Certified Sales Professional [CSP]

Major areas to be covered:

Objective: After successful completion of the program, participants will be able to:

1. Understand the competencies of a Sales Professional
2. Apply the sill set to acquire and retain customer
3. Close the sales deal
4. Conduct sales call professionally
5. Ensure Territory Management
6. Ensure Sales Monitoring
7. Apply the skills for sales leadership

Details:

Areas of Discussion and Assessment

• Objective and Scope of Personal Selling
• Buyer Seller Dyad and Personal Selling Situations
• Theories of Selling
• Personal Selling Process
• Prospecting, Objection Handling and Closing
• Sales Forecasting-I
• Sales Forecasting-II
• Functions of Salesperson
• Purpose of Sales Organization
• Types of Sales Organisation Structure
• Recruitment Process
• Selection Process
• Training Objective Training Methods
• Theories of Motivation
• Devising Compensation
• Types of Compensation Plans, Fringe Benefits
• Standards of Performance Qualitative, Quantitative
• Recording of Actual Performance
• Evaluation and Control Through Action and Supervision
• Purpose of Sales Budget
• Objective in Using Quotas
• Procedure of Setting Quota, Limitations of Quota System
• Concept of Sales Territory
• Need for Establishment and Revision of Sales Territory
• Territory Management
• Key Account Management
• Corporate Sales essentials
• Retail Sales essentials
• Show Room Sales Management

Program Administration:

Total Duration: 4 Months

Method: Fully Online

Pre-requisite: Graduate

Pre course Activity:

1. Self Assessment
2. Self study of article and materials to clear the concept

Post Course Activity: Assignment, Awareness Presentation, Application Action Plan

Assessment Method:

• Post Course Examination
• Post Course Assignment & Presentation