Imagine transforming the way technology solutions are sold by focusing not just on the product, but on the value and collaboration it brings to your customers. How would mastering this change your approach to sales? Introduction to Tech Sales is a specialized course designed to equip learners with the knowledge and skills to sell technology products effectively. This course emphasizes the importance of Return on Investment (ROI) and co-creation in tech sales, aiming to provide strategies that resonate with the needs of the modern buyer.
![Coursera Instructor Network](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/http://coursera-university-assets.s3.amazonaws.com/8c/d7f0007e334af4b75f0a62d23d3e9b/coursera-instructornetwork-full-rgb-360x360.png?auto=format%2Ccompress&dpr=1&w=28&h=28)
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/1a4589dccee10648821b7ea23e5fca9a.png?auto=format%2Ccompress&dpr=1&q=80)
![Coursera Instructor Network](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/http://coursera-university-assets.s3.amazonaws.com/1f/12f34966bc432fac705ee3aebcbae3/coursera-instructornetwork-full-rgb-01.png?auto=format%2Ccompress&dpr=1&h=45)
(43 avis)
Expérience recommandée
Ce que vous apprendrez
Master the fundamentals of calculating and articulating the return on investment (ROI) for technology products.
Learn to collaborate with customers to create tailored, mutually beneficial solutions.
Develop strategies to build and maintain customer relationships based on value rather than price.
Become adept at shifting sales conversations from price to the value proposition of technology products.
Détails à connaître
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/31ebcba3851b87d1d8609abf15d0ff7e.png?auto=format%2Ccompress&dpr=1&w=24&h=24)
Ajouter à votre profil LinkedIn
4 devoirs
Découvrez comment les employés des entreprises prestigieuses maîtrisent des compétences recherchées
![Emplacement réservé](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/74c8747e8210831049cf88dd4eefe26c.png?auto=format%2Ccompress&dpr=2&blur=200&px=8&max-w=320)
![logos de Petrobras, TATA, Danone, Capgemini, P&G et L'Oreal](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/74c8747e8210831049cf88dd4eefe26c.png?auto=format%2Ccompress&dpr=1&w=320&h=70&q=40)
![Emplacement réservé](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/de1a6556fbe605411e8c1c2ca4ba45f1.png?auto=format%2Ccompress&dpr=2&blur=200&px=8&max-w=259)
![Certificat professionnel Coursera](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/de1a6556fbe605411e8c1c2ca4ba45f1.png?auto=format%2Ccompress&dpr=1&w=259&h=165&q=40)
Obtenez un certificat professionnel
Ajoutez cette qualification à votre profil LinkedIn ou à votre CV
Partagez-le sur les réseaux sociaux et dans votre évaluation de performance
![Emplacement réservé](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/de1a6556fbe605411e8c1c2ca4ba45f1.png?auto=format%2Ccompress&dpr=2&blur=200&px=8&max-w=333)
![Certificat professionnel Coursera](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/de1a6556fbe605411e8c1c2ca4ba45f1.png?auto=format%2Ccompress&dpr=1&w=333&h=215&q=40)
Il y a 4 modules dans ce cours
"Introduction to Tech Sales" is a comprehensive course designed to provide a deep understanding of tech sales within a B2B environment. Led by experienced instructor Jean Barnard, the course emphasizes the importance of ROI, co-creation, and thoroughly understanding the buyer's needs. Through its structured lessons, students will learn about the unique motivations behind technology purchases, the significance of ROI, and the process of co-creating solutions with customers. The course aims to equip participants with the skills to analyze and apply these concepts, thereby enhancing their effectiveness in selling technology products by aligning them with business goals and creating value for the buyer.
Inclus
1 vidéo1 lecture
This lesson covers the basics of tech sales, emphasizing that while the sales process may be familiar, the motivations behind technology purchases are unique. Businesses buy technology to increase revenue, decrease costs, or reduce risks, making it crucial to focus on value and ROI rather than just price.
Inclus
3 vidéos1 lecture1 devoir
In this lesson, you will delve into the concept of ROI in tech sales. Learn how to articulate and demonstrate the financial benefits of your tech products, showcasing how the investment will yield cost savings or revenue generation over time.
Inclus
3 vidéos2 lectures1 devoir
This lesson explores the process of co-creation, where you collaborate with your customer to develop tailored technology solutions that meet their specific needs. You will also learn about the importance of identifying and working with a customer advocate to ensure the success of these co-created solutions.
Inclus
3 vidéos1 lecture2 devoirs
Instructeur
![Jean Barnard](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera-instructor-photos.s3.amazonaws.com/b3/303fdb6cbf40e3b474878fcbff4954/Headshot.jpg?auto=format%2Ccompress&dpr=1&w=75&h=75&fit=crop)
Offert par
Recommandé si vous êtes intéressé(e) par Business Essentials
Coursera Project Network
Coursera Instructor Network
Fundação Instituto de Administração
Coursera Project Network
Pour quelles raisons les étudiants sur Coursera nous choisissent-ils pour leur carrière ?
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/growth_testimonials/passionate_learner/Felipe_Moitta.png?auto=format%2Ccompress&dpr=1&w=64&h=64&fit=crop)
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/growth_testimonials/passionate_learner/Jennifer_John.png?auto=format%2Ccompress&dpr=1&w=64&h=64&fit=crop)
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/growth_testimonials/passionate_learner/Larry_Tao_Wang_1.png?auto=format%2Ccompress&dpr=1&w=64&h=64&fit=crop)
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/growth_testimonials/passionate_learner/Chaitanya_Anand.png?auto=format%2Ccompress&dpr=1&w=64&h=64&fit=crop)
Avis des étudiants
43 avis
- 5 stars
69,76 %
- 4 stars
20,93 %
- 3 stars
9,30 %
- 2 stars
0 %
- 1 star
0 %
Affichage de 3 sur 43
Révisé le 9 févr. 2025
Thank you, Sir. Very informative - appreciated the insights and perspectives.
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/dbbd1f929548aa2b3b38c0e6b2887a0f.png?auto=format%2Ccompress&dpr=1&w=1344&h=548&q=30)
![Emplacement réservé](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/7a1c0e2e779c1ff27cae62480adfe003.png?auto=format%2Ccompress&dpr=2&blur=200&px=8&max-w=120)
![Coursera Plus](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/7a1c0e2e779c1ff27cae62480adfe003.png?auto=format%2Ccompress&dpr=1&w=120&h=15&q=40)
Ouvrez de nouvelles portes avec Coursera Plus
Accès illimité à 10,000+ cours de niveau international, projets pratiques et programmes de certification prêts à l'emploi - tous inclus dans votre abonnement.
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/5f44d3cc170f76b9fadb15e8592d4411.png?auto=format%2Ccompress&dpr=1&w=1344&h=548&q=30)
Faites progresser votre carrière avec un diplôme en ligne
Obtenez un diplôme auprès d’universités de renommée mondiale - 100 % en ligne
![](https://d3njjcbhbojbot.cloudfront.net/api/utilities/v1/imageproxy/https://coursera_assets.s3.amazonaws.com/images/653449eb209c5cc24d2935ed5a0f18cd.png?auto=format%2Ccompress&dpr=1&w=1344&h=548&q=30)
Rejoignez plus de 3 400 entreprises mondiales qui ont choisi Coursera pour les affaires
Améliorez les compétences de vos employés pour exceller dans l’économie numérique
Foire Aux Questions
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. 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.
When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
You will be eligible for a full refund until two weeks after your payment date, or (for courses that have just launched) until two weeks after the first session of the course begins, whichever is later. You cannot receive a refund once you’ve earned a Course Certificate, even if you complete the course within the two-week refund period. See our full refund policy.