Sales Management

Sales Management

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Course Overview:

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 company’s 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
  • Marketing Managers / Executives / Representatives
  • Business Development Managers / Executives
  • Business Students

 Chapter 0) Introduction

Topics Covered:

  • What is Sales?
  • Definition of Selling
  • Sales Representatives?
  • Types of Sales
    1. Inside Sales
    2. Outside Sales
    3. B2B
    4. B2C
    5. Business Development
    6. Agency Sales
    7. Consultative Selling
    8. e-Commerce
    9. Direct Sales
  • How to Build a Sales Pipeline

 Chapter 1) Objectives

Topics Covered:

  • 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

Topics Covered:

  • 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

Topics Covered:

  • What is a Sales Strategy?
  • Popular Sales Strategies
  • Sales Planning: Building a Sales Strategy Plan
    1. Organizational Goals
    2. Customer Profile and Product Offering
    3. Hiring, On-boarding, and Compensation
    4. Demand Generation
    5. Performance and Measurement Procedures
    6. Sales Activities
  • Invest in sales development and team-building
  • Team-Building Exercises

 Chapter 4) How to Create Sales Plan

Topics Covered:

  • What is a Sales Plan?
  • How to Write a Sales Plan
    1. Mission and Background
    2. Team
    3. Target Market
    4. Tools, Software, and Resources
    5. Positioning
    6. Marketing Strategy
    7. Prospecting Strategy
    8. Action Plan
    9. Goals
    10. Budget

Chapter 5) Sales Methodologies

Topics Covered:

  • What is a Sales Methodology?
  • Types of Sales Methodologies
    1. SPIN Selling
    2. E.A.T. Selling
    3. Conceptual Selling
    4. SNAP Selling
    5. The Challenger Sale
    6. The Sandler System
    7. MEDDIC
    8. Solution Selling
    9. Inbound Selling
    10. Customer-Centric Selling

 Chapter 6) Target Markets

Topics Covered:

  • What is Target Market?
  • How to Analyze your Target Market?
    1. Analyze your product or service
    2. Check out the Competition
    3. Choose criteria to segment by
    4. Perform Research
  • Target Customers

Chapter 7) Sales Innovation

Topics Covered:

  • Sales Innovation
  • Sales Innovation Ideas
    1. Build Relationships via Social Media
    2. Embed Yourself in Local Communities
    3. Try a Customer Loyalty Program
    4. Use Customer-Centric Sales Techniques
    5. Try a Sales Liaison

 Chapter 8) Sales and Marketing Alignment

Topics Covered:

  • Difference between Sales and Marketing
  • Marketing vs. Sales
  • Service-Level Agreement to Align Sales and Marketing

Chapter 9) Sales Operations

Topic Covered:

  • 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

Topics Covered:

  • Request for Quotation (RFQ)
  • Quotation
  • Purchase Order
  • Terms and Conditions (RFQ, Quotation and Ultimately for the Purchase Order / Contract)
    • Delivery Period
    • Delivery Terms
  • Incoterms
    • Payment Terms
  • Payment in Advance:
  • Cash against Documents or Documentary Collection:
  • Open Account:
  • Letter of Credit:
  • Usance Letter of Credit or Deferred Payment Letter of Credit:
    • Validity
    • Late Delivery (LD)
    • Force Majeure