Sales Fundamentals Coursework


Sales Fundamentals Certification

Course Duration: 12 hours - Requisition: 28 days

Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money.

The Sales Fundamentals coursework will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale. Participants will become more confident, handle objections, and learning how to be a great closer.

Career Pathway 

  • Family Business Owner
  • Franchise Owner
  • Small Business Owner
  • Entertainment Manager
  • Travel Manager
  • Sales Manager


  • Case Study
  • Multiple choice questions quiz


  • Gain quality workplace skills and experience to help launch your career.
  • Develop work-related skills and experiences that are recognized by employers. 
  • Develop independence and confidence in an adult learning environment. 
  • Gain an insight into various industry areas to help you decide on a career pathway. 
  • Potentially gain recognition for prior learning for your previous study or work.
  • High-quality course written by industry experts with easy to understand course content
  • Course materials provided online with unlimited tutor support – no textbooks to buy
  • Gain an Australian Certificate upon your successful completion of coursework (Certificate hard copy will be posted to you)
  • Course may be tax deductible - see your tax advisor

Coursework Objectives:

  • Understand the language of sales
  • Prepare for a sales opportunity
  • Begin the discussion on the right foot
  • Make an effective pitch
  • Handle objections
  • Seal the deal
  • Follow up on sales
  • Set sales goals
  • Manage sales data
  • Use a prospect board

Course Contents

Sales and Marketing

Module One: Getting Started

Coursework Objectives

Module Two: Understanding the Talk

Types of Sales

Common Sales Approaches

Glossary of Common Terms

Case Study

Module Two: Review Questions

Module Three: Getting Prepared to Make the Call

Identifying Your Contact Person

Performing a Needs Analysis

Creating Potential Solutions

Case Study

Module Three: Review Questions

Module Four: Creative Openings

A Basic Opening for Warm Calls

Warming up Cold Calls

Using the Referral Opening

Case Study

Module Four: Review Questions

Module Five: Making Your Pitch

Features and Benefits

Outlining Your Unique Selling Position

The Burning Question That Every Customer Wants Answered

Case Study

Module Five: Review Questions

Module Six: Handling Objections

Common Types of Objections

Basic Strategies

Advanced Strategies

Case Study

Module Six: Review Questions

Module Seven: Sealing the Deal

Understanding When It’s Time to Close

Powerful Closing Techniques

Things to Remember

Case Study

Module Seven: Review Questions

Module Eight: Following Up

Thank You Notes

Resolving Customer Service Issues

Staying in Touch

Case Study

Module Eight: Review Questions

Module Nine: Setting Goals

The Importance of Sales Goals.

Setting SMART Goals

Case Study

Module Nine: Review Questions

Module Ten: Managing Your Data

Choosing a System That Works for You

Using Computerized Systems

Using Manual Systems

Case Study

Module Ten: Review Questions

Module Eleven: Using a Prospect Board

The Layout of a Prospect Board

How to Use Your Prospect Board

A Day in the Life of Your Board

Case Study

Module Eleven: Review Questions

Module Twelve: Wrapping Up

Words from the Wise

Course curriculum

  • 1
    Module 01
    • Sales Fundamentals Getting Started
  • 2
    Module 02
    • Sales Fundamentals Understanding the Talk
    • Sales Fundamentals Case Study Module 02
    • Sales Fundamentals Module 02 Quiz
  • 3
    Module 03
    • Sales Fundamentals Getting Prepared to Make the Call
    • Sales Fundamentals Case Study Module 03
    • Sales Fundamentals Module 03 Quiz
  • 4
    Module 04
    • Sales Fundamentals Creative Openings
    • Sales Fundamentals Case Study Module 04
    • Sales Fundamentals Module 04 Quiz
  • 5
    Module 05
    • Sales Fundamentals Making Your Pitch
    • Sales Fundamentals Case Study Module 05
    • Sales Fundamentals Module 05 Quiz
  • 6
    Module 06
    • Sales Fundamentals Handling Objections
    • Sales Fundamentals Case Study Module 06
    • Sales Fundamentals Module 06 Quiz
  • 7
    Module 07
    • Sales Fundamentals Sealing the Deal
    • Sales Fundamentals Case Study Module 07
    • Sales Fundamentals Module 07 Quiz
  • 8
    Module 08
    • Sales Fundamentals Following Up
    • Sales Fundamentals Case Study Module 08
    • Sales Fundamentals Module 08 Quiz
  • 9
    Module 09
    • Sales Fundamentals Setting Goals
    • Sales Fundamentals Case Study Module 09
    • Sales Fundamentals Module 09 Quiz
  • 10
    Module 10
    • Sales Fundamentals Managing Your Data
    • Sales Fundamentals Case Study Module 10
  • 11
    Module 11
    • Sales Fundamentals Using a Prospect Board
    • Sales Fundamentals Case Study Module 11
    • Sales Fundamentals Module 11 Quiz
  • 12
    Module 12
    • Sales Fundamentals Wrapping Up
  • 13
    Sales Fundamentals eBook
    • Sales Fundamentals - eBook
  • 14
    Rate Sales Fundamentals Course
    • Rate Sales Fundamentals Course

Our courses can be used to turn your career towards a new direction

Those who have completed courses in fields unrelated to their careers show an open and interested mind, an enthusiastic attitude and a lust for life.

Do You Have Any Questions?

We are happy to assist you in any course or bundle enquiries that you may have.