• Participants will be able to provide guidance on activities related to building strong business relationships; successfully working with other businesses to help them see the value in the company’s products and services; understanding procurement management; conducting effective negotiations with other organizations; and ensuring leads generation, qualification, follow-up, account management and other related activities 

• High quality online videos
• Classroom study materials
• Mobile Apps
• Engaging case studies
• Full-length simulated exam
• Chapter tests
• Study guides and podcasts
• Certified Corporate Sales Expert certification by XpertBrains

Corporate Sales (CS) outlines the best practices and processes for effective business-to-business (B2B) sales. 

1. Introduction

a. A Brief History of Corporate Sales

b. Corporate Strategy Overview

c. Aspects of Sales and Marketing

d. Levels of Sales and Marketing Strategy e. Marketing Strategy Overview

f. Corporate Sales Overview

2. Understand Sales Value Proposition and Determine Corporate Sales Channels

a. Understand Sales Value Proposition

b. Determine Corporate Sales Channels

3. Prepare Organization for Sales

a. Plan Sales Governance

b. Determine Sales Targets

c. Create Marketing Assets

d. Determine Sales Targets

4. Training for Corporate Sales

a. Sales and Negotiation Training

b. Product Training

5. Sales Process-Prospecting

a. Profile Target Customers and Decision Makers b. Lead Generation and Qualification

6. Sales Process-Conversion

a. Needs Assessment for Each Qualified Lead

b. Presentation, Overcoming Objection, and Closure

7. Account Management

a. Classification of Accounts and Resource Allocation

b. Corporate Accounts Alignment c. Client Management 

• Multiple Choice
• 180 questions for the exam
• One mark awarded for every right answer
• No negative marks for wrong answers
• 240 minutes duration