No sales, no business. It's the most fundamental fact of commerce. However, sales is often one of the most misunderstood and mismanaged aspects of business, despite its obvious and enormous importance. This course will take a deep dive into the sales function and why it’s essential to a destination organization.

Upon successful completion of this course, attendees will:

  • Learn basic sales strategies and tactics
  • 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

The Fundamentals of Sales course consists of:

  • 10 modules
    • Each module contains a PDF of the slide deck, which you can download and print.
    • Each module contains a video.  Click the play arrow to watch the full video.  At the conclusion of the video, click the "x" in the upper right-hand corner to close the video.
    • Each module contains a quiz.  Once you close the video, you will be able to access the quiz.  You will have unlimited attempts to pass the quiz, but you must successfully pass the quiz before you can move on to the next module.
    • Once you have completed all modules, you will then be able to access the final exam.      
  • Knowledge checks
  • Additional readings and resources
  • Final exam

Please note:  The PDM courses are not eligible for CDME continuing education credits.

Key:

Complete
Failed
Available
Locked
Module 1: Welcome
Module 1: Presentation Slides
Open to download resource.
Open to download resource.
Module 1: Video
Open to view video.
Open to view video.
Module 2: Destination Organizations/CVB Sales and Services vs. Hotels Sales and Services
Module 2: Presentation Slides
Open to download resource.
Open to download resource.
Module 2: Video
Open to view video.
Open to view video.
Module 2: Knowledge Check
3 Questions  |  Unlimited attempts  |  2/3 points to pass
3 Questions  |  Unlimited attempts  |  2/3 points to pass
Module 3: Understanding and Positioning the Destination Assets
Module 3: Presentation Slides
Open to download resource.
Open to download resource.
Module 3: Video
Open to view video.
Open to view video.
Module: 3 Knowledge Check
3 Questions  |  Unlimited attempts  |  2/3 points to pass
3 Questions  |  Unlimited attempts  |  2/3 points to pass
Module 4: Sales 101: Prospecting and Qualifying
Module 4: Presentation Slides
Open to download resource.
Open to download resource.
Module 4: Video
Open to view video.
Open to view video.
Module 4: Knowledge Check
3 Questions  |  Unlimited attempts  |  2/3 points to pass
3 Questions  |  Unlimited attempts  |  2/3 points to pass
Module 5: Marketing
Module 5: The Rise Of The Data-Driven Marketer: Why It's Beneficial And How To Hire One
Open to download resource.
Open to download resource.
Module 5: Presentation Slides
Open to download resource.
Open to download resource.
Module 5: Video
Open to view video.
Open to view video.
Module 5: Knowledge Check
3 Questions  |  Unlimited attempts  |  2/3 points to pass
3 Questions  |  Unlimited attempts  |  2/3 points to pass
Module 6: Requests for Proposals (RFPs) and Responding to RFPs
Module 6: Presentation Slides
Open to download resource.
Open to download resource.
Module 6: Video
Open to view video.
Open to view video.
Module 6: Knowledge Check
3 Questions  |  Unlimited attempts  |  2/3 points to pass
3 Questions  |  Unlimited attempts  |  2/3 points to pass
Module 7: Third Party and Independent Planners
Module 7: Presentation Slides
Open to download resource.
Open to download resource.
Module 7: Video
Open to view video.
Open to view video.
Module 7: Knowledge Check
3 Questions  |  Unlimited attempts  |  2/3 points to pass
3 Questions  |  Unlimited attempts  |  2/3 points to pass
Module 8: Planning Fams, Destination Previews, Site Experiences
Module 8: Presentation Slides
Open to download resource.
Open to download resource.
Module 8: Video
Open to view video.
Open to view video.
Module 8: Knowledge Check
3 Questions  |  Unlimited attempts  |  2/3 points to pass
3 Questions  |  Unlimited attempts  |  2/3 points to pass
Module 9: Working the Tradeshow Floor
Module 9: Presentation Slides
Open to download resource.
Open to download resource.
Module 9: Video
Open to view video.
Open to view video.
Module 9: Knowledge Check
3 Questions  |  Unlimited attempts  |  2/3 points to pass
3 Questions  |  Unlimited attempts  |  2/3 points to pass
Module 10: Conclusion
Module 10: Presentation Slides
Open to download resource.
Open to download resource.
Final Assessment
Final Assessment
30 Questions  |  3 attempts  |  25/30 points to pass
30 Questions  |  3 attempts  |  25/30 points to pass
Certificate
No credits available  |  Certificate available
No credits available  |  Certificate available