Certified Sales Professional  ® Program Heliopolis, Cairo

Course details

The Certified Sales Professional (CSP) designation is the sign of a committed, honest and knowledgeable consultative sales expert. A nationally recognized standard in sales excellence, the Certified Sales Professional designation is how sales professionals can differentiate themselves from others.

CSP’s have been tried and tested in the consultative selling method; their goal is to help uncover the needs and issues of clients and assist in developing the optimum solution.

Target Audience

This course is intended for both novice and experienced Managers and support personnel who need to apply the discipline of sales management using CPSA as the followings :

• Sales Representatives, Account Managers, Business Development, Distributor Representatives
• Senior Management including Director
• Service Providers
• Vice President
• Senior Vice Presidents.
• Small Business Owners and Managers
• Consultants

Program Objectives

• Learn what and how to study for the CPSA® Examination
• Learn what they know and do not know in sales management
• Review the topics covered on the CPSA ® Examination
• Network with other CPSA candidates and certified
• Get guidance in applying for CPSA certification
• Understand the terms and concepts of sales management as a science and profession
• Use sales management knowledge , skills , Tools & Techniques across their organizations
• Identify and validate their sales requirements
• Cover a complete set of review material including , but not limit to , a sample /practice exam, games, exercises

Outlines

Topic 1: Professional Selling.

• Understanding and Managing Yourself: Personality traits for Sales Success
• Business Creation – Strategic Territory Planning
• The Selling Process with a Higher Success Rate
• Keeping Customers, Building and Managing your Business

Topic 2 :P rofessional Sales Management

• Roles of the Effective Sales Manager
• Vision in Sales Leadership
• Managing Sales Performance
• Talent Management

Topic 3 : Strategic Account Management

• Building Blocks of Successful Key Account Selling
• Strategic Territory Planning
• Strategic Key Account Sales Process
• Strategic Account Management

Topic 4: Sales Coaching for Success

• Collaborative Coaching
• Determining Sales Performance

Topic 5 : Effective Negotiating Strategies

• Principles of Effective Negotiation
• Influential Negotiating Strategy
• Negotiation Interaction

Topic 6 : Communicating to Influence Buying Decisions

• Lumina Learning Portrait
• Risk Factors and Trust in a Business Relationship
• Communicating Skills
• Self-Change Contract