CORPORATE SALES SPECIALIST COURSE

LEARNING OBJECTIVES

• Participants will be able to manage the complete sales process including the pre-sales processes of understanding the company’s sales value proposition, creating a suitable sales channel network, planning sales governance, setting sales targets, creating appropriate marketing assets and creating compensation structures.
• Participants are also adept in managing the sales process of prospecting for potential customers followed by conversion that leads to customer acquisition.
• Participants can also learn account management to support and satisfy customer needs and ensure high levels of customer satisfaction and customer retention.

COURSE ATTENDEES

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

COURSE REQUIREMENTS

Participants should have a minimum of 3 years work experience. It is preferable to complete the SMstudy® Certified Corporate Sales Professional certification and study all processes from the SMstudy Guide — Corporate Sales book before applying for the SMstudy® Certified Corporate Sales Specialist certification. It is also mandatory to gain 20 mandatory educational hours by attending Corporate Sales Specialist classroom training provided by a SMstudy approved Authorized Training Partner (A.T.P.)

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 Specialist certification by SMstudy

EXAMINATION FORMAT

• Multiple Choice
• 140 questions for the exam
• One mark awarded for every right answer
• No negative marks for wrong answers
• 180 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