Think you can cut it in executive sales? As a sales professional, you’ll be the face of a company and will need to be highly people-focused, passionate and persistent. If this sounds like your personality, you’ve found your calling.
Executive Sales and Account Management Program is an online professional development course that will provide you with the skills and knowledge required to work in an executive sales or account management role.
In this online sales course you will learn how to prepare for client meetings and negotiations and how to prepare, plan and execute sales by using practical sales methods and techniques.
This professional development course is designed to increase your chances of success in an executive sales or account management role, or give you the ability to move into one of these roles.
On completion of this course you will have the ability to negotiate complex sales and the confidence to make presentations to clients.
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
Estimated duration 60 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.
I really enjoyed my time taking this course.
L. Dowling, Wandin Nth, VIC. | Certificate of Executive Sales and Account Management
It was great.
A.Choma, Croydon, VIC | Certificate of Executive Sales and Account Management
Studying with Australian Online Courses gave me the flexibility to complete field studies, tasks and assignments in my own time. I did not feel pressured at any time during my course to submit work until I was completely satisfied with my work. The course material was well presented and easy to follow. I would highly recommend Australian Online Courses to anyone who is looking to undertake online study with such a helpful and professional organisation. Thanks again.
J, Christmass, Madeley, WA
I have experienced: i) Extremely efficient online learning. ii) Quick marking ‘turn-around’ times. iii) Tutors who have been wonderfully approachable and helpful with any queries and concerns regarding course enrollment, assessments and/or subject matter. Overall, I am very satisfied with learning via Australian Online Courses. Thank you.
C, Garson, Toowoomba, QLD
Fantastic experience and was able to gain lots of knowledge.
J. Peirce, Busby, NSW
I have learnt a lot from this course. This course has helped me to manage my anger issues and look at things from a different perspective. I have learnt that my anger and the behaviour can affect others. I have learnt new ways on controlling and managing my emotions and anger. This is the first time i have attended an anger management course. I wish I had done this course earlier.
B. Murphy, Concord, NSW
The course content was relevant, interesting and appropriately paced.
K. Scott, Peachester, QLD
My experience was Australian Online Courses was excellent. I could complete the work at my own pace using the provided materials which were in a easy to access spot. The education has helped me formulate ideas for progressing a project I am currently trying to develop. Overall I am very satisfied with what I have experienced.
N. Haydon, Mount Peter, QLD
It was a very informative platform. The study material is very useful and assignments are practical based real life situations. I learned a lot and I try my best to improve myself with the help of this course.
A.Singh, Hoppers Crossing, VIC
I completed this course to develop my knowledge and skillset in policy development in hopes of progressing my career. Online study works best for me to allow me to continue working full time, and studying when it suits me. Assessments were marked quickly, and the content was engaging and beneficial. Thank you to AOC
S. Littlehales-Adey, Everton Hills, QLD
I enjoyed studying and I’m going to enroll for another course. The tutor was great and it was easy to understand.
A, Egia, Gatton, QLD
The best institute I have ever come through. Looking forward to enrolling in few other courses for a refresher.
M, Hussein, Fiji
I was grateful to be able to study at my own pace, so I could stop and start when I chose and be able to keep up with other commitments. I also appreciated the tutors responding to my queries in a timely manner.
M, Minchin, Wellard, WA
I have thoroughly enjoyed completing this course. I’ve learnt many valuable new skills, which will assist me in advancing my career. Thank you!
T. A, Waterson, Kellyville, NSW
It was amazing experience to do online course with this organisation. Everything comes very smooth and the portal is very user friendly.
Z, Yuan, Melrose Park, NSW
loved studying Australian Online Courses. The fact that you are able to complete the course and assessment in your own time is amazing! I started this course when I was heavily pregnant with my first child and have now completed it 6 months after he was born due to the fact that it is at your own pace!
B, Carr, Gold Coast, QLD
I absolutely loved it! It was easy to pick up so that I could learn and start a new career.
G, Moore, Cranbourne North, VIC
AOC was great. Study content was great and gave me all necessary information to complete the assessments and also gain a great understanding of the units. I also dealt with AOC support to extend my course and it was such an easy process and I was so glad to be able to do that without any issues.
A, Spezza, Hadfield, VIC
I loved my experience studying with Australian Online Courses.
K. Sclippa, Mareeba, QLD
Amazing learning opportunity, I love that I can complete the course at my own pace. The learning and the assignments provided me with a lot of insight and knowledge for my future career.
D. Drube, Singapore
My experience for studying with Australian Online Courses was excellent. All the information supplied to me was easy to understand. I would definitely come back to you to study another course if needed, in the future. Highly recommend.
E. Pearce, Advancetown, QLD
My experience with Australian online courses has been fantastic, I would highly recommend them to everyone I know. Professional and extremely helpful staff make studying online so much easier. I definitely would chose to study with Australian Online Courses again.
To enrol multiple staff, please complete the Employer Enrolment Form. We’ll be in touch within 60 minutes during business hours!
Visa, Mastercard, BPAY and Direct Deposit.
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 course or subject pre-requisites for entry into our programs. However, our professional development programs are generally intended for people over the age of 18. In some circumstances, enrolments from younger people may be considered. Please complete the AOC Parent Guardian Consent Form prior to enrolling and submit here.
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.
How is this course delivered?
This course is delivered online via our easy-to-navigate Learning Management System (LMS), where you will discover interactive online learning/written content, resources and assessment.
Do I need to attend classes or undertake any work placements?
No. All courses are delivered online via our LMS 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 only 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.