Online Course and Certificate of Sales Marketing

1
Online Course and Certificate of Sales Marketing

The Course is designed for
professionals working in Sales Department
from Sales Representative to General
Manager Sales and the Entrepreneurs /
Business Owners who have always concerns about
Sales of their company and would like to boom
their companys sales. (Online Course and
Certificate of Sales Marketing)
Every business established with the one aim to
make revenue, and the Sales Department is the
department which plays vital role to achieve this
ultimate business goal. This course will provide
fruitful guideline to all stakeholders involved
in sales that how to increase the sales and how
to meet individual sales targets to achieve the
team sales targets and ultimately the
organizational sales objectives which
will lead to achieve the organizational
goals. Who Should Attend? ?Business
Entrepreneurs / Business Owners ?Sales Team
Leaders ?General Managers Sales ?Managers
Sales ?Sales Executives / Sales Representatives
?Sales Operations General Managers / Managers /
Representatives
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?Marketing Managers / Executives /
Representatives ?Business Development Managers /
Executives ?Business Students Chapter 0)
Introduction ?What is Sales? ?Definition of
Selling ?Sales Representatives? ?Types of
Sales Inside Sales, outside Sales, B2B, B2C,
Business Development, Agency Sales,
Consultative Selling, e-Commerce, Direct
Sales ?How to build a Sales Pipeline Chapter 1)
Objectives ?What are Sales Objectives? ?Types
of Sales Objectives ?Goals vs.
Objectives ?Strategy vs. Objective ?Setting
SMART Goals ?Characteristics of Successful Sales
Representatives Chapter 2) Sales Process ?What
is Sales Process? ?Sales Process vs. Sales
Methodology ?Sales Process Steps ?How to
Improve Your Sales Process ?How to Map the Sales
Process ?Sales Process Common Mistakes
Chapter 3) Sales Strategies
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?What is a Sales Strategy? ?Popular Sales
Strategies ?Sales planning Building a Sales
Strategy Plan Organizational Goals, Customer
Profile and Product Offering, Hiring,
On-boarding, and Compensation, Demand
Generation, Performance and Measurement
Procedures, Sales Activities ?Invest in sales
development and team-building ?Team-Building
Exercises Chapter 4) How to Create Sales
Plan ?What is a Sales Plan? ?How to write a
Sales Plan Mission and Background, Team, Target
Market, Tools, Software, and Resources,
Positioning, Marketing Strategy, Prospecting
Strategy, Action Plan, Goals, Budget Chapter 5)
Sales Methodologies ?What is a Sales
Methodology? ?Types of Sales Methodologies SPIN
Selling, E.A.T. Selling, Conceptual Selling, SNAP
Selling, The Challenger Sale, The Sandler System,
MEDDIC, Solution Selling, Inbound Selling,
Customer-Centric Selling Chapter 6) Target
Markets ?What is Target Market? ?How to analyze
your Target Market? Analyze your product or
service, Check out the Competition, Choose
criteria to segment by, Perform Research ?Target
Customers Chapter 7) Sales Innovation ?Sales
Innovation ?Sales Innovation Ideas
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Build Relationships via Social Media, Embed
Yourself in Local Communities, Try a Customer
Loyalty Program, Use Customer-Centric Sales
Techniques, Try a Sales Liaison Chapter 8) Sales
and Marketing Alignment ?Difference between
Sales and Marketing ?Marketing vs.
Sales ?Service-Level Agreement to Align Sales
and Marketing Chapter 9) Sales Operations Sales
Operations Roles Responsibilities,
Cross-functional collaboration, Data management,
Forecasting, Lead generation, Performance
management, Representative support, Strategy,
Team communications, Team structure and
organization, Technology management,
Territory definition, Training, Sales
Operations Team Structure, Sales Operations
Best Practices Chapter 10) B2B Sales
Operations Request for Quotation (RFQ),
Quotation, Purchase Order, Terms and
Conditions (RFQ, Quotation and Ultimately for
the Purchase Order / Contract), Delivery
Period, Delivery Terms, Inco terms, Payment
Terms, Payment in Advance ?Cash against
Documents or Documentary Collection ?Open
Account ?Letter of Credit ?Since Letter of
Credit or Deferred Payment Letter of
Credit ?Validity ?Late Delivery (LD) ?Force
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