Develop with Dell: Sales Program

What Does IT Sales Entail?

This is the first course in a series of courses designed to prepare you for a career in Sales. This 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. This course is aimed at people interested in starting a career in IT Sales. Learners are not required to have prior sales or technical experience. This course is recommended for students who are beginning their career journey or transitioning to a different career.

Learning Objectives

By the end of this course, you will be able to:

• Communicate relevant information about their background, education, skills, and experience in a concise format. 

• Identify and describe behaviors associated with the NACE Career Readiness Competencies

• Analyze sales job posting requirements and the ways in which the learners' experience aligns to each.

• Summarize typical tasks required in entry-level sales roles.

• Be able to identify ways to demonstrate active listening. 

• Identify and apply principles of professional communication.

• Identify and demonstrate effective strategies for qualifying opportunities.

• Describe the sequence and significance of each stage of the sales process.

• Use knowledge of buyer types and motivations to craft probing questions appropriate for each buyer type. 

Setting Up Your Sale

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. 

Learning Objectives

By the end of this course, you will be able to:

• Describe the importance of regular customer research Identify the various sources of information involved in customer research. 

• Identify the factors that are key for establishing credibility & trust with customers (and what happens without it) Adopt a mindset of building trust with customers. 

• Identify the five key areas for establishing rapport.

• Identify strategies for compelling insights to the right contact within the customer organization.

• Describe the benefits of As a Service (aaS) models. 

• Describe the reasons that digital transformation is important to organizations. 

• Describe key data center technologies.

• Describe the relationship between software and external hardware in the functioning of a computer. 

• Identify the key components of a computer.  

• Discuss, understand, and practice probing and drill-down questioning to uncover further important customer information. 

Selling with Confidence

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 aimed at people interested in starting a career in IT Sales, so learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career and those looking for a career change or transition.

Learning Objectives

By the end of this course, you will be able to:

• Communicate the ways that a proposed solution will deliver business value. 

• Evaluate the relationship between value propositions and buyer motivations.

• Identify the four key components of a value proposition.

• Identify common types of customer objections.

• Use three step approach (acknowledge, understand, respond) to address customer issues. 

• Build and deliver a value proposition to secure customer commitment.

• Identify best practices for keeping control of the call.

RNMKRS

Students receive access to an app enabling role play sales interactions with a virtual, artificially intelligent, customer bot. Students can complete an unlimited number of practice role plays to prepare for the RNMKRS Sales Competition in the RNMKRS app on their phone. This provides practical application of the knowledge and skills of the sales process through real-time feedback and coaching along with a scoring dashboard that identifies areas for continued practice and improvement. 

Speed Sell is another app by RNMKRS that allows students to develop their elevator pitch. Students use the Pitch Perfector to discover and develop their story, practice their pitch with the bot…in an elevator! 

Students receive feedback as they work to successfully reach the Top Floor with their pitch.