Corporate Sales Expert Level Certification

What participants will learn

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 Outline

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

Audience Profile

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

Prerequisites

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.