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The Chartered Institute of Marketing
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Professional Development

Intensive Diploma in Strategic Sales Practice (Residential)

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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
 
Price includes CIM student membership during your studies, all tuition costs, core text books and full board accommodation (en suite single room).

How This Qualification Is Available

Overview

This is a programme where delegates will be guided through debate and discussion to uncover solutions to real-life business issues. This diploma is designed for commercially experienced sales practitioners, allowing delegates to learn together in a group, openly sharing their knowledge and personal experience.

Profile

Aims and Objectives

Benefits

  • 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 of each year. Further dates available on request.

To discuss your requirements, contact the CIM Academy team on +44 (0)1628 427240 or email cimacademy@cim.co.uk

Click here to download a booking form 

Entry Requirements And Assessments

We recommend that you have at least five years good sales experience, at least two of which at a senior level.

Exemptions

There are no individual subject exemptions for this course.

Qualification Modules

  1. Strategy and Plans
  2. Managing Resources
  3. Customer Relationship
  4. Sales Strategy in Practice
You will learn to
  • be proactive within an ever changing competitive environment
  • understand the external and internal drivers for change in sales force organisation, operations and critically analyse their impact
  • understand the practical implications of using new technologies in sales management and identifying relevant data and information to support sales operations
  • appreciate the changing strategic and operational demands on the sales function and the knowledge and skills required
  • distinguish and detail alternative models for sales force organisation
  • recognise the key tasks involved in effective allocation of staff to sales activities and emerging business opportunities
  • plan and lead change within the sales function, formulating sales strategies and plans that contribute to the overall business objectives
  • work with other business functions to deliver business success
  • deal effectively with sales problems through analysis, diagnosis, evaluation of alternatives and development of a solution
  • prepare sales forecasts and budgets
  • implement customer management plans
  • 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 and facilitate case negotiations
  • appreciate the influence of culture on negotiation and long-term relationships
Course structure
  • An intensive, residential programme consisting of 12 days training over six months
  • Attendance at five residential sessions (3 x 3 days, 1 x 2 days and 1 day of tutorial support) in sequence
  • Three work-based assignments and one practical assessment
  • 8-10 hours per week reading and studying