Certificate in Sales Management

Comprising 5 courses, the Certificate in Sales Management program enables managers to develop the knowledge and skills to successfully manage the sales processes which promote growth and commercial success in the business.
Certificate in Sales Management

Description

PROGRAM OVERVIEW

Comprising 5 courses, the Certificate in Sales Management program enables supervisors and sales team leaders to develop the knowledge and skills to successfully manage the sales processes which promote growth and commercial success in the business.

The program will help learners contribute to the improvement of  business processes, service quality, team productivity, and business performance.

LEARNING FORMAT

The program is delivered through:

  • Online Learning through the Global E-Learning Portal (participants have access to the portal for 6 months from the date of registration).
  • Assessment comprising short on-line quizzes for each course. No formal written assessment is required.
  • Participants must complete all 5 of the courses in the program to qualify for the certificate.
  • Each course takes approximately 20 hours to complete.
  • Tutor Support is available through email, web conferencing and phone, throughout your program.

LEARNING RESOURCES

  • When you enrol in a Global course, you get immediate access to our E-Learning Portal. Online courses contain:
  • Online presentations
  • Online quizzes
  • Online self-assessments
  • Online Case Studies
  • Online videos
  • Online Virtual Tutor commentary
  • Downloadable learning manual (100 pages +) / workbooks / additional articles.

PROGRAM CONTENT

The content of the CERTIFICATE IN BUSINESS COMMUNICATIONS has been carefully chosen to provide a comprehensive and highly practical training in communication skills to help your advance your career in management.

COURSE 1: ESSENTIAL SALES SKILLS

The content of this course includes:

  • Unit 1: Getting Started
  • Unit 2: Understanding Sales
  • Unit 3: Selling – The Skills you Need
  • Unit 4: Sales Models
  • Unit 5: Preparing to Sell
  • Unit 6: Opening
  • Unit 7: Making the Pitch
  • Unit 8: Overcoming Objections
  • Unit 9: Closing the Sale
  • Unit 10: Following-up
  • Unit 11: Wrapping-up

COURSE 2: MEETING CUSTOMER NEEDS

The content of this course includes:

  • Unit 1: Getting Started
  • Unit 2: Understanding Customer Service
  • Unit 3: Knowing your Customers
  • Unit 4: Knowing Customer Needs
  • Unit 5: Meeting Customer Needs
  • Unit 6: Exceeding Customer Expectations
  • Unit 7: Knowing Customer Legal Rights
  • Unit 8: Using Customer Feedback
  • Unit 9: Handling Complaints
  • Unit 10: Wrapping-up

COURSE 3: LEADING AND MOTIVATING THE SALES TEAM

The content of this course includes:

  • Unit 1: Getting Started
  • Unit 2: Understanding Motivation
  • Unit 3: Basic Motivation Theory
  • Unit 4: Maslow's Hierarchy of Needs
  • Unit 5: Herzberg's Motivation Theory
  • Unit 6: Theory X and Theory Y
  • Unit 7: Expectancy Theory
  • Unit 8: Goal Setting and Motivation
  • Unit 9: Personality and Motivation
  • Unit 10: Motivation and Engagement
  • Unit 11: Applying the Theory
  • Unit 12: Wrapping-up

COURSE 4: BUSINESS NEGOTIATING SKILLS

 

The content of this course includes:

 

  • Unit 1: Getting Started
  • Unit 2: Understanding Negotiations
  • Unit 3: The Negotiating Process
  • Unit 4: Communication Skills for Successful Negotiating
  • Unit 5: Setting the Negotiation Objectives
  • Unit 6: Preparing for Negotiations
  • Unit 7: Opening Positions
  • Unit 8: Bargaining
  • Unit 9: Dealing with Challenges
  • Unit 10: Closing the Negotiations
  • Unit 11: Dealing with Difficult People
  • Unit 12: Beyond Negotiations
  • Unit 13: Wrapping-up

COURSE 5: MAKING EFFECTIVE SALES PRESENTATIONS

The content of this course includes:

  • Unit 1: Getting Started
  • Unit 2: Effective Presentations
  • Unit 3: Knowing your Audience
  • Unit 4: Developing the Content
  • Unit 5: Structuring the Presentation
  • Unit 6: Delivering the Presentation
  • Unit 7: Using Flip Charts
  • Unit 8: Compelling PowerPoint Presentations
  • Unit 9: Managing the Logistics
  • Unit 10: Overcoming Nervousness
  • Unit 11: Wrapping-up

ADMISSION REQUIREMENTS

There are no formal entry requirements but participants will normally be practising supervisors or managers with the opportunity to analyse their business environment and their personal leadership experiences.

PROGRAM DURATION

Learners are free to complete the program at their own pace. Each course in the program will take approximately 20 hours to complete. Learners will have 6 months from the date of enrolment to complete the program.

ASSESSMENT

Assessment in this program takes the form of Online-quizzes (normally 3 in each course). Each quiz has a pass mark of 70% and you can take the quizzes as many times as you wish.

CERTIFICATION

On completion of the program, all participants will be sent a Global Management Academy Parchment Certificate.

ILM QUALIFICATIONS

Candidates can elect to upgrade their Global Certificate to an ILM qualification by completing written assignments for each of the courses in the program. Contact us for more information.

Payments options are available at checkout.

Payment PathAt CheckoutMonthly
Instalment
Monthly
Payments
Total
Pay in Full£ 290.00--£ 290.00
4 Monthly Payments£ 75.40£ 75.40x 3£ 301.60

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Please complete this form and we will send you a free trial and brochure for this course.

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Certificate in Sales Management

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