Corporate Sales Specialist Level Certification

What participants will learn

• 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 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 who are interested in becoming a Corporate Sales Specialist.

Prerequisites

The candidate should have 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.