Professional Sales Management Certificate

Code : 5/80

Why Attend This Training Course?

Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money.
 
This training course will give participants the fundamentals of sales process, plus some managerial sales tools that they can use to seal the deal, no matter what the size of the sale. They will become more confident, handle objections, and learning how to be a great closer.

What Is The Training Course Methodology?

This training course methodology depends on enabling participants to interact and exchange experiences, explore their competencies and achieve their career aspirations, using forward-thinking training arts, such as theoretical lectures and/or open discussion to exchange opinions and experiences, scenarios, innovative thinking brainstorming. Participants will receive an agenda including training material as a reference, in addition to some extra notes and booklets. 

Who Should Attend This Training Course?

This training course is designed for Sales Managers or Directors, Account Managers, Brand Managers, Marketing Managers or Directors, Public Relations (PR) Professionals, Business Development Managers, and Business .Owners

What Is The Training Course Objectives?

  • Understand the essential tools and required skills for strength and weakness points competitor analysis
  • Understand the language of sales
  • Prepare for a sales opportunity
  • Make an effective pitch
  • Handle objections
  • Seal the deal
  • Follow up on sales
  • Set sales goals
  • Manage sales data
  • Use a prospect board 

What Is The Training Course Curriculum?

Understanding the Talk: A General Overview
  • Types of sales
  • Common sales approaches
  • Glossary of common terms 
  • Getting prepared to make the call

  • Identifying your contact person
  • Performing a needs analysis
  • Creating potential solutions
Creative Openings
  • A basic opening for warm calls
  • Warming up cold calls
  • Using the referral openings
  • Making your pitch
  • Features and benefits
  • Outlining your unique selling position
  • The burning question that every customer wants answered
  • Case study (I)
Handling Objections
  • Common types of objections
  • Basic strategies
  • Advanced strategies
  • Sealing the deal
  • Understanding when it’s time to close
  • Powerful closing techniques
  • Things to remember
  • Case study (II)
Following Up
  • Thank you notes
  • Resolving customer service issues
  • Staying in touch
  • Setting goals
  • The importance of sales goals
  • Setting smart goals 
  • Managing your data
  • Using computerized systems
  • Using manual systems
  • Case study (III)
 Using a Prospect Board
  • The layout of a prospect board
  • How to use your prospect board
  • A day in the life of your board
  • Practical application

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