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.