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Certificate of Executive Sales and Account Management

$499.00$799.00

Course Outline and Topics

Course Overview

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.

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

Assessment

Written assignments and exercises, including short-answer questions, reports/essays and projects. There are no examinations or due dates for assessment.

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Benefits

  • Become fully trained and improve your employment opportunities;
  • Recognised by employers as professional development;
  • Study online, anywhere via our elearning system;
  • Access to high-quality courses written by industry experts;
  • Interactive simulations for many programs;
  • All course materials provided online – no textbooks to buy;
  • Unlimited tutor support;
  • Easy to understand course content;
  • Unlimited enrolment with no expiry;
  • Certificate issued for your CV (hard copy provided);
  • Tax deductible in most cases* See your tax advisor.

Payment Information

Certificate Course

,

Career Pathways

Future growth

Strong

Unemployment

Low

  • Account Executive
  • Sales Representative
  • Sales Manager
  • Senior Sales Executive
 
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  • $25/week
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$799.00