Corporate Sales Expert 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 Closer

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.

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