Postgraduate Certificate in Sales Management

Program Days:

25 half days
Live Online

July 23, 25, 30, 2024
August 1, 6, 8, 13, 15, 20, 22, 27, 29, 2024
September 3, 5, 10, 12, 17, 19, 24, 26, 2024
October 1, 3, 8, 2024
8:30 AM to 12:00 PM

Face-to-Face On-campus

October 10, 2024
8:30 AM to 5:00 PM

(GMT+08) on all dates

PROGRAM FEE
PHP 85,990.00 or USD 1,564.00*
* The prevailing exchange rate at the date of payment may apply.

Let us know if you are interested to avail of early bird/group discount or discuss payment terms.

Program Overview

Effectively leading a sales team requires a delicate balance between solid technical expertise to navigate complex sales processes and people management skills to coach, motivate, and inspire a multigenerational team. Many newly transitioned sales managers struggle with this multifaceted role, leaving a gap between technical knowledge and effective leadership.

The Postgraduate Certificate in Sales Management bridges this gap by covering not only core sales principles and the evolving sales process but also providing practical applications by tackling advanced skills in distributor management and key account management. Participants will learn to leverage data analytics to optimize channel performance, identify highly productive distribution avenues, and build strong partnerships.

The program further equips participants with skills to manage key accounts effectively and efficiently by developing strategic account plans based on customer insights co-developed with marketing teams to foster long-term client relationships.

Designed for new and experienced sales managers and leaders, the program goes beyond technical expertise by recognizing the importance of soft skills. Participants develop abilities to curate their sales team right from the interviewing process. They acquire coaching skills, empowering them to identify their teams’ strengths and weaknesses and provide feedback that focuses on their team’s development. The program also emphasizes the importance of communication skills that allow managers to articulate a clear vision, inspire their team, and build trust through open and honest communication. With a two-pronged approach to sales leadership, the Postgraduate Certificate in Sales Management
empowers sales managers to become well-rounded leaders, ready to steer their motivated and high-performing teams through the complexities of the modern sales landscape.

Program Objectives

Equip Participants for Sales Success: Learn skills to excel in all aspects, from prospecting and qualifying leads to closing deals and building customer loyalty, while developing effective sales techniques and communication skills to drive sales success.

Optimize Sales Operations: Formulate and execute multi-channel go-to-market strategies, manage the sales cycle effectively, build strong partnerships with distributors, and leverage channel marketing to maximize sales.

Cultivate Key Account Management Skills: Develop strategic account management competencies by learning to design and implement key account programs, navigate key account processes, and create tailored sales operations strategies.

Bridge the Leadership Gap: Utilize tools and strategies to transition from top salespersons to effective leaders, identify leadership styles, use behavioral interviewing to build a strong team, and master coaching and communication skills for successful team management.

Navigate the Evolving Sales Landscape: Lead and manage multigenerational sales teams, leverage artificial intelligence to personalize sales strategies and automate tasks, and foster strong alignment between sales and marketing for seamless customer journeys and maximized sales performance.

What You Will Learn

Sales Process Mastery
Go-to-Market Strategy Development and Execution
Effective Sales Cycle Management
Channel Marketing Leverage
Emotional Intelligence in Managing Self and Strong Teams
AI in Sales Leverage
Winning Sales Techniques Development
Strong Relationship Building
Strategic Partnership Building
Key Account Management Mastery
Coaching for Peak Performance
Sales and Marketing Alignment

Key Benefits

Sales Mastery with Soft Skills: Master prospecting, craft presentations, and handle objections, all while integrating essential soft skills like active listening and empathy.

Strong and Lasting Customer Relationships: Build trust and loyalty by exceeding expectations and fostering advocacy through exceptional service.

Leadership and Communication Excellence: Lead and motivate teams with effective communication skills, maximizing sales impact.

Who Should Attend

This extensive sales management training program is for ambitious sales professionals who want to elevate their careers. It equips B2B and B2C sales managers with the tools to lead teams, empowers field sales managers to effectively coach their teams for maximum impact, and provides a strong foundation for both new and experienced sales leaders to excel in their leadership roles.