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Course Description

Regardless of your role, everyone is a salesperson. When you work for a company, whenever you interact with someone outside your organization, you represent the company. That makes every single person, regardless of his or her job title, a salesperson of sorts. Non-sales selling is any activity that has the potential to directly or indirectly influence client satisfaction and the customer’s perception of offerings. It could be indirect like crafting a sales brochure or as direct as returning a call to a sales representative with vital client information.

Non-sales selling, in contrast to traditional sales selling encompasses consultative and suggestive sales tactics and approaches that uncover potential needs of both external and internal stakeholders. In addition, non-sales selling also involves advocating for a direction by selling yourself and your ideas and persuading others within your organization to provide their resources (time, budget, and support). Many of us in the workforce engage in non-sales selling daily. Our course will examine the relevance and importance of non-sales selling in the contemporary business world. 

Learner Outcomes

Course Goal: To understand and foster the “Everyone Sells Culture” and for all students to embrace the power of communication and active listening in order to succeed with internal and external stakeholders.

Course Learner Outcomes:

  • Define non-sales selling and identify the emergence and importance of this sales evolution.
  • Distinguish the differences between traditional/transactional and consultative/relationship and suggestive selling
  • Identify “explicit” needs of the customer prospect and or fellow employees by questioning and conducting active listening protocols. 
  • Understand the basics of surface negotiation when dealing with customers, prospects, and internal stakeholders.
  • Discover the importance of building a relationship selling strategy for long-term engagement.
  • Embrace the fact that everyone in an organization has sales responsibility.

Applies Towards the Following Certificates

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Type
Online
Days
T, Th
Time
11:50AM to 1:00PM
Dates
Jun 28, 2022 to Aug 11, 2022
Campus
Web-based Instruction
Schedule and Location
Contact Hours
18.0
Location
  • Web-based Instruction
Delivery Options
Course Fee(s)
Course Fee credit (2 units) $385.00
Potential Discount(s)
Available for Credit
2 units
Section Notes

Late Registrations Notice: 

 

Self enrollment will be available until 11:59PM PT of the day before the 2nd class session. If you are enrolling late, please contact PaCE Support as soon as possible at help@professional.ucsb.edu or 805-893-4200 to request access to the online class.


How to Access Your Online Course:

 

One business day after enrollment but no sooner than 2 weeks before the beginning of the course, you will receive an email with detailed instructions on how to access your online course. You don’t need to take any action until you receive that email. Please note that you will not be able to access your online course until all the steps highlighted in that email are complete.
 


Required Textbook(s):
No required textbook. Instructor will assign web links, blogs, case studies and articles.
 

No refunds after 7/11/22