This 38-hour course on Corporate Sales Management Strategies thoroughly explores the fundamental concepts of selling from a Canadian perspective. Specifically, it covers essential topics such as leadership and management, business communications strategies, negotiating skills, digital marketing principles, and corporate sales strategies. Furthermore, the course delves into state-of-the-art management and sales techniques, which are presented in a practical “how-to” format. In addition, it integrates technology and social media into selling, while featuring real-world examples, industry perspectives, sales management applications, exercises, role-plays, and case studies. Overall, this comprehensive approach ensures a robust understanding of corporate sales management.
60010 (Corporate Sales Managers)
Leadership and Management [ 5 hours]
- Explain what leadership is and on what bases of power leaders influence others.
- Describe the early trait and behavioural theories of leadership and their limitations.
- Explain how contingency models of leadership enhance our understanding of effective leadership and management in organizations.
- Compare and contrast visionary leadership.
- Explain how gender, culture, and emotional intelligence affect leadership effectiveness.
Business Communications Strategies [ 5 hours]
- Discuss the salesperson’s communication process.
- Define and demonstrate the importance of recognizing and using nonverbal communication when selling.
- Discuss how appearance and handshaking can enhance communication.
- Recognize potential barriers to communication.
- Recognize the importance of empathy and listening to communication.
Negotiating Skills and Strategies [ 5 hours]
- Explain why you should welcome a prospect’s objections.
- Describe what to do when objections arise.
- Discuss objections and the sales process.
- Explain six major categories of objections.
- List techniques for meeting objections.
- Describe what to do after meeting an objection.
- Understand how to deal with difficult customers.
- Explain the process of negotiating with a win–win outcome.
Digital Marketing Principles [ 5 hours]
- Explain the unique online approaches used in marketing communications.
- Describe social media marketing
- Outline the main social networks and tools used in social media marketing
- Summarize the best practices associated with the creation and monitoring of social media programs
- Explain mobile marketing and its approaches
- Describe the tools involved in mobile marketing
- List the best practices and regulations that guide mobile marketing
Corporate Sales Strategies [ 9 hours]
- Identify the distinguishing characteristics of industrial, reseller, government, and non-profit markets and how they are measured
- Describe the importance of content marketing to business-to-business (B2B) marketers
- Explain which key characteristics of organizational buying make the process different from consumer buying
- Describe how buying centers and buying situations influence organizational purchasing
- Outline the process of business segmentation
- Explain the growing importance of the approaches to online buying for industrial, reseller, and government markets
Account Management Strategies [ 9 hours]
- Define and describe the 10 steps the sales process
- Defend the importance of prospecting
- Demonstrate how to properly qualify a prospect
- Explain the importance of sales call planning.
- List the four planning steps in order and understand them.
- Develop an approach strategy that will make a good first impression and provide examples of approaches
- Develop an effective rapport
- Identify and discuss the importance of different types of questioning
- Discuss the purpose and essential steps of the sales presentation
- Explain how to handle discussion of the competition
- Explain when to close.
- Explain why you must prepare to close more than once.
- Discuss the 12 keys to a successful close.
- Understand the importance of customer satisfaction, retention, and engagement.
- State why service and follow-up are important to increasing sales.
- List the eight steps involved in increasing sales to your customer.
Attend 90% of all scheduled online module sessions, complete a case study project. Each successful participant will be issued a Heritage Community College Certificate of Completion