This dual program allows students to combine both the Certificate of Executive Sales and Account Management and Certificate of Business Development and study them at the same time. Studying a dual program is a more affordable option and can double your study and career options.
Why choose a dual program?
With a dual certificate program you can:
save money – our dual programs are cheaper than studying two certificates separately, making studying more affordable;
combine two areas of interest giving you greater variety in your studies;
graduate with a competitive advantage, with a broader range of skills and knowledge; and
seek a career in either of your study areas, or in a field that combines both, giving you greater flexibility.
Certificate of Executive Sales and Account Management/Certificate of Business Development
Unit 1 - Identify and plan sales prospects
Evaluate strengths and limitations
The selling process
Warm and cold markets
Current and previous customers
Stage of life
Product life span
Qualifying leads and criteria
Return for the seller
Systems and processing
The human element
Effectiveness of system
Customer relationship management systems (CRMS)
Monitoring and evaluation
Individualised sales plans
Sales goals and quotas
Goal setting levels
Consultation and communication structures
Plan individualised sales plan
Healthy and safety
Evaluation and adjustment
Paperwork and reports
Facilitate record keeping
Unanticipated events and activities
Non-productive sales activities
Defrag your diary
Weekly review and planning (WRAP)
Symptoms and dealing with stress
Unit 2 - Present, secure and support sales solutions
Prepare for sales presentation
Products, ideas and services
Involvement and response
Direct and indirect information sources
Features and benefits
Options and alternatives
Promote the enterprise
Present sales solution
Buyer, needs, preferences
Buyer motives and objections
Key points for a great sales presentation
Persuasive communication techniques
Product features and benefits
Feature / benefit comparisons
Translating features into benefits
Rational and emotional benefits
Build buyer understanding
Respond to buyer signals
Non-verbal buying signals
Strengths and limitations
Source of objection/resistance
Using probing questions
Buyer resistance strategy
The boomerang approach
Closing the sale
Techniques for closing
Negotiate and finalise sale
Selecting closing strategy
Conditions of agreement
Complete sales documents
Support post-sale activities
Aspects of selling
Packaging and product labels
Information for customers
Five feedback flaws
Client loyalty strategies
Facilitate ongoing contact
Customer reward programs
Additional sales benefits
Unit 3 - Develop a sales plan
Organisational strategic direction
Strategic planning documents
Meeting your market
Mission strategic plans
Review successful approaches
Establish performance targets
Valid and reliable data
Value chain analysis
Develop a sales plan
Targeting the market
Develop risk controls
Risk management planning
Documentation and analysis
Identify support requirements
Monitor sales plan
Up selling and cross selling
Unit 4 - Achieve Sales Results
Review sales targets
Ensure sales targets are achievable
Review sales performance
Creating a sales environment
Team sales targets
Inventory control / methods
Training / coaching / mentoring
Resolve operational issues
Retail supply chains
Review sales targets
Performance counselling steps
Unit 5 - Build and maintain business relationships
Taking advantage of networking opportunities
Determine networking opportunities
Establishing and maintaining business relationships
Ethics and trust
Effective two-way communication
Common forms of communication
Engaging with business contacts
Barriers to business development opportunities
Problem solving techniques to negotiate solutions
Specialist networking organisations
Online networking resources
Representing and promoting organisational interests
Formal and informal networks
Communicate issues regarding relationships
Seek and respond to feedback
Unit 6 - Lead the development of business opportunities
New business opportunities
Opportunities and threats
Business development plan
Fault tree analysis
Leasing / hire purchase
Seek plan approval
Six C’s of communication
Test business initiatives
Implement development plan
Internal / external suppliers
Economic order quantity (EOQ)
Budgets / forecasting
Evaluate development plans
Evaluate new business initiatives
Productivity / profitability
Review business development plan
Estimated duration 100 hours
Course Delivery and Start
Start anytime, self-paced and 100% online
Assessment will be comprised of written exercises, including short-answer questions, reflective tasks, short reports and/or projects. There are no examinations or due dates for assessment. As a result, you can complete training in your own time and at your own pace with the assistance of unlimited tutor support.
Why Choose Australian Online Courses?
Professional development that is widely recognised and respected;
Improve your employment opportunities;
Study online, anywhere via our elearning system;
High-quality professional development programs written by industry experts;
All course materials provided online – no textbooks to buy;
Unlimited tutor support via email;
We offer twelve (12) months’ access, with extensions available upon application (fees apply);
Course may be tax deductible; see your tax advisor.
Are there any entry requirements or pre-requisites?
There are no entry requirements or pre-requisites for entry into this program.
How long will it take to complete this course?
The approximate study hours for this course is 100 hours. We offer twelve (12) months’ access, with extensions available upon application (fees apply).
Can I purchase optional printed materials?
Yes! The cost for printed materials for this course is $50 per unit.Total cost for optional printed materials is: $300.00. Printed materials are available for purchase at any time and not require to complete this course. Everything you need to complete the course is provided online via our e-learning system.
When can I start this course?
You can start within 60 minutes during business hours when you enrol and pay in full with a credit card!
Credit card: Within 60 mins during business hours.
BPAY: Within 1-2 working days.
Internet Banking: Within 1-2 working days.
Cheque/Money Order: Upon receipt of mailed cheque.
Will I receive a certificate upon completion of this course?
Yes! You will receive a Certificate of Attainment upon successful completion of your assessment.
Do I need to attend classes or undertake any work placements?
No. All courses are delivered online via our e-learning system and there are no work placement requirements in this course.
What support can I expect from Australian Online Courses?
Unlimited tutor support is available throughout your studies via email during business hours Monday to Friday. Our Administrative team are available Monday to Friday via email, live chat and telephone.
I am an international student. Can I enrol into this course?
Yes! We accept enrolments from individuals both within Australia and internationally; location is no barrier to entry into our programs.