Sales Fundamentals

Sales Fundamentals Online Course

Whether you’re a seasoned salesperson or brand new to the field, you need to know the basics. These fundamentals lay the foundation for a successful sales career. 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.

Course Outline


  • 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?
  • 3 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 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



The Cost Of Not Training

Sales is an integral part of every property management company. Today’s consumer demands an authentic approach. People want to be heard and feel understood. Not having the skills to meet today’s market needs will leave a huge gap and reduce overall revenue.

Never Miss Out On New Courses

Contact Us

Complimentary Educational Resources

Workplace Diversity Equity & Inclusion - Can’t We All Just Get Along
Diversity Equity Inclusion

Workplace Diversity, Equity, and Inclusion – Can’t We All Just Get Along?

It really has become a small world, hasn’t it?  The office environment continues to change due to the great diversity of people who are in ...
Read More →
A woman brushing a mans hand off her should showing the need for sexual harassment training and prevention in the workplace

Sexual Harassment Prevention in the Workplace – Training for Change

Sexual harassment in the workplace is an issue that continues to be reported by employees each year to the EEOC. The property management industry is ...
Read More →