Certificate in Professional Sales & Sales Management
Organizations can live or die on the strength of their sales force and sales leadership. Frontline sales producers provide essential services to their clients and bring in critical revenues to fund the growth of their businesses. The School of Continuing Studies is pleased to provide a unique and powerful program to interested parties: Certificate in Professional Sales & Sales Management. This three course program will provide the tools required for sales and sales leadership success. Start with Professional Sales Best Practices to hone the sales skills & knowledge required for you to advance in your career in professional sales. The complete Business-to-Business (B2B) sales process is identified and addressed. Participants will get hands-on practice in:
- Meeting Clients
- Conducting Needs Analysis
- Presenting Quotations
- Managing the Clients Decision-Process
- and Fulfillment of product/service delivery.
Professional Sales Management takes the sales person to a supervisory level as they learn how to recruit, train, coach and manage professional sales teams. Topics covered in this course include:
- Recruiting & Assessment
- Orientation; Sales Training
- Sales Coaching
- Reward & Recognition Programs
- Use of CRM tools to track performance
- Sales Compensation Programs and Managing Sales Performers (see also the instructor’s Quota website at www.quotagame.com).
The lead instructor is Earl Robertson, one of Canada’s best-known sales trainers and a former CEO and President of three market-leading companies. This certificate program is hands-on, focused on skills/knowledge that work and will require classroom attendance and participation. Other instructors are: Mr. George Anastasopoulos; Ms. Elizabeth Johnston; Mr. Brian Campbell; and Ms. Tracy Best
Note: Students who began the certificate prior to Fall 2013 are required to complete only SCS 2093 and SCS 2095. For students who begin the program in Fall 2013, they will be required to complete all three courses (listed above). Students have two years from the start date of their first course to complete the certificate.