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Certificate overview

Sales management is one of the most important elements to the success of modern organizations. Selling is not only the most expensive component of the marketing mix for most companies, it is also the most direct link for the company with the customer.

Therefore, managing the sales force is one of the most important executive responsibilities. Personal selling and hence sales management is undergoing drastic changes. These changes are driven by many behavioral, technological, and managerial forces that dramatically and irreversibly alter the way salespeople understand their goals, prepare for, and accomplish them. Salespeople, and those who manage them, recognize that these changes affect every aspect of sales management from the way the sales department is organized to the selection, training, motivation and compensation of individual sales representatives.

The Course Outputs :-

This certification aims to increase sales awareness, appreciation and insight into decision-making in sales management, as well as enhance their capabilities to address problems faced by sales managers. It also aims to emphasize the importance of sales in today’s changing world. Demonstrate knowledge and understanding of vocabulary terms in the field of sales management. Demonstrate knowledge and understanding of basic theories of sales management. Understand the importance of sales force management in the marketing planning process. Understand the relationship between sales and other elements of the marketing mix. Understand the sales effort, sales process, and activities involved. Understand the implications of various operational problems and management dynamics. Understand the development and application of important sales management principles.

Target Groups :-

This highly practical certification program is specifically designed for:

  • Marketing managers and their assistants and employees
  • Managers of public relations departments, their assistants and their employees
  • Directors of banking awareness departments and their assistants and employees
  • Sales department managers, their assistants and their employees
  • Sales and Marketing Representatives
  • Customer service staff

Advantages of passing the test :-

  • Successfully completing this course makes you a Certified Sales Manager CSM
  • You can use the CSM label on your business card and resume
  • Access to the GAFM network
  • It is preferred to have access to education centers in the USA, UK, Europe, Asia, the Middle East and Latin America
  • Access to GAFM magazine published online

Unit 1 :-

  • The development and role of sales in marketing Nature
    • role and types of sale
    • The nature and role of the sales department
    • The relationship between sales and marketing
    • Overview of sales management and the selling environment
  • Sales strategies
    • Sales and Marketing
    • Planning
    • The planning process Develop marketing plans
    • Place of sale in the marketing plan
    • Services versus goods

The development and role of sales in marketing Nature, role and types of sale The nature and role of the sales department The relationship between sales and marketing Overview of sales management and the selling environment Sales strategies The development and role of sales in marketing Nature, role and types of sale The nature and role of the sales department The relationship between sales and marketing Overview of sales management and the selling environment Sales strategies Sales and Marketing Planning The planning process Develop marketing plans Place of sale in the marketing plan Services versus goodsThe planning process Develop marketing plans Place of sale in the marketing plan Services versus goods

Unit 2 :-

  • Consumer and regulatory buyer’s behavior
  • Differences between consumer and regulatory buying
  • Buyer’s consumer behavior
  • Organizational Buyer Behavior
  • Relationship Management
  • Sales settings
  • Environmental and administrative forces affecting sales Sales Channels Sales services Sales of promotions, exhibitions and public relations International selling Economic aspects International sales at the company level Cultural factors in international selling International Selling Organization Law and Ethical Issues Contract – Terms and Conditions Business practices and legal controls Ethical issues

Unit 3 :-

  • Bonus – cash and non-cash
  • Managing complaints and building an effective complaints system
  • Solve problems with customers according to best practices
  • Ethical symbols in the workplace
  • Communication and communication skills
  • The importance of communication between the team
  • Ways to formulate conversations with employees and management
  • Turning negative language into positive ones

Unit 4 :-

  • Building close relationships
  • Types of problems in the workplace
  • Where the problems are happening
  • Ways to solve problems

Unit 5 :-

  • Bank Branch Sales Techniques
  • Understanding and developing banking sales skills
  • Weekly sales meetings
  • Regular and emergency meetings
  • Sudden employee outages
  • Sales Leadership
  • Challenges and opportunities

Unit 6 :-

  • Building effective customer relationships to achieve the monthly goal
  • Dealing with VIP customers
  • Cross-selling techniques
  • Achieving excellence in customer service

Test time and details:

Nature Test: Multiple-choice questions

Test duration: 2 hours

Success score: 70

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