Advanced Certificate in Professional Sales Management Practice
Who is it for?
- Current sales or account managers working at an operational level
- Those moving into a sales management or an account management position
- Experienced professionals who want to formalise their practical experience in the sales/business environment
- Individuals looking to build knowledge gained at Certificate level
Price
£4,995 plus VAT. This price includes student membership during your studies, all tuition costs, core text books and full board accommodation in ensuite single study bedrooms at our Moor Hall Training Complex.
Overview
The Advanced Certificate in Professional Sales Management Practice is an intensive, residential programme that consists of 11 days training over a period of nine months. Delegates will need to attend four sessions (of 3 x 3 days and a final 2-day workshop) in sequence and will need to spend between eight and ten hours per week reading and studying.
The modules are immediately followed by an assignment which will be practical or based on your business, and is designed to give the delegate the opportunity to put into practice the knowledge they have just learned. Assignments usually take between 40-50 hours to complete.
Aims and Objectives
This qualification is for individuals looking to build practical skills in operational sales management or account management. The programme has been designed by CIM Academy and is based upon the National Occupational Standards for the sales profession.
Benefits to you
- Get the sales management skills you need at an operational level to maximise opportunities for your company
- Write, implement and evaluate an effective sales plan to meet your targets
- Achieve a recognised sales qualification
- Gain entry to the Diploma in Strategic Sales Practice
Deadlines
Streams commence in March and September each year.
Qualification Modules
Module 1 – Managing Sales People
This module identifies the characteristics of a successful sales force, and covers the basics of recruitment, motivation, and training and development. It also explores internal relationships to support the sales team and customer accounts.
By the end of this subject, delegates should be able to:
- Recruit sales team members
- Lead a sales team
- Provide learning opportunities for colleagues
- Monitor and evaluate sales team performance
- Work effectively with other business functions in support of the customer
Module 2 – Organising for the Customer
This module enables the manager to organise resources effectively - including information, systems and skills.
By the end of this subject, delegates should be able to:
- Identify their own training needs through preparing a skills audit
- Prepare a personal development plan and identify strategies for improvement
- Build and deliver customer service and customer care support
- Use information to make sales related decisions and recommendations
- Prepare and present proposals
Module 3 – Professional Sales Planning
This module helps delegates to develop and implement sales plans effectively. The practical aspects include the skills required to deliver professional, high impact presentations of their plans.
By the end of this subject, delegates should be able to:
- Create effective sales strategies and plans which contribute to the overall business plan
- Plan sales activities
- Set departmental, team and individual objectives for the achievement of the plan
- Monitor progress against targets
- Evaluate achievement and review plans
- Establish and understand potential market segments
- Work with marketing to develop new products and services
- Set and manage sales budgets
Module 4 – Professional Sales Management in Practice
This module brings together the learning from the first three modules and, with tutor support, delegates put together a proposal for a work-based project and complete a significant piece of work to solve a work-based problem.
Entry Requirements and Assessments
CIM Academy has its own entry criteria and applicants are assessed on an individual basis. However, we recommend that you have:
- at least three years sales experience, one of which should be at management level, or
- a good first degree, or
- the Certificate in Professional Sales Practice in order to apply.