Overview
Certification
- Corporate Sales Specialist (CSS).
Languages
- English
- Spanish
Prerequisite
- Prerequisite Experience: 3 years of work experience.
- Prerequisite Education: Study of all processes in Guide – Corporate Sales book and 20 mandatory educational hours.
Target Audience
- Sales and Marketing Professionals.
What you will learn
- Participants will be able to manage the complete sales process including the pre-sales processes of understanding the company’s sales value proposition, creating a suitable sales channel network, planning sales governance, setting sales targets, creating appropriate marketing assets and creating compensation structures.
- Participants are also adept in managing the sales process of prospecting for potential customers followed by conversion that leads to customer acquisition.
- Participants can also learn account management to support and satisfy customer needs and ensure high levels of customer satisfaction and customer retention.
Takeaways
- 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 Specialist certification by XpertBrains
COURSE OUTLINE
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
Exam Format
- Multiple choice
- 140 questions per exam
- No negative marks for wrong answers
- 180 minutes duration
- Proctored online exam
