Corporate Sales Certifications

Corporate Sales Certifications

Corporate Sales outlines the best practices and processes for effective business-to-business (B2B) sales. It provides guidance on activities related to building strong business relationships; successfully working with other businesses to communicate the value of a company’s products and services; conducting effective negotiations; and ensuring lead generation, qualification, follow-up and other related activities. SMstudy’s Corporate Sales certifications confirm a working knowledge of a framework for effectively managing the corporate sales efforts in any organization.

  • Based on Corporate Sales, book four of the SMstudy®Guide
  • Recognized by top companies around the world
  • Free Corporate Sales Fundamentals Level Certification
  • Four levels of certifications available
  • Created from the collective insights of 40+ corporate sales experts
Syllabus
Syllabus
  1. Introduction
  2. Organizational Capabilities for Corporate Sales
  • Understand Sales Value Proposition
  • Determine Corporate Sales Channels
  • Plan Sales Governance
  • Determine Sales Targets
  • Create Marketing Assets
  • Create Sales Compensation Structure
  1. Training for Corporate Sales
  • Sales and Negotiation Training
  • Product Training
  1. Sales Process – Prospecting
  • Profiling of Target Customers and Decision Makers
  • Lead Generation and Qualification
  1. Sales Process – Conversion
  • Needs Assessment for Each Qualified Lead
  • Presentation, Overcoming Objections and Closure
  1. Optimize Mobile/Tablet/Devices
  • Optimize Mobile Site and App for Reach
  • Optimize Mobile Site and App for Relationship
  • Optimize Mobile Site and App for Reputation
  1. Account Management
  • Classification of Accounts and Resource Allocation
  • Corporate Accounts Alignment
  • Client Management

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