Certified Sales Professional

19-01-2020 - 23-01-2020 3300 أبوظبي


Course Introduction:


The Certificate in Professional Sales and Sales Management provides a foundation of knowledge required to meet growing industry demands in Professional Sales and Sales Management. Instructors guide sales professionals in developing skills and proficiency in a comprehensive curriculum of contemporary sales and sales management, including:


·         The complete Business-to-Business sales process

·         Forty distinct skill competencies and advanced strategic sales skills

·         Methods to identify and attract sales talent to your organization

·         Twelve core sales management practices

·         Time & territory management for today’s sales professional

·         Best practices and latest trends in sales management

·         How to manage performance problems and “de-hiring”

·         Key Account Management and Strategic Selling Practices to apply to your business


Course Objectives:


  • Maximize your sales effectiveness by adopting the leading-edge Consultative Selling methodology
  • Discover the strategic framework to plan a successful first visit and obtain a go-forward commitment
  • Enhance your professional sales skill level and expertise to retain customers and expand business opportunities
  • Discover the tactical, strategic, and self-management skills necessary to consistently exceed your customers’ expectations


Who Should Attend?


The Certificate in Professional Sales and Sales Management is geared for organizations and individuals who:

•      Negotiate sales of products or services

•      Sell products or services to new clients

•      Manage Sales Relationships with Clients

•      Provide B2B or B2C Sales Services

•      Investigate and develop new sales leads

•      Provide Post-Sales Support

•      Prepare and deliver sales presentations

•      Technical Sales Professionals

•      Manage Sales Professionals or Sales Managers

•      Own businesses and need stronger insight into the sales function

•      Are tasked with business development responsibilities.


Course Outline:


Understanding and Managing Yourself

  • Tools for sales effectiveness
  • Implementing a closed-loop system to effectively manage your time and set appropriate and attainable goals
  • Importance of developing and maintaining a professional standard of service, behavior, and conduct
  • Understanding the psychology of selling and how it relates to influencing buying decisions


Business Creation – Strategic Territory Planning

  • Establishing criteria for an in-depth competitive analysis of your territory and individual accounts
  • Generating a comprehensive strategy for profit maximization
  • Mastering high-value tools for effective prospecting


The Selling Process with a Higher Success Rate

  • Developing an effective prospecting script to secure appointments
  • Learning to apply the consultative selling process to gain a commitment to proceed to a full presentation
  • Learning how to prepare and deliver an effective sales presentation
  • Negotiating the terms of the agreement to reach a positive outcome Keeping Customers, Building and Managing your Business
  • Building long-term relationships with your customers
  • Creating an effective customer care program
  • Allocating your selling time according to account classification to maximize your sales territory’s profitability



Course Methodology:


A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation


Course Fees:


This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.


Course Timings:


Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session

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Training Plan

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