Sales Fundamentals

Starting a leasing career in property management requires a solid foundation in sales beginning with the fundamentals. 

You’ll start this course with an overview of sales and how ethics impact the business-customer relationship. You’ll then review communication in sales, typical sales processes, and helpful tools that boost productivity. By the end of the course, you’ll have a solid understanding of the basics of sales.

A leasing agent showing a couple a unit

Course outline

  • Introduction to sales
  • The importance of ethics in sales
  • Basic sales communication skills
  • Integrating your sales and marketing efforts
  • An overview of the sales pipeline
  • Aligning sales with the buyer’s journey
  • Essential sales tools
  • What is a CRM system?
  • Training time: 1.5 hours
  • Language: English
  • Exam and certificate upon completion
  • Cost: $14.95 per seat


  • What is sales?
  • Sales is about building relationships
  • Common sales terms
  • What are sales processes and methods?
  • Who’s on a sales team?
  • Summary

The Importance of Ethics in Sales

  • Sales and standards
  • Are the stereotypes true?
  • Why ethical decisions are essential
  • Ethical pitfalls
  • What would you do?
  • How would you react?
  • Staying ethical
  • Company card conundrum
  • Summary


Basic Sales Communication Skills

  • Introduction
  • Why is communication important in sales?
  • What good communicators do
  • Check your understanding
  • Summary

Integrating Your Sales and Marketing Efforts

  • Two sides of the same coin
  • What roles do sales and marketing play?
  • Different roles, same objective
  • What happens when teams aren’t aligned?
  • Collaboration, not competition
  • Where sales and marketing meet
  • Creating a collaborative environment
  • Check your understanding
  • Summary


An Overview of the Sales Pipeline

  • Imagine this
  • What is a sales pipeline?
  • What does a typical pipeline look like?
  • Typical pipeline stages
  • Moving through the pipeline
  • Elements of a healthy pipeline
  • Summary

Aligning Sales With the Buyer’s Journey

  • Hit or miss?
  • What is the buyer’s journey?
  • Three stages of the buyer’s journey
  • Why the buyer’s journey matters in sales
  • Aligning with every stage
  • Tips and tricks
  • Summary


Essential Sales Tools

  • Flourishing or fumbling?
  • What are sales tools?
  • How tools can improve your process
  • Common types of sales tools
  • Getting to know your team’s toolkit
  • Summary

What Is a CRM System and Why Is It Important in Sales?

  • First day on the job
  • What is a CRM?
  • What is a CRM system used for?
  • What can a CRM system do?
  • CRM software features
  • How can CRM systems elevate relationship-building?
  • Summary



  • Sales is about relationships
  • Communication is key
  • Consider your process
  • Pick up your toolkit


Where learning leads

Taking our Sales Fundamentals course offers significant benefits for both individual learners and education directors by enhancing their ability to connect authentically with today’s consumers.

For individual learners, this is essential because mastering the skills to genuinely engage with customers can prevent missed opportunities and boost their professional success. For education directors, developing a team skilled in modern sales techniques is crucial to close gaps in market needs and drive revenue growth.

Our training focuses on understanding customer needs and fostering authentic interactions, which are key for staying competitive in the property management industry.

Where learning leads for individuals: mastering modern sales techniques results in more effective customer engagements and increased sales performance. Where learning leads for education directors: it ensures the team meets market demands effectively, enhancing the company’s financial health.


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