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Training Centers Providing this Certification
CSE Preparation Training Program
Knowledge has developed - with the support of SMEI - this comprehensive sales management training program that gets you prepared to the CSE certification Exam. Upon completing this program, you will be awarded a Professional Certificate in Sales Management from Knowledge and you will be ready to sit for SMEI’s CSE Certification Exam.
Overview

Module One: Strategic Sales Planning

Understanding the Sales Management Challenge

  • Introduction to Sales Management
  • The Personal Selling Process
  • The sales function’s impact on the firm’s value chain
  • Aligning a firm’s sales strategy in a multichannel environment

Leadership and Strategic Marketing Sales Forecasting

  • Leadership and the sales executive
  • Strategic Planning and the Marketing Management Process
  • Analyzing Customers and Markets: B2B Sales and CRM

 

Module Two: Managing Sales Operations

Organizing, Staffing, and Training a Sales Force

  • Designing and organizing the sales force
  • Recruiting and selecting the right salespeople
  • Training and developing the sales force

Directing Sales Force Operations

  • Supervising, Managing, and Leading Salespeople Individually and in Teams
  • Setting Goals and Managing the Sales Force’s Performance
  • Motivating and Rewarding Salespeople

 

Module Three: Measurement, Analysis and Knowledge Management

Measurement, Analysis and Forecasting

  • Turning Customer Information into Sales Knowledge
  • Forecasting Sales and Developing Budgets
  • Assessing the Performance of the Sales Force and the People Who Comprise It
  • Marketing Cost and Profitability Analysis
  • Planning and Evaluating Sales Territories

Knowledge Management

  • Leveraging Information Technology
  • Internal and External Cultural Forces That Affect a Firm’s Sales Performance
  • Ethics, the law and sales leadership
Exams within this Certification


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