Online Course and Certificate of Sales Marketing

Online Course and Certificate of Sales Marketing

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:
★What is Sales?
★Definition of Selling
★Sales Representatives?
★Types of Sales
Inside Sales, outside Sales, B2B, B2C, Business Development, Agency Sales, Consultative
Selling, e-Commerce, Direct Sales
★How to build a Sales Pipeline
Chapter 1) Objectives
★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
★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

★What is a Sales Strategy?
★Popular Sales Strategies
★Sales planning: Building a Sales Strategy Plan
Organizational Goals, Customer Profile and Product Offering, Hiring, On-boarding, and
Compensation, Demand Generation, Performance and Measurement Procedures, Sales
Activities
★Invest in sales development and team-building
★Team-Building Exercises
Chapter 4) How to Create Sales Plan
★What is a Sales Plan?
★How to write a Sales Plan
Mission and Background, Team, Target Market, Tools, Software, and Resources, Positioning,
Marketing Strategy, Prospecting Strategy, Action Plan, Goals, Budget
Chapter 5) Sales Methodologies
★What is a Sales Methodology?
★Types of Sales Methodologies
SPIN Selling, E.A.T. Selling, Conceptual Selling, SNAP Selling, The Challenger Sale, The Sandler
System, MEDDIC, Solution Selling, Inbound Selling, Customer-Centric Selling
Chapter 6) Target Markets
★What is Target Market?
★How to analyze your Target Market?
Analyze your product or service, Check out the Competition, Choose criteria to segment by,
Perform Research
★Target Customers
Chapter 7) Sales Innovation
★Sales Innovation
★Sales Innovation Ideas

Build Relationships via Social Media, Embed Yourself in Local Communities, Try a Customer
Loyalty Program, Use Customer-Centric Sales Techniques, Try a Sales Liaison

Chapter 8) Sales and Marketing Alignment
★Difference between Sales and Marketing
★Marketing vs. Sales

★Service-Level Agreement to Align Sales and Marketing

Chapter 9) Sales Operations

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

Request for Quotation (RFQ), Quotation, Purchase Order, Terms and Conditions (RFQ,
Quotation and Ultimately for the Purchase Order / Contract), Delivery Period,

Delivery Terms, Inco terms, Payment Terms, Payment in Advance:
★Cash against Documents or Documentary Collection:
★Open Account:

★Letter of Credit:
★Since Letter of Credit or Deferred Payment Letter of Credit:

★Validity
★Late Delivery (LD)

★Force Majeure

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course-and-certificate-of-sales-marketing/