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.
The Certificate of Executive Sales and Account Management 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 executive 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
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.
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;
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 50 hours. 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: $150.00. 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.