Certified Sales and Marketing Professional

Course details

This Sales and Marketing skill development course has been designed to help individuals working in sales and marketing domain with the toolkit and knowledge required for managing sales activities. Helps develop strategy, conduct market research, and planning that is required to successfully manage these aspects of a business. The course is highly practical oriented and helps the participants improve sales productivity.

Course Objective

Upon completion of the course, the skills and knowledge you develop gives you an edge over other Sales and marketing staff in the market landing you in a Job or promoting from your current. The course offers you the confidence and skills to develop ideas to reach people and sell products. You will gain the expertise to work across any industry. The course takes a step by step approach in giving insights on how to conduct market research, how to develop sales pitch, how to negotiate and win the deal.

Course Outline

Laws and ethics of selling

• Legal and ethical requirements in sales
• Consequences of non-compliance for individuals & organisations
• Consequences of non-compliance for customers

Delivering a sales presentation

• Preparing, developing and delivering sales presentations (or pitches)
• Customer’s needs and preparing a presentation to meet those needs
• Customizing sales presentation to suit the customer and meet pre-defined objectives
• Providing opportunities for questions to be asked
• A sales pitch for the group of customers

Customer objections, negotiating and closing sales

• Handle and overcome sales objections
• Negotiate to close the sale effectively
• Making sale mutually beneficial

Influences on buyer behavior

• Responding to different members of the decision-making unit in various markets
• Analysing buyer behavior
• Methods of contact and presenting appropriate solutions
• Understanding customer types

Customer segmentation and profiling

• Targeting based on segmentation
• Profile characteristics
• Difference with profiling
• Implicit and explicit customers

Using market information for sales

• Market research to increase sales
• Marketing plan
• Market assumptions
• Demand forecasting

Sales territory management

• Type of product or product line you have
• Competition in territories
• Channels of distribution and the transport system
• Performance management of staff and units

Professional development

• Managing own professional development
• Enhance career progression
• Being goal oriented

Prospecting for new business

• Lead generation
• Creating scripts and templates
• Developing and nurturing relationships
• Outcome-based approach

Sales pipeline management

• Pro-actively manage the sales cycle
• Optimizing conversions
• Forecasting

Student Reviews

Nabeel Saleh –
“I think the structure on the course was very good, starting from communication module to prospecting techniques and to closing the deal. We had some practical role play and exercises so we could feel how these different techniques worked with different clients and that was a very good takeaway. The examples in the manual were easy to understand, and I think they will be very good when preparing calls/meetings and nurturing each lead. I recommend this program to all professionals working in the sales field.”

Nancy Mathew –
“The training and coaching helped me break through barriers and I am sure it will help me achieve my sales goals. I learned to handle tough customers and how I can meet their expectations. It was indeed an effective training. Trainer had a wealth of sales experience in great companies and hence we was able to share many practical insights.” Updated on 27 November, 2024