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.
Course Topics
Certificate of Executive Sales and Account Management/Certificate of Business Development
Unit 1 - Identify and plan sales prospects
- Prospecting methods
- Qualify methods
- Evaluate strengths and limitations
- The selling process
- Warm and cold markets
- Prospecting activities
- Pull prospecting
- Prospecting methods
- Prospect lists
- Current and previous customers
- Cold calling
- Target markets
- Stage of life
- Product life span
- Early adopters
- Qualifying leads and criteria
- Buyer motives
- Budgets
- Buyer accessibility
- Product affordability
- Return for the seller
- Legal compliance
- Responsibilities
- Prospect information
- Recording systems
- Systems and processing
- The human element
- Legislation
- Effectiveness of system
- Customer relationship management systems (CRMS)
- Monitoring and evaluation
- Individualised sales plans
- Sales goals and quotas
- SMART goals
- Goal setting levels
- Consultation and communication structures
- Leader boards
- Customer contact
- Plan individualised sales plan
- Healthy and safety
- Evaluation and adjustment
- Celebrating achievements
- Paperwork and reports
- Routine reports
- Sales orders
- Facilitate record keeping
- Workloads
- Effective routines
- Unanticipated events and activities
- Reaction planning
- Swallowing frogs
- Time analysis
- Prioritising steps
- Non-productive sales activities
- Managing interruptions
- Saying ‘no’
- Defrag your diary
- Manage down-time
- Weekly review and planning (WRAP)
- Delegating tasks
- Symptoms and dealing with stress
Unit 2 - Present, secure and support sales solutions
- Prepare for sales presentation
- Products, ideas and services
- Involvement and response
- Checklists
- Product information
- Direct and indirect information sources
- Features and benefits
- Legislative requirements
- Fair trading
- Sales tactics
- Preparation
- Sales solutions
- Passive selling
- The presentation
- Options and alternatives
- Customer questions
- Promote the enterprise
- Present sales solution
- Body language
- Listening skills
- Buyer, needs, preferences
- Buyer motives and objections
- Make notes
- Questioning
- Key points for a great sales presentation
- Persuasive communication techniques
- Key features
- Product features and benefits
- Feature / benefit comparisons
- SPACED benefits
- Translating features into benefits
- Rational and emotional benefits
- Build buyer understanding
- Respond to buyer signals
- Non-verbal buying signals
- Buyer resistance
- 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
- Closing techniques
- Summarise benefits
- Specific terms
- Existing customers
- Addressing concerns
- Conditions of agreement
- Financing arrangements
- Providing credit
- Store cards
- Complete sales documents
- Quotations
- Internal requisitions
- Sales receipts
- Cross-selling
- Up-selling
- Support post-sale activities
- Buyer post-sale
- After-sales support
- Aspects of selling
- Product manuals
- Packaging and product labels
- Technical support
- Information for customers
- Feedback solicitation
- Product satisfaction
- Five feedback flaws
- Service problems
- 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
- Strategic direction
- Mission strategic plans
- Review successful approaches
- Forecasting
- Buying patterns
- Products
- Consumer attributes
- Competitor analysis
- Recorded data
- Establish performance targets
- Valid and reliable data
- Value chain analysis
- Best practice
- Benchmarking
- Develop a sales plan
- Targeting the market
- Identify risks
- Develop risk controls
- Risk management planning
- Documentation and analysis
- Advertising/promotion campaign
- Product strategies
- Budget applications
- Vertical marketing
- Sales plans
- Budgets
- Identify support requirements
- Formal training
- Coaching
- Product knowledge
- Monitor sales plan
- Pricing strategy
- Evaluations
- Up selling and cross selling
Unit 4 - Achieve Sales Results
- Review sales targets
- Ensure sales targets are achievable
- Review sales performance
- Sales strategies
- SPACED benefits
- Creating a sales environment
- Team sales targets
- Inventory control / methods
- Human resources
- Contingency plans
- Team support
- Training / coaching / mentoring
- Resolve operational issues
- Retail supply chains
- Review sales targets
- Monitor achievements
- Poor performance
- Performance counselling steps
Unit 5 - Develop and implement business development strategies to expand client base
- Identify potential clients
- Marketing and promotional plans
- The labour market
- Past business relationships
- The prospecting plan
- Strategies for effectiveness
- Initiate relationships with clients
- Communication strategies
- Assertive communication
- Negotiation and sales techniques
- Workplace diversity
- Legislative requirements
- Viable, realistic options to employer
- Client business requirements
- Problem solving
- The legal model
- Action plans
- Preparing a tender or proposal
- Solicited business proposal
- 7 steps to produce a proposal
- Manage client relationships
- Proposal follow-up
- Future work requirements
- Visual / Oral emphasis
- Contract characteristics
- Negotiate business requirements
- Client satisfaction
- Performance monitoring plan (PMP)
- Data analysis plans
- Expanding client base
- Assess established networks
- Relationships with potential clients
- Online business networking
- Ishikawa diagrams
Unit 6 - Lead the development of business opportunities
- Business opportunities
- Existing operations
- Business trends
- New business opportunities
- Customer analysis
- Opportunities and threats
- SWOT analysis
- Stakeholder consult
- Organisational capacity
- Capabilities
- Business development plan
- Feasibility studies
- Market profile
- Measuring risk
- Compliance
- Management responsibility
- Fault tree analysis
- Business goals
- Business objectives
- Finance
- Leasing / hire purchase
- Seek plan approval
- Information systems
- Six C’s of communication
- Test business initiatives
- Implement development plan
- Communicate plan
- Allocate resources
- Internal / external suppliers
- Inventory
- Economic order quantity (EOQ)
- Budgets / forecasting
- Marketing roll-out
- Evaluate development plans
- Evaluate new business initiatives
- Monitor waste
- Measure KPI’s
- Productivity / profitability
- Review business development plan
- Benchmarking
- Problem solving
Assessment
Assessment Information
When you study with Australian Online Courses, you will be assessed using a competency-based training method.
Competency-based training focuses on the achievement of skills and knowledge against set criteria to meet industry-standard and is not benchmarked against other students’ work.
In this course, the assessment will be comprised of written assignments and exercises, which may include short answer questions, reports, essays, research projects and reflective tasks.
If you do not achieve a competency result on your first attempt, you have two more attempts to pass your assessment. So, you have three attempts in total to obtain a competency result.
In this way, you can complete your course in your own time and at your own pace with the assistance of unlimited tutor support.
Assessment
Assessment Information
When you study with Australian Online Courses, you will be assessed using a competency-based training method.
Competency-based training focuses on the achievement of skills and knowledge against set criteria to meet industry-standard and is not benchmarked against other students’ work.
In this course, the assessment will be comprised of written assignments and exercises, which may include short answer questions, reports, essays, research projects and reflective tasks.
If you do not achieve a competency result on your first attempt, you have two more attempts to pass your assessment. So, you have three attempts in total to obtain a competency result.
In this way, you can complete your course in your own time and at your own pace with the assistance of unlimited tutor support.
Course FAQs
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;
- No entry requirements;
- All course materials provided online – no textbooks to buy;
- Unlimited tutor support;
- Easy to understand course content;
- We offer twelve (12) months’ access, with extensions available upon application (fees apply);
- Certificate of Attainment/Completion issued for your CV (hard copy provided); and
- Course may be tax deductible; see your tax advisor.
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 optional and not required to complete the 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.
Career Pathways
Future growth
Strong
Unemployment
Low
- Account Executive
- Sales Representative
- Sales Manager
- Business Development Coordinator
- Business Development Associate
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