Advanced Certificate in Professional Sales Management Practice

Overview

The Advanced Certificate in Professional Sales Management Practice 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.

Who is it for?

The qualification is ideal for current sales or account managers working at an operational level or those moving into a sales management or an account management position. It would also suit experienced professionals who want to formalise their practical experience in the sales/business environment.

What will you learn?

By the end of this qualification delegates should be able to:

• Recruit, lead and motivate your team
• Write and implement effective sales strategies and plans
• Evaluate achievement and monitor performance
• Identify your own training needs and prepare a personal development plan

Qualification content

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.

Learning Outcomes

• 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.

Learning Outcomes

• Identify 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.

Learning Outcomes

• 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.

Do you qualify?

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
• NVQ level 3 sales or level 4 on any subject
• The Professional Certificate in Sales Practice in order to apply

How will you be assessed?

The Advanced Certificate in Professional Sales Management Practice is an intensive, residential programme that consists of 11 days training over a period of six 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 may 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.

How and where can you study?

See study centres below.

What does it cost?

£4,995 + VAT

Study centres