&lt;p&gt;Mastering key account management is the key to generate higher revenue and profitability. Therefore, this Sales Management training program is develop to help participants improve the business performance within their organization by focusing in the sales resources to retain customers and building a detailed understanding of customers’ specific requirements.&amp;nbsp;&lt;&#x2F;p&gt;

Mastering key account management is the key to generate higher revenue and profitability.

<ul><li class="ql-align-justify">Role and importance of sales management in organizations&nbsp;</li><li class="ql-align-justify">Key responsibilities of a sales manager&nbsp;</li><li class="ql-align-justify">Overview of the sales management process&nbsp;</li><li class="ql-align-justify">Differences between sales and marketing&nbsp;</li></ul>

Introduction to Sales Management

<ul><li class="ql-align-justify">Setting sales objectives and goals&nbsp;</li><li class="ql-align-justify">Market segmentation and targeting&nbsp;</li><li class="ql-align-justify">Positioning and value proposition&nbsp;</li><li class="ql-align-justify">Competitive analysis and SWOT analysis&nbsp;</li></ul>

Sales Strategy Development

<ul><li class="ql-align-justify">Creating a sales plan: strategies and tactics&nbsp;</li><li class="ql-align-justify">Sales forecasting methods: qualitative and quantitative&nbsp;</li><li class="ql-align-justify">Aligning sales forecasts with business objectives&nbsp;</li><li class="ql-align-justify">Budgeting and resource allocation for sales activities&nbsp;</li></ul>

Sales Planning and Forecasting

<ul><li class="ql-align-justify">Designing effective sales team structures&nbsp;</li><li class="ql-align-justify">Role of sales representatives, account managers, and sales leaders&nbsp;</li><li class="ql-align-justify">Recruitment, selection, and onboarding of sales professionals&nbsp;</li><li class="ql-align-justify">Training and development programs for sales teams&nbsp;</li></ul>

Sales Team Structure and Recruitment

<ul><li class="ql-align-justify">Key performance indicators (KPIs) for sales&nbsp;</li><li class="ql-align-justify">Monitoring and measuring sales performance&nbsp;</li><li class="ql-align-justify">Performance appraisal and feedback processes&nbsp;</li><li class="ql-align-justify">Incentive compensation plans and motivational strategies&nbsp;</li></ul>

Sales Performance Management

<ul><li class="ql-align-justify">Steps in the sales process: prospecting, qualifying, presenting, closing, follow-up&nbsp;</li><li class="ql-align-justify">Customer relationship management (CRM) systems and tools&nbsp;</li><li class="ql-align-justify">Building and maintaining strong customer relationships&nbsp;</li><li class="ql-align-justify">Handling objections and managing customer objections&nbsp;</li></ul>

Sales Process and Customer Relationship Management

<ul><li class="ql-align-justify">Leadership styles and their application in sales management&nbsp;</li><li class="ql-align-justify">Effective communication skills for sales managers&nbsp;</li><li class="ql-align-justify">Conflict resolution and negotiation techniques&nbsp;</li><li class="ql-align-justify">Leading and motivating a sales team (fighting spirit, postive mindset, proactive, responsive, etc)&nbsp;</li><li class="ql-align-justify">Internal: Network Team, Digital Sales, etc.&nbsp;</li><li class="ql-align-justify">External: Partnership&nbsp;</li></ul>

Sales Leadership and Communication

<ul><li class="ql-align-justify">Determine distribution strategies&nbsp;</li><li class="ql-align-justify">Know the stock market (AD, outlets, modern channels)&nbsp;</li><li class="ql-align-justify">Ensure the product distribution goes well&nbsp;</li><li class="ql-align-justify">Arrangement of product display and promo materials at outlets&nbsp;</li><li class="ql-align-justify">Educate and socialize to outlets&nbsp;</li><li class="ql-align-justify">Make regular and gradual visits to outlets&nbsp;</li><li class="ql-align-justify">Control the action plan&nbsp;</li><li class="ql-align-justify">Provide support or reward to outlets&nbsp;</li></ul>

Outlet Management and Partnership

<ul><li class="ql-align-justify">Identify and prepare the required data&nbsp;</li><li class="ql-align-justify">Capture data needs&nbsp;</li><li class="ql-align-justify">Understand, analyze, and interpret data&nbsp;</li><li class="ql-align-justify">Utilize data (internal/external) to support decision making&nbsp;</li><li class="ql-align-justify">Monitor and update data regularly&nbsp;</li><li class="ql-align-justify">Control the distribution targets that have been set&nbsp;</li></ul>

Data-Driven

<ul><li class="ql-align-justify">Ethical issues in sales management&nbsp;</li><li class="ql-align-justify">Social responsibility and sustainability in sales&nbsp;</li><li class="ql-align-justify">Emerging trends in sales management&nbsp;</li><li class="ql-align-justify">Case studies and real-world applications&nbsp;</li></ul>

Certificate in Sales Management Associate (CSMA)

Examination

Program Objectives

Program Modules

Enhance Your Academic Journey with Us!

Certificate in Sales Management Associate (CSMA)

Examination

Program Objectives

Program Modules

02Sales Strategy Development

03Sales Planning and Forecasting

04Sales Team Structure and Recruitment

05Sales Performance Management

06Sales Process and Customer Relationship Management

07Sales Leadership and Communication

08Outlet Management and Partnership

09Data-Driven

10Ethical Considerations and Trends in Sales

.css-13o7eu2{display:block;}Enhance Your Academic Journey with Us!

Enhance Your Academic Journey with Us!