Corporate Sales Professional Level Certification

What participants will learn

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 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 anyone who is interested in becoming a Corporate Sales Professional.

Prerequisites

There is no formal prerequisite for this certification. However, it is preferable to complete the SMstudy® Certified Corporate Sales Associate and study the recommended processes from the SMstudy Guide – Corporate Sales book before applying for the SMstudy® Certified Corporate Sales Professional. All the required resources are also provided as part of the online certification course.

Examination Guidelines

An online proctored exam will be conducted at the end of the course. The exam format is as follows:

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