Corporate Sales Management Strategies

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Overview

This 38-hour course explores the basic fundamentals of selling from a Canadian perspective. This course explores the foundation for understanding the selling process including leadership and management, business communications strategies, negotiating skills, digital marketing principles, corporate sales strategies, and account management strategies. This course also explores state-of-the-art management and sales strategies, practices, and techniques that are presented in a “how-to” fashion. This course integrates technology and social media in selling, real-world examples of sales management professionals with Industry Perspectives, sales and management applications, exercises, role-plays, and cases.

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.

Completion Requirements
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

 

 
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Countries around the world, including Canada, are working to contain the current outbreak of coronavirus (COVID-19).

This website contains useful FAQs and resources for HCC faculty, staff, and students. It is updated regularly, following advice from provincial and federal health agencies.

In recent months, HCC has transitioned to online learning and remote working for many of its faculty and staff. We are now in the midst of a COVID-19 safety planning process to allow for a gradual resumption of programs and activities on our campuses, within the BC Restart Plan.

We are also excited to welcome our new and returning students this fall. During fall 2020, HCC will primarily offer larger classes online with selected smaller classes conducted in-person, adhering to physical distancing and other public health requirements. We will maintain a clear focus on ensuring high-quality face-to-face instruction, where possible, and high-quality remote instruction. Our priority remains the wellbeing of our students, faculty, and staff.


British Columbia’s coordinated response

Within British Columbia, Provincial Health Officer Dr. Bonnie Henry, the BC Centre for Disease Control, Ministry of Health, and Vancouver Coastal Health are leading the coordinated response to COVID-19. HCC continues to take direction from the BC Provincial Government as we plan and consider the next steps.

We encourage you to visit the BC Centre for Disease Control website for the latest information. The Government of Canada also has an information line at 1 833 784 4397.

COVID-19 Resources:

Workplace Active Health Screening

Active health screening for all the staff entering the workplace on a daily basis will be done as per the orders of the Provincial Health officer.

 

 

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