delivery

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Prerequisites

Completion