Intensive Diploma in Strategic Sales Practice

Overview

The Intensive Diploma in Strategic Sales Practice is a qualification 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.

Who is it for?

The qualification is designed for experienced practitioners with at least five good years sales experience, two of which should be at senior level. It is also ideal for current and potential Sales Directors.

What will you learn?

By the end of this qualification you will:

• Possess a set of frameworks and models that can be used in a variety of 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

Qualification content

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.

Learning Outcomes

• Collect information for problem diagnosis, evaluate alternatives and propose solutions to sales problems
• Formulate sales strategies and plans that contribute to business objectives
• Establish potential market segments
• Prepare sales forecasts and budgets
• Implement customer management plans

Module 2 – Managing Resources

This module explores effective sales management within the context of a changing competitive environment and the impact of new technologies.

Learning Outcomes

• Understand the external and internal drivers for change in sales force organisation, operations and critically analyse their impact
• 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
• 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.

Learning Outcomes

• 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 and facilitate case negotiations
• Appreciate what the influence culture may have on negotiation and long term relationships

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.

Do you qualify?

The following are guidelines and applicants will be assessed by CIM Academy on an individual basis.

• Advanced Certificate in Professional Sales Management or
• Any degree and senior business experience or
• NVQ level 4 Sales or
• NVQ level 5 any subject and senior business experience or
• Suitable sales management experience with senior level competence.

How will you be assessed?

The Intensive Diploma in Professional Sales 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.

How and where can you study?

See study centres below.

What does it cost?

£6,995 + VAT

Study centres