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.
Course Structure
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
Study Hours
Estimated duration 60 hours
Course Delivery and Start
Start anytime, self-paced and 100% online
Assessment
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.
Testimonials
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
Graduation
A Certificate of Attainment and Statement of Results will be issued upon successful completion of this course.
How to Enrol
Enrol Online: Click Enrol Now (Credit Card) or Enrol Now (Internet Banking/BPAY)
Enrol via Live Chat (Business Hours)
Enrol via Telephone 1300 76 2221 (Business Hours)
Enrol via Purchase Order/Tax Invoice
Enrolling Multiple Staff?
To enrol multiple staff, please complete the Employer Enrolment Form. We’ll be in touch within 60 minutes during business hours!
Payment Options
Visa, Mastercard, BPAY and Direct Deposit.
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;
- 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?
To study online with Australian Online Courses you will need a computer (desktop PC/laptop) running a current/updated operating system with reliable high-speed internet access. You will need to use the Google Chrome browser to access your course.
Are there any computer requirements?
To study online with Australian Online Courses you will need a computer (desktop PC/laptop) running a current/updated operating system with reliable high-speed internet access. You will need to use the Google Chrome browser to access your course.
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.
Career Pathways
Future growth
Strong
Unemployment
Low
- Account Executive
- Sales Representative
- Sales Manager
- Senior Sales Executive
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