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Roles and Responsibilities of a Sales Representative

This course is part of Zoho Sales Representative Professional Certificate

Instructor: Zoho CRM

Included with

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4 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

Structure of a sales department in an organization.
List the roles and responsibilities of a sales rep.
Qualifying new business and retaining existing business.
Visualize a day in the life of a sales rep.

Skills you'll gain

Tools you'll learn

Customer Relationship Management (CRM) Software

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

18 assignments

Taught in English

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Build your Business Essentials expertise

This course is part of the Zoho Sales Representative Professional Certificate

When you enroll in this course, you'll also be enrolled in this Professional Certificate.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate from Zoho Corporation

There are 4 modules in this course

The "Roles and Responsibilities of a Sales Representative" course is designed to help an entry-level sales professional gain a firm understanding of the primary expectations from their role and the skillsets required to meet those expectations effectively. Practical tips, expert interviews and hands-on assessments and suitable assignments make this course interesting, engaging and useful for a beginner in the world of sales. By the end of this course, the learner will be able to:

This module will introduce the learner to the Sales Rep Professional Certificate Program, take them through the program objectives and course categories. By the end of this module, the learner will gain an understanding of the common structure of a sales department in an organization. This knowledge will help them get a good perspective on what their own responsibilities might be and how to collaborate with various other stakeholders to fulfill the organization's objectives in the big picture.

What's included

13 videos7 readings3 assignments

13 videos Total 69 minutes

About the Zoho Sales Representative Professional Certificate Program 3 minutes
Zoho CRM for businesses — An overview 3 minutes
About the Roles and Responsibilities of a Sales Representative Course 2 minutes
Sales department structures — An overview 10 minutes
Sales development representatives / Lead Development Rep/BDR 7 minutes
Sales Representatives — [Inside sales rep / Account executive | Outside sales rep/ Account executive/ travelling sales rep] 6 minutes
Product specialists / technical sales/ sales consultants 4 minutes
Sales coaches 5 minutes
Sales manager 5 minutes
Working Together to Make a Sale — Overview 6 minutes
Account Ownership (Co-ownership & team selling) 6 minutes
Permissions and data sharing 6 minutes
Understanding approval systems 6 minutes

7 readings Total 55 minutes

Components of the program 5 minutes
Meet the Team 10 minutes
Learning Objectives of this Professional Certificate Program 5 minutes
Instructions to sign up for a Zoho CRM account 5 minutes
Sales director/VP 10 minutes
Sales Department in a SaaS Company: Example 10 minutes
Collaborative Scenarios in Sales 10 minutes

3 assignments Total 90 minutes

Common structure of a sales department 30 minutes
Structure of a sales department 30 minutes
Sales collaboration 30 minutes

In this module, the learner will undertand the primary role of a sales rep in qualifying new businesses and the steps they navigate in doing so.

What's included

20 videos4 readings6 assignments

20 videos Total 98 minutes

Prospecting — Overview 5 minutes
Validating contact information 4 minutes
Identifying decision makers 4 minutes
Setting appointments 5 minutes
Needs analysis 5 minutes
Qualification— Overview 3 minutes
Solution mapping 4 minutes
Market research 5 minutes
Value proposition 4 minutes
Objection handling 5 minutes
Proposals — Overview 5 minutes
Negotiation 6 minutes
Discount approvals and quote review 4 minutes
Quote conversions 6 minutes
How closing a sale can lead to win or loss 5 minutes
Winning a deal — Next steps 5 minutes
Losing a deal — Analyzing reason for loss 5 minutes
Invoicing and further actions 6 minutes
Customer Retention 5 minutes
Sales pipeline management 6 minutes

4 readings Total 60 minutes

Making a Sales Pitch 10 minutes
Qualification and conversion 10 minutes
Navigating a sales process in the CRM 10 minutes
Scenarios: How to implement Zoho CRM for different sales process flows 30 minutes

6 assignments Total 180 minutes

Customer Acquisition: Qualifying new business 30 minutes
Prospecting 30 minutes
Qualification 30 minutes
Working with quotes 30 minutes
Closing a sale 30 minutes
CRM for new business qualification 30 minutes

In this module, the learner will be able to understand the importance of retaining existing business via key account management and the generic process involved in doing so.

What's included

13 videos4 readings5 assignments

13 videos Total 97 minutes

Building relationships beyond a sale 5 minutes
Nurture and retain customers 4 minutes
Opportunities to problem-solve and sell. 4 minutes
Define and target decision makers in the account organization 6 minutes
Defining buyer persona/ICP 4 minutes
Tailor made engagement 5 minutes
Measure and improve 5 minutes
[Optional] Video Podcast: Expert segment on Qualification of new business, Key account management 38 minutes
Create tailor made upselling / cross selling engagement strategy 6 minutes
Continuously monitor response and improve efforts 6 minutes
Customer segmentation 5 minutes
Personlized engagement 5 minutes
Measuring performance 5 minutes

4 readings Total 40 minutes

Segmenting target accounts 10 minutes
Identifying Needs for Decision Makers 10 minutes
Work with key deliverables (case studies, comparison documents etc) 10 minutes
AI in recommendations and predictions 10 minutes

5 assignments Total 150 minutes

Graded assessment : Account management 30 minutes
Account Management 30 minutes
Account based selling 30 minutes
Upselling and Cross-selling 30 minutes
Tools for Key account management 30 minutes

This module will give an entry level sales professional some great practical tips and best practices on how to navigate their roles and responsibilities in the real sales world.

What's included

9 videos12 readings4 assignments

9 videos Total 82 minutes

Overview — Day in the life of a sales rep 5 minutes
Balancing act: Staying grounded during wins and motivated during losses 4 minutes
CRM tasks for a sales rep— Getting started 4 minutes
Adding a lead in Zoho CRM - Demo 2 minutes
Converting a lead to a contact in Zoho CRM - Demo 3 minutes
Adding an Activity in Zoho CRM - Demo 6 minutes
Creating a Deal in Zoho CRM - Demo 4 minutes
[Optional] Video Podcast: Expert Segment on Sales Collaboration, A day in the life of a sales rep, Dos and don'ts in Sales 53 minutes
Congratulations on completing the course! 2 minutes

12 readings Total 120 minutes

Planning the Day for Sales Reps 10 minutes
Prioritization of Tasks for Sales Reps 10 minutes
Speaking to customers 10 minutes
Collection of interviews with new sales reps 10 minutes
Reading for Sales Reps 10 minutes
Working out and staying physically fit 10 minutes
Effective Communication for Sales Reps 10 minutes
Adaptability in Sales 10 minutes
The Power of Collaboration in Sales 10 minutes
Closing a Deal in Zoho CRM— Instructions 10 minutes
Working with the Record Detail Page in Zoho CRM — Instructions 10 minutes
CRM on the Go — Using the Zoho CRM Mobile App (Instuctions) 10 minutes

4 assignments Total 120 minutes

A Day in the life of a sales rep 30 minutes
A day in the life of a sales rep 30 minutes
Cultivating healthy sales habits 30 minutes
Day-to-day action items in CRM for sales reps 30 minutes

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Instructor

Zoho CRM

Zoho Corporation

5 Courses 3,369 learners

Offered by

Zoho Corporation

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Frequently asked questions

The Zoho Sales Representative Professional Certificate Program is designed to equip aspiring and current sales professionals with the essential skills and knowledge to excel in a challenging marketplace.

A sales representative is the primary point of contact for a customer in an organization and they are primarily responsible for qualifying new business, retaining existing business and managing key accounts.

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.