CMD Management Academy Certificate in Sales Management

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PRODUCT DETAILS

PROGRAM PROFILE

Comprising 5 courses, the CMD Management Academy Certificate in Sales Management program enables supervisors and sales team leaders to develop the knowledge and skills to successfully manage the sales processes which promote growth and commercial success in the business.

The program will help learners contribute to the improvement of business processes, service quality, team productivity, and business performance.

PROGRAM CONTENT

The courses in this program include:

COURSE 1: ESSENTIAL SALES SKILLS

  • Unit 1: Getting Started
  • Unit 2: Understanding Sales
  • Unit 3: Selling – The Skills you Need
  • Unit 4: Sales Models
  • Unit 5: Preparing to Sell
  • Unit 6: Opening
  • Unit 7: Making the Pitch
  • Unit 8: Overcoming Objections
  • Unit 9: Closing the Sale
  • Unit 10: Following-up
  • Unit 11: Wrapping-up

COURSE 2: MEETING CUSTOMER NEEDS

  • Unit 1: Getting Started
  • Unit 2: Understanding Customer Service
  • Unit 3: Knowing your Customers
  • Unit 4: Knowing Customer Needs
  • Unit 5: Meeting Customer Needs
  • Unit 6: Exceeding Customer Expectations
  • Unit 7: Knowing Customer Legal Rights
  • Unit 8: Using Customer Feedback
  • Unit 9: Handling Complaints
  • Unit 10: Wrapping-up

COURSE 3: LEADING AND MOTIVATING THE (SALES) TEAM

  • Unit 1: Getting Started
  • Unit 2: Understanding Motivation
  • Unit 3: Basic Motivation Theory
  • Unit 4: Maslow's Hierarchy of Needs
  • Unit 5: Herzberg's Motivation Theory
  • Unit 6: Theory X and Theory Y
  • Unit 7: Expectancy Theory
  • Unit 8: Goal Setting and Motivation
  • Unit 9: Personality and Motivation
  • Unit 10: Motivation and Engagement
  • Unit 11: Applying the Theory
  • Unit 12: Wrapping-up

COURSE 4: NEGOTIATING EFFECTIVELY

  • Unit 1: Getting Started
  • Unit 2: Understanding Negotiations
  • Unit 3: The Negotiating Process
  • Unit 4: Communication Skills for Successful Negotiating
  • Unit 5: Setting the Negotiation Objectives
  • Unit 6: Preparing for Negotiations
  • Unit 7: Opening Positions
  • Unit 8: Bargaining
  • Unit 9: Dealing with Challenges
  • Unit 10: Closing the Negotiations
  • Unit 11: Dealing with Difficult People
  • Unit 12: Beyond Negotiations
  • Unit 13: Wrapping-up

COURSE 5: MAKING PROFESSIONAL PRESENTATIONS

  • Unit 1: Getting Started
  • Unit 2: Effective Presentations
  • Unit 3: Knowing your Audience
  • Unit 4: Developing the Content
  • Unit 5: Structuring the Presentation
  • Unit 6: Delivering the Presentation
  • Unit 7: Using Flip Charts
  • Unit 8: Compelling PowerPoint Presentations
  • Unit 9: Managing the Logistics
  • Unit 10: Overcoming Nervousness
  • Unit 11: Wrapping-up

ADMISSION REQUIREMENTS

There are no formal entry requirements for this program. Candidates will be working in, or preparing for work as a first line supervisor, team leader or manager.

PROGRAM DURATION

Learners have 3 months from the date of enrolment to complete the Certificate Program.

ASSESSMENT

Assessment in this program takes the form of Online-quizzes (normally 3 in each course). Each quiz has a pass mark of 70% and you can take the quizzes as many times as you wish.

6 REASONS TO ENROL IN THIS PROGRAM NOW!

  • CMD Management Academy is an ILM Quality Approved Training Academy.
  • You get a CMD Management Academy Certificate
  • All CMD Management Academy courses are iPad and Mobile device compatible.
  • You get real value for money (E-learning costs a fraction of conventional learning).
  • You can get started immediately.
  • You can learn at your own pace, at home, at work, anywhere you choose.

LEARNING WITH CMD MANAGEMENT ACADEMY

  • Online presentations
  • Online quizzes
  • Online videos
  • Downloadable learning manual / workbooks / templates/ articles (manuals contain between 60 and 100 pages)

CERTIFICATION: CMD Management Academy Parchment Certificate (mailed)

DELIVERY: On-line

RESOURCES: Downloadable Learners Manuals for each course, additional articles, workbooks, and worksheets.

ILM QUALIFICATIONS

Candidates can elect to upgrade their CMD Management Academy Certificate to an ILM qualification by completing written assignments for each of the courses in the program. Contact us for more information.

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