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Online course Essentials in Sales Skills

Understand and set up a customer-centric sales strategy and explore sales tactics

  • Learn how to find customers, understand their needs, build strong relationships, add value and adapt for different customer profiles
  • Discover how sales can be disrupted by technology
  • Prepare to take the leap as a confident sales professional

What you will learn

In today’s competitive environment, knowing how to build relationships with customers, and create seamless customer journeys, is critical for sales success. By following this sales skills course, you’ll:


Official Vlerick certificate


100% online, self-paced programme


Get immediate access

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Detailed Programme

This programme comprises 5 modules – each diving into a different aspect of sales management.

Module 1:

Introduction to customer-selling

  • Discover how to create value for your customer, as well as for your own organization
  • Understand the importance of customer-centricity
  • how to manage customer expectations
Module 2:

Identifying your customers: portfolio analyses

  • Learn how to focus your efforts on the right customers
  • Identify key customers for your company
  • how to deploy your time and resources effectively by targeting the right customers
Module 3:

Understanding your customers’ journeys and their corresponding needs

  • Understand the importance of customer journeys and use them to identify value-creating opportunities
  • Identify pain points in the customer journey
  • Discover the importance of working with internal stakeholders to meet the needs of external stakeholders
  • Learn how to engage with your customer at every step of their journey
Module 4:

Adapting your sales process to create value

  • Discover the importance of a value proposition – and learn how to craft one
  • Explore customer needs
  • Understand your potential customer’s social style, so you can adapt your own
  • Identify the questions they may ask – and the responses you should give
  • how to handle objections and close deals
Module 5:

Selling in the digital age

  • Learn how technology shapes the B2B buying and sales process
  • Discover the impact of the digitally-empowered customer
  • Understand the typical buying process and integrate it with the new hybrid selling process
  • Understand the role of marketing in the new digital sales process

Learn through different learning formats

This online journey brings together learning formats including videos, interviews, questionnaires, case studies and real-life examples - alongside background reading and questions to help you reflect on your experience.

Study wherever and whenever suits you

ou can start Essentials in Sales Skills at any time – and study wherever and whenever suits you. It takes around 10 to 12 hours to complete the programme and you can split this time over a maximum of three months.

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Why this programme?
Who should attend?

By the time you complete this programme, you’ll understand all the skills you need to make sales and build customer relationships. You’ll understand how to map your customer’s journey, allocate the right resources and collaborate with internal stakeholders to create value for customers – and integrate digital sales approaches. Whether you’re about to start out in sales, or you’re already leading a sales team, this programme will help you polish your skills, coach your colleagues – and become even more successful.

  • Professionals who want to strengthen their sales skills and become more confident
  • Professionals who don’t sell as a part of their role, but would like to get some understanding of it
  • Professionals who want to want to know how to attract and retain customers, how to do sales talks and close deals
  • Sales representatives, account managers, entrepreneurs, sales managers and directors

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INTERESTED?

Essentials in Sales Skills

  • Understand and set up a customer-centric sales strategy and explore sales tactics
  • Buy the programme now and you can start developing your skills and knowledge right away