Sales Management Masterclass

Course Overview

Ensuring your sales force has the skills in place to make the most of every sales opportunity is vital for your business to grow and thrive. This Masterclass is designed for businesses of all sizes, and for those starting out in sales, or for team leaders seeking to develop their sales skills.

This masterclass provides learning on essential sales skills, and negotiating skills. It shows you how to identify the different stages of the sales process and how to close a sale effectively. This program provides you with the training to successfully sell and conduct negotiations in both business-to-business and business-to-consumer contexts.

On completion of this Masterclass, you will be able to plan for and make sales calls and carry out sales visits with more confidence, and professionalism. You will be able to make effective sales pitches, and handle potential buyer objections. You will be able to plan for and conduct negotiations with confidence. You will also earn how to close deals effectively, and follow up to ensure customer commitment and retention. In all, you will have greater success with your sales activities.

Note: Participants will also have access to the Global online courses aligned with the masterclass.

MASTERCLASS DETAILS

• Suitable For: First-Line Managers, Sales professionals and Business owners.
• Masterclass Schedule: 4 x 3 hours Online Lessons (one 3 hour class per week)
• Masterclass Duration: 4 weeks
• Masterclass Delivery: Online Lessons plus access to On-demand courses.
• Online Course Access Duration: 90 days from date of enrolment
• Certification: Masterclass Digital Credentials awarded on completion
• Learning Resources: Comprehensive Learners manual, additional articles and worksheets.

MASTERCLASS CONTENTS

This Masterclass comprises the following lessons:

MASTERCLASS SESSION 1: UNDERSTANDING SALES

Lesson 1 – Getting Started

Lesson 2 – Understanding Sales

Lesson 3 – The Skills you Need

Lesson 4 – Sales Models

MASTERCLASS SESSION 2: UNDERSTANDING NEGOTIATING

Lesson 5 – Understanding Negotiations

Lesson 6 – The Negotiation Process

Lesson 7 – Skills for Negotiating

Lesson 8 – Preparing for Negotiations

MASTERCLASS SESSION 3: THE NEGOTIATING PROCESS

Lesson 9 – Opening Positions

Lesson 10 – The Bargaining Phase

Lesson 11 – Dealing with Challenges

Lesson 12 – Closing Negotiations

MASTERCLASS SESSION 4: PLANNING AND MANAGING YOUR SALES

Lesson 13 – Preparing to Sell

Lesson 14 – Making the Pitch

Lesson 15 – Overcoming Objections

Lesson 16 – Closing the Sale

Lesson 17 – Following-up

Lesson 18 – Wrapping-up