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Corporate Sales

 

Corporate Sales (CS) outlines the best practices and processes for effective business-to-business (B2B) sales.

Syllabus

1. Introduction
a. A Brief History of Corporate Sales
b. Corporate Strategy Overview
c. Aspects of Sales and Marketing
d. Levels of Sales and Marketing Strategy
e. Marketing Strategy Overview
f. Corporate Sales Overview

2. Understand Sales Value Proposition and
     Determine Corporate Sales Channels
a. Understand Sales Value Proposition
b. Determine Corporate Sales Channels

3. Prepare Organization for Sales
a. Plan Sales Governance
b. Determine Sales Targets
c. Create Marketing Assets
d. Determine Sales Targets

4. Training for Corporate Sales
a. Sales and Negotiation Training
b. Product Training

5. Sales Process-Prospecting
a. Profile Target Customers and Decision Makers
b. Lead Generation and Qualication

6. Sales Process-Conversion
a. Needs Assessment for Each Qualied Lead
b. Presentation, Overcoming Objection, and
Closure

7. Account Management
a. Classication of Accounts and Resource Allocation
b. Corporate Accounts Alignment
c. Client Management