Intensive Diploma in Strategic Sales Practice
Who is it for?
- Experienced practitioners with at least five years sales experience, at least two of which should be at senior level.
- Current and potential Sales Directors.
Price
£6,995 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 Intensive Diploma in Strategic Sales Practice is an intensive, residential programme that consists of 12 days training over a period of six months. Delegates will need to attend four residential sessions (of 3 x 3 days, 1 x 2 days and 1 day of tutorial support) in sequence and will need to spend between eight and ten hours per week reading and studying. Delegates need to undertake three work-based assignments and one practical assessment.
Aims and Objectives
This diploma is designed for commercially experienced sales practitioners, allowing delegates to learn together in a group, openly sharing their knowledge and personal experience. Delegates will be guided through debate and discussion to uncover solutions to real-life business issues.
Benefits to you
- Anchor your selling skills to a strong theoretical base
- Possess a set of frameworks and models that can be used in a variety of sales situations
- Understand what drives successful relationship building
- Champion the strategic role of selling as a driver of business success
- Lead the development of innovative sales and sales management strategies
- Access to the MA (Sales) programme at Portsmouth University on completion
Deadlines
Streams commence in January and July each year.
Qualification Modules
Module 1 – Strategy and Plans
This module explores the critical issues in sales planning including the process links between objectives and strategies; and customer account management, relationships and profitability.
By the end of this subject, delegates should be able to:
- Understand the external and internal drivers for change in sales force organisation, operations and critically analyse their impact
- Collect information for problem diagnosis, evaluate alternatives and propose solutions to sales problems
- Establish potential market segments
- Formulate sales strategies and plans that contribute to business objectives
Module 2 – Managing Resources
This module explores effective sales management within the context of a changing competitive environment and the impact of new technologies.
By the end of this subject, delegates should be able to:
- Distinguish and detail alternative models for sales force organisation
- Understand the practical implications of using new technologies in sales management and identifying relevant data and information to support sales operations
- Prepare sales forecasts and budgets
- Recognise the key tasks involved in effective allocation of staff to sales activities and emerging business opportunities
- Work with other business functions to deliver business success
- Plan and lead change within the sales function
Module 3 – Customer Relationships
Global business structures and the requirement of buyer and seller organisational relationship management are placing new strategic requirements upon those within the sales function.
By the end of this subject, delegates should be able to:
- Appreciate the changing strategic and operational demands on the sales function and the knowledge and skills required
- Devise sales strategies to suit procurement practices of customers
- Build and deliver customer service and customer service support
- Assess the worth and value of their major accounts
- Build and retain effective sales relationships
- Monitor and control relationship management activities
- Manage strategic key and global accounts
- Appreciate the influence culture may have on long term relationships
- Implement customer management plans
Module 4 – Sales Strategy 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 five years good sales experience, at least two of which at a senior level.