Certified Sales and Marketing Professional (CSMP)

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • Aug-12-2024

    Kuala Lumpur

  • Sep-09-2024

    Kuala Lumpur

  • Oct-14-2024

    Kuala Lumpur

  • Nov-11-2024

    Kuala Lumpur

  • Dec-09-2024

    Kuala Lumpur

Dates in Other Venues

  • July-22-2024

    Barcelona

  • July-22-2024

    London

  • July-29-2024

    Dubai

  • July-29-2024

    Amsterdam

  • Aug-05-2024

    London

  • Aug-05-2024

    Amsterdam

  • Aug-12-2024

    Istanbul

  • Aug-19-2024

    Paris

  • Aug-19-2024

    Singapore

  • Aug-26-2024

    Barcelona

  • Aug-26-2024

    Dubai

  • Sep-02-2024

    London

  • Sep-02-2024

    Amsterdam

  • Sep-09-2024

    Istanbul

  • Sep-16-2024

    Singapore

  • Sep-16-2024

    Paris

  • Sep-23-2024

    London

  • Sep-23-2024

    Barcelona

  • Sep-30-2024

    Amsterdam

  • Sep-30-2024

    Dubai

  • Oct-07-2024

    Amsterdam

  • Oct-07-2024

    London

  • Oct-14-2024

    Istanbul

  • Oct-21-2024

    Singapore

  • Oct-21-2024

    Paris

  • Oct-28-2024

    Barcelona

  • Oct-28-2024

    Dubai

  • Nov-04-2024

    London

  • Nov-04-2024

    Amsterdam

  • Nov-11-2024

    Istanbul

  • Nov-18-2024

    Paris

  • Nov-18-2024

    Singapore

  • Nov-25-2024

    Dubai

  • Nov-25-2024

    Barcelona

  • Dec-02-2024

    London

  • Dec-02-2024

    Amsterdam

  • Dec-09-2024

    Istanbul

  • Dec-16-2024

    Singapore

  • Dec-16-2024

    Paris

  • Dec-23-2024

    London

  • Dec-23-2024

    Barcelona

  • Dec-30-2024

    Dubai

  • Dec-30-2024

    Amsterdam

Course Details

Course Outline

5 days course

 

The Changing Business Environment

 

  • Evolution of Personal Selling.
  • The New Sales Competencies.
  • Behaviours, Characteristics and Skills of a Successful Salesperson.
  • Assessing Performance According to Specific Sales Indicators.
  • The 10 Root Causes of Sales Problems.
  • Personal Selling Profile.

 

Preparation and Self Organization

 

  • Personal Management.
  • Time Management for Sales People.
  • Understanding the Psychology of Selling.
  • Developing a Strategy for Sales Success.

 

The Sales Process

 

  • Effective Prospecting and Pre-Visit Research Using Teleblitz.
  • Characteristics of Different Aelling Models, Types and Atructures.
  • Setting Goals Based on Your Sales Quota and Plan.
  • Analysing the Territory and Conducting Account Research.
  • Planning Your Calendar to Achieve Sales Goals and Build a Sales Pipeline.
  • Identifying Resources and Methods of Generating Leads.
  • Delivering Clear and Effective Presentations.
  • Handling and Overcoming Objections.
  • Achieving Positive Closing Techniques.
  • Recognizing Service as a Hard Differentiator.

 

Business Negotiation Skills

 

  • Understanding the Principles Involved in Successful Negotiation.
  • Sales Negotiation and Vulnerability Analysis.
  • Building a Value Position and Relationship through Artful Negotiating.

 

Managing the Customer Relationship
 
  • Service Beliefs and Philosophy.
  • Basic Attributes of a Positive Attitude.
  • Questioning and Probing Skills.
  • Comprehending Different Buyer Behaviours Styles and your Own.
  • How to Respond to Different Buyers and Different Personalities.
  • Strategies to Maintain Communication with a Customer.

Course Video