Corporate Sales Professional

Agenda

Course Objectives

• Participants will be able to ensure that the company follows all the processes required for generating B2B sales as well as retaining customers through good account management practices.
• SMstudy Certified Corporate Sales Professionals are facilitators who ensure that the corporate sales process is effectively followed to satisfy the goals set by the Corporate Sales or Business Unit/Geographic Strategies.

Course Outline

• Introduction
  • A Brief History of Corporate Sales
  • Corporate Strategy Overview
  • Aspects of Sales and Marketing
  • Levels of Sales and Marketing Strategy
  • Marketing Strategy Overview
  • Corporate Sales Overview
• Understand Sales Value Proposition and Determine Corporate Sales Channels 
  • Understand Sales Value Proposition
  • Determine Corporate Sales Channels
• Prepare Organization for Sales
  • Plan Sales Governance
  • Determine Sales Targets
  • Create Marketing Aspects
  • Determine Sales Targets
• Training for Corporate Sales
  • Sales and Negotiation Training
  • Product Training
• Sales Process-Prospecting
  • Profile Target Customers and Decision Makers
  • Lead Generation and Qualification 
• Sales Process-Conversion
  • Needs Assessment for Each Qualified Lead
  • Presentation, Overcoming Objection, and Closure
• Account Management
  • Classification of Accounts and Resource Allocation
  • Corporate Accounts Alignment
  • Client Management

The theory sections mentioned here will be aided by case studies, exercises and simulations for practical/experiential learning.

Key Features

Course Benefits

• High quality online videos
• Study materials
• Mobile Apps
• Engaging case studies
• Full-length simulated exam
• Chapter tests
• Study guides and podcasts
• SMstudy Certified Digital Marketing Corporate Sales Associate certification by SMstudy

Who can Attend

Audience Profile

This certification is appropriate for anyone who is interested in becoming a Corporate Sales Professional.

Prerequisites

There is no formal prerequisite for this certification. However, it is preferable to complete the SMstudy® Certified Corporate Sales Associate and study the recommended processes from the SMstudy Guide – Corporate Sales book before applying for the SMstudy® Certified Corporate Sales Professional. All the required resources are also provided as part of the online certification course.

Certification

SMstudy Certification Online Exam: System Requirements

Please note that this is a proctored exam, so you must have a webcam in working condition or you will not be able to take the test. The webcam will remain on during the test, and the video of your exam will be captured throughout the test.

A working headphone or system microphone to connect to the audio conference.

This test works with latest versions of Internet Explorer, Google Chrome, Firefox or other popular browsers. Ensure that you have the latest version.

• Schedule the two hour proctored exam. You need to submit relevant documents (if required).
• SMstudy^® verifies the application; confirms the exam date & time.
• Take the two hour proctored exam online.
• Upon successful completion of the exam get an online certificate.
  • Your name will be added to the SMstudy^® Certification Registry.
  • If you are unable to pass the exam, you can schedule again by paying $50.

Certification Exam

An online proctored exam will be conducted at the end of the course. The exam format is as follows:

• Multiple Choice
• 100 questions for the exam
• One mark awarded for every right answer
• No negative marks for wrong answers
• 120 minutes duration