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CORPORATE SALES PROFESSIONAL COURSE

LEARNING OBJECTIVES

  • Participants will be able to ensure that the company follows all the processes required for generating B2B sales as well as retaining customers through good account management practices.
  • SMstudy Certified Corporate Sales Professionals are facilitators who ensure that the corporate sales process is effectively followed to satisfy the goals set by the Corporate Sales or Business Unit/Geographic Strategies.

 

COURSE ATTENDEES

This certification is appropriate for anyone who is interested in becoming a Corporate Sales Professional.

 

COURSE REQUIREMENTS

There is no formal prerequisite for this certification. All the required resources are provided as part of the online certification course.

 

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 Professional certification by SMstudy

 

EXAMINATION FORMAT

  • Multiple Choice
  • 100 questions for the exam
  • One mark awarded for every right answer
  • No negative marks for wrong answers
  • 120 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

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