Sales Management Certificate / SMC

Learning objectives:After participating in this Professional certificate you should be able to:

Understand your management function & your role as a manager in an organization.

Understand how to improve management power.

Understand sales planning process.

Understand how to develop and motivate your reps.

Understand how to use different coaching styles.

Understand how to use different leadership styles.

Formulate a professional sales plan.

Present a sales plan / case study.

Program contents:

Module 1: Management introduction

Module 2: Sales Planning, SWOT analysis, Sales Analysis, Sales forecasting, Sales budgeting

Module 3: Sales territories design

Module 4: Coaching, Sales force performance, Field Coaching, GROW Model, Motivation

Module 5: Sales Leadership, Situational Leadership, Six leadership styles

Case study simulation & Presentation

Duration:

• Classes are conducted once weekly for 12 weeks.
• Each lecture runs for four hours.

Certification:

• Sales Management Certificate (SMC) is an endorsed program by ISM /UK (Institute of Sales Management)