Description
The Professional Certificate in Sales Management program enables managers to develop the knowledge and skills to successfully manage the sales processes which promote growth and commercial success in the business. Learn the essentials of successful sales practice, how to conduct business negotiations, and plan for and execute a sales campaign.
- Level:Â First-line Managers and Sales Professionals
- Courses: 5Â (see course details below)
- Learning:Â On Demand 24/7
- CPD Hours: 100 Hours (each course takes approx. 20 hours to complete)
- Duration: 4 Months
- Certification:Â GMA Professional Credentials: Professional Certificate in Sales Management
Key Benefits
On completing the Professional Certificate in Sales Management, you will have acquired skills and knowledge to lead a sales team, and significantly enhance the sales performance in your business. You will learn how to make persuasive sales presentations and how to plan for and conduct successful business negotiations. You will also learn how provide excellent customer service, and how to ensure your team and service exceed customer expectations. Finally, you will learn how to successfully lead a sales team, and motivate and incentivize your sales team to meet and exceed sales targets.
Program Contents
The Professional Certificate in Sales Management program comprises the following courses:
COURSE 1: ESSENTIAL SALES SKILLS
On completion of this course, you will be able to plan for and make sales calls and carry out sales visits with more confidence, and professionalism. You will be able to make effective sales pitches, and handle potential buyer objections. You will learn how to close deals effectively, and follow up to ensure customer commitment and retention. In all, you will have greater success with your sales activities.
COURSE 2: MEETING CUSTOMER NEEDS
This course is designed to help first-line managers develop their skills and knowledge and practice to successfully lead a front-line service team, and enable your team to meet customer needs and promote service excellence.
COURSE 3: MAKING EFFECTIVE SALES PRESENTATIONS
This course will make the experience of delivering presentations to large and small audiences a much more satisfying and much less threatening experience for you. You will learn how to prepare and plan for different types of sales presentations, how to develop content which will engage you audience, and how to deliver presentations in a confident and assured manner.
COURSE 4: BUSINESS NEGOTIATING SKILLS
Learn how to plan for and manage successful business negotiations, creating win-win outcomes and ensuring profitable and rewarding business results for your organization.
COURSE 5: LEADING AND MOTIVATING A SALES TEAM
This course provides sales managers with the knowledge and tools to lead and motivate a successful sales team, and plan and execute successful sales campaigns.
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Skills and Knowledge
On completion of this Certificate in Sales Management program, you will be able to:
- Conduct Sales Effectively
- Lead and Motivate a Sales Team
- Plan for successful sales campaigns
- Conduct Effective Business Negotiations
- Make Effective Sales Presentations
- Overcome objections to sales
- Plan for successful sales engagement
- Close a sale successfully
- Know customer needs and how to meet them
- Know how to exceed customer expectations
- Understand customer legal rights
- Collect and use customer feedback
- Understand a range of motivation theories
- Set Motivating goals for the team
- Set appropriate and motivating incentives for the team
- Use a range of non-financial incentives to motivate the sales team
- Prepare for successful business negotiations
- Set appropriate negotiating objectives
- Bargain successfully
- Deal with difficult people in negotiations
- Plan for effective sales presentations
