Sales managers who understand the sales process are in demand for their ability to drive sales and manage teams. So, if you aspire to work as a sales manager, this online course will give you the skills and confidence to succeed.
The Certificate of Sales Management is a professional development course that will develop your sales and management skills to oversee the entire sales process.
In this sales management course, you’ll learn about sales concepts, communication and relationships, ethical and legal considerations, how to build and maintain robust client relationships, network effectively, and drive sales results. You’ll also discover how to create powerful sales results through self and team management.
This course is ideal for sales professionals, client relationship managers, business development officers, and anyone involved in managing or directing sales and client relationship operations seeking to enhance their skills and drive their organisation’s success.
Course Structure
Unit 1 - Build Client Relationships and Business Network
- Initiate communication with clients
- Preferred client communication styles
- Establish rapport with client
- Non-verbal communication
- Verbal communication
- Investigate opportunities
- Positive and negative feedback
- Two-way communication
- Barriers to effective communication
- Communication processes
- Business writing
- Client relationship strategies
- Client loyalty objectives
- New clients versus repeat business
- Strategic view
- Define the objectives
- Client profile information
- Profiling
- Loyalty strategies
- Accurate product descriptions
- Complaint resolutions
- Stock and deliveries
- Telephone answering times
- Indicators
- Maintain customer relationships
- Ongoing client feedback
- Assessments and questionnaires
- Interviews
- Focus groups
- Feedback forms
- Problems with feedback
- Effective data
- Using feedback data
- Build and maintain networks
- Maintain business contacts
- Business associations
- Professional development activities
- Establish network support for business
- Channels to exchange information
- Written correspondence
Unit 2 - Identify and Plan Sales Prospects
- Prospecting methods
- Qualify methods
- Evaluate strengths and limitations
- The selling process
- Warm and cold markets
- Prospecting activities
- Pull prospecting
- Prospecting methods
- Prospect lists
- Current and previous customers
- Cold calling
- Target markets
- Stage of life
- Product life span
- Early adopters
- Qualifying leads and criteria
- Buyer motives
- Budgets
- Buyer accessibility
- Product affordability
- Return for the seller
- Legal compliance
- Responsibilities
- Prospect information
- Recording systems
- Systems and processing
- The human element
- Legislation
- Effectiveness of system
- Customer relationship management systems (CRMS)
- Monitoring and evaluation
- Individualised sales plans
- Sales goals and quotas
- SMART goals
- Goal setting levels
- Consultation structures
- Leader boards
- Customer contact
- Plan individualised sales plan
- Healthy and safety
- Evaluation and adjustment
- Celebrating achievements
- Paperwork and reports
- Routine reports
- Sales orders
- Facilitate record keeping
- Workloads
- Effective routines
- Unanticipated events and activities
- Reaction planning
- Swallowing frogs
- Time analysis
- Prioritising steps
- Non-productive sales activities
- Managing interruptions
- Saying ‘no’
- Defrag your diary
- Manage down-time
- Weekly review and planning (WRAP)
- Delegating tasks
- Dealing with stress
Unit 3 - Develop a Sales Plan
- Organisational strategic direction
- Strategic planning documents
- Meeting your market
- Strategic direction
- Mission strategic plans
- Review successful approaches
- Forecasting
- Buying patterns
- Products
- Consumer attributes
- Competitor analysis
- Recorded data
- Establish performance targets
- Valid and reliable data
- Value chain analysis
- Best practice
- Benchmarking
- Develop a sales plan
- Targeting the market
- Identify risks
- Develop risk controls
- Risk management planning
- Documentation and analysis
- Advertising/promotion campaign
- Product strategies
- Budget applications
- Vertical marketing
- Sales plans
- Budgets
- Identify support requirements
- Formal training
- Coaching
- Product knowledge
- Monitor sales plan
- Pricing strategy
- Evaluations
- Up selling and cross selling
Unit 4 - Present, Secure and Support Sales Solutions
- Prepare for sales presentation
- Products, ideas and services
- Involvement and response
- Checklists
- Product information
- Direct and indirect information sources
- Features and benefits
- Legislative requirements
- Fair trading
- Sales tactics
- Preparation
- Sales solutions
- Passive selling
- The presentation
- Options and alternatives
- Customer questions
- Promote the enterprise
- Present sales solution
- Body language
- Listening skills
- Buyer, needs, preferences
- Buyer motives and objections
- Make notes
- Questioning
- Key points for a great sales presentation
- Persuasive communication techniques
- Key features
- Product features and benefits
- Feature / benefit comparisons
- SPACED benefits
- Translating features into benefits
- Rational and emotional benefits
- Build buyer understanding
- Respond to buyer signals
- Non-verbal buying signals
- Buyer resistance
- Strengths and limitations
- Source of objection/resistance
- Using probing questions
- Buyer resistance strategy
- The boomerang approach
- Closing the sale
- Techniques for closing
- Negotiate and finalise sale
- Selecting closing strategy
- Closing techniques
- Summarise benefits
- Specific terms
- Existing customers
- Addressing concerns
- Conditions of agreement
- Financing arrangements
- Providing credit
- Store cards
- Complete sales documents
- Quotations
- Internal requisitions
- Sales receipts
- Cross-selling
- Up-selling
- Support post-sale activities
- Buyer post-sale
- After-sales support
- Aspects of selling
- Product manuals
- Packaging and product labels
- Technical support
- Information for customers
- Feedback solicitation
- Product satisfaction
- Five feedback flaws
- Service problems
- Client loyalty strategies
- Facilitate ongoing contact
- Customer reward programs
- Additional sales benefits
Unit 5 - Drive Sales Results
- Review current operations
- Factors impacting sales
- Get to know the competition
- Technology
- Social factor
- Review organisation sales strategy
- Current sales targets
- Factors that impact sales
- Review successful approaches
- Poor leadership
- Existing customer feedback
- Questionnaires and surveys
- Focus groups
- Monitor social media
- Review websites
- Plans to drive sales
- Subjective data
- Mission / values
- Strategic plans
- Develop a plan to drive sales
- Identify potential customers
- Retain and develop repeat business
- Retail benefits
- Stakeholder input
- Plan to grow sales
- Cross-selling and upselling
- Implement sales plan
- Monitor sales plan
- Communicate plan
- Resources to drive sales
- Promotion strategy
- Advertising
- Product strategies
- Resources
- Planned sales activities
- Support sales teams
- Targets and adjustments
- Market share
- Pricing strategy
- Setting new targets
Unit 6 - Lead and Manage a Sales Team
- Sales operations objectives
- Best practice and benchmarking
- Competition
- Planning process
- Sales
- Sales team
- Recruitment, selection and induction
- Training
- Compensation methods
- Territories, targets and standards
- Directing sales teams
- Encouragement and motivation
- Coaching and mentoring
- Modelling client-focused tactics
- Resources
- Budgets
- Sales training programs
- Monitor sales performance
- Sales management
- Sales reports
- Analysing data
- Customer needs
- Cross-selling
- Closing
- Ethical and social conduct
- Relationships and stakeholders
- Green marketing
- Evaluation Systems
- Market share
- Pricing strategy
- Constructive feedback
- Adjusting plans
Study Hours
Estimated duration 90 hours
Course Delivery and Start
Start anytime, self-paced and 100% online
Assessment
Assessment will be comprised of written exercises, including short-answer questions, reflective tasks, short reports and/or projects. There are no examinations or due dates for assessment. As a result, you can complete training in your own time and at your own pace with the assistance of unlimited tutor support.
Testimonials
Studying with Australian Online Courses was fantastic. Tutors were always readily available when I had any questions, and all staff were so prompt to responded to any queries. Having the option to study online whilst working was fantastic as well.
Amy | Murrumbeena VIC | Certificate of Sales Management
Pleasant and easy experience. Coursework was helpful and marking was prompt.
Ryan | Ferntree Gully, VIC | Certificate of Sales Management
Graduation
A Certificate of Attainment and Statement of Results will be issued upon successful completion of this course.
How to Enrol
Enrolment Form – Employment Services and Rehabilitation Providers
Enrol via Live Chat (Business Hours)
Enrol via Telephone 1300 76 2221 (Business Hours)
Payment Options
Visa, Mastercard, BPAY and EFT/Direct Deposit. Please allow 1-2 Business days for processing for EFT and BPAY.
Course FAQs
Why Choose Australian Online Courses?
- Professional development that is widely recognised and respected;
- Improve your employment opportunities;
- Study online, anywhere via our elearning system;
- High-quality professional development programs written by industry experts;
- All course materials provided online – no textbooks to buy;
- Unlimited tutor support via email;
- We offer twelve (12) months’ access, with extensions available upon application (fees apply);
- Course may be tax deductible; see your tax advisor.
Are there any entry requirements or pre-requisites?
There are no course or subject pre-requisites for entry into our programs. However, our professional development programs are generally intended for people over the age of 18. In some circumstances, enrolments from younger people may be considered. Please complete the AOC Parent Guardian Consent Form prior to enrolling and submit here.
Are there any computer requirements?
To study online with Australian Online Courses you will need a computer (desktop PC/laptop) running a current/updated operating system with reliable high-speed internet access. You will need to use the Google Chrome browser to access your course.
When can I start this course?
You can start within 60 minutes during business hours when you enrol and pay in full with a credit card!
Credit card: Within 60 mins during business hours.
BPAY: Within 1-2 working days.
Internet Banking: Within 1-2 working days.
Cheque/Money Order: Upon receipt of mailed cheque.
How is this course delivered?
This course is delivered online via our easy-to-navigate Learning Management System (LMS), where you will discover interactive online learning/written content, resources and assessment.
Do I need to attend classes or undertake any work placements?
No. All courses are delivered online via our LMS and there are no work placement requirements in this course.
What support can I expect from Australian Online Courses?
Unlimited tutor support is available throughout your studies via email only during business hours Monday to Friday. Our Administrative team are available Monday to Friday via email, live chat and telephone.
I am an international student. Can I enrol into this course?
Yes! We accept enrolments from individuals both within Australia and internationally; location is no barrier to entry into our programs.
Career Pathways
Future growth
Strong
Unemployment
Low
Professional Development for:
- Sales manager
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