Certificate in Professional Sales Practice

Overview

The Certificate in Professional Sales Practice provides an intensive introduction to the sales profession. It will equip individuals with the knowledge to start their career in sales with confidence. It will also act as a refresher course for those looking to formalise their experience.

CIM sales qualifications address the professional skills required by today's sales professionals and are recognised as meeting industry requirements by the national sales standards setting body – the MSSSB.

Who is it for?

The qualification is for those starting a career in sales as well as a refresher for those who have had little formal training. The certificate is ideal for individuals from other disciplines who wish to improve their personal selling skills.

What will you learn?

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

• Perform a personal skills audit
• Prepare a personal development plan including setting personal objectives and identifying strategies for achievement
• Manage your time effectively – identifying priorities for action
• Develop and maintain personal networks of contacts – meeting needs for information and resources
• Deliver professional presentations to groups and evaluate your own performance
• Develop, submit and follow-up proposals to customers

Qualification content

Module 1 – The Sales Process

This module builds awareness of the need to gather and analyse market information to form future sales plans and work with marketing to generate ideas for new product developments. It also covers the practical stages in making a sales call.

Learning Outcomes

• Obtain and analyse market information
• Make recommendations to the marketing department on new product development
• Match products and services to markets and market conditions
• Prepare a sales presentation
• Identify customer needs
• Present benefits to meet customer needs and overcome objections
• Gain commitment to sales actions and agree terms and conditions

Module 2 – Professional Sales Skills

This module gets delegates to manage themselves more effectively by carrying out a personal audit and developing a personal action plan to enhance their performance. It explores the benefits of networking and making presentations and proposals.

Learning Outcomes

• Perform a personal skills audit
• Prepare a personal development plan including setting personal objectives and identifying strategies for achievement
• Manage their time effectively – identifying priorities for action
• Develop and maintain personal networks of contacts – meeting needs for information and resources
• Deliver professional presentations to groups and evaluate their own performance
• Develop, submit and follow-up proposals to customers

Module 3 – Understanding the Customer

This module highlights various aspects of customer relations that contribute to effective achievement of sales. It covers decision making units, legal and regulatory requirements as well as customer service and opportunities for cross-selling and up-selling.

Learning Outcomes

• Contact customers, influencers and decision makers using a variety of methods
• Demonstrate an understanding of relevant legal, ethical and regulatory requirements
• Liaise with colleagues in the organisation in dealing with customer complaints
• Gather and evaluate customer feedback
• Take appropriate action based on a balance of customer feedback and business needs
• Advise on opportunities for cross- and up-selling

Module 4 – Professional Sales 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?

This is an introductory level course and applicants will need to be educated to A level or NVQ level 3 standard.

How will you be assessed?

The programme blends interactive online tutorials with three face-to-face workshops over a period of six months. There are four business related assignments which require 25-30 hours each to complete and we recommend that delegates allow four hours study time per week in addition to this.

How and where can you study?

See study centres below.

What does it cost?

£2600 + VAT

Study centres