CORPORATE SALES EXPERT COURSE

LEARNING OBJECTIVES

Participants will be able to provide guidance on activities related to building strong business relationships; successfully working with other businesses to help them see the value in the company’s products and services; understanding procurement management; conducting effective negotiations with other organizations; and ensuring leads generation, qualification, follow-up, account management and other related activities

COURSE ATTENDEES

This certification is appropriate for Sales and Marketing Professionals and Specialists who are interested in becoming Corporate Sales Experts.

COURSE REQUIREMENTS

The candidate should have minimum of 5 years work experience. It is preferable to complete the SMstudy® Certified Corporate Sales Specialist and study all processes from the SMstudy Guide - Corporate Sales book before applying for the SMstudy® Certified Corporate Sales Expert. It is also mandatory to gain 40 mandatory educational hours by attending Corporate Sales Expert classroom training provided by a SMstudy approved Authorized Training Partner (A.T.P.) and produce professional recommendation.

YOU WILL RECEIVE

• High quality online videos
• Classroom study materials
• Mobile Apps
• Engaging case studies
• Full-length simulated exam
• Chapter tests
• Study guides and podcasts
• SMstudy Certified Corporate Sales Expert certification by SMstudy

EXAMINATION FORMAT

• Multiple Choice
• 180 questions for the exam
• One mark awarded for every right answer
• No negative marks for wrong answers
• 240 minutes duration
• Online exam - invigilated online and can be taken at any time and from any location. You will need stable internet access, a webcam (internal is fine), and your identification documents (passport, driving license etc)

COURSE CONTENTS

Introduction

• A Brief History of Corporate Sales
• Corporate Strategy Overview
• Aspects of Sales and Marketing
• Levels of Sales and Marketing Strategy
• Marketing Strategy Overview
• Corporate Sales Overview

Understand Sales Value Proposition and Determine Corporate Sales Channels

• Understand Sales Value Proposition
• Determine Corporate Sales Channels

Prepare Organization for Sales

• Plan sales Governance
• Determine Sales Targets
• Create Marketing Aspects
• Determine Sales Targets

Training for Corporate Sales

• Sales and Negotiation Training
• Product Training

Sales Process-Prospecting

• Profile Target Customers and Decision Makers
• Lead Generation and Qualification

Sales Process-Conversion

• Needs Assessment for Each Qualified Lead
• Presentation, Overcoming Objection, and Closer

Account Management

• Classification of Accounts and Resource Allocation
• Corporate Accounts Alignment
• Client Management