Certified Sales and Marketing Professional (CSMP)

Certified Sales and Marketing Professional (CSMP) Training course equips you with the tools to be the best in the field and lets employers know that you have real-world, practical expertise that can be readily applied to the current work environment. CSMP gives you the capability, credibility and confidence to be a high performing contributor in your organization.

• Some of the best and most successful salespeople all have a common trait. A continuous commitment to excellence. One way to prove this, even just starting in the sales profession, is through The Certified Sales and Marketing Professional (CSMP) Training course. 
• This programme is designed to provide a deeper understanding of the effectiveness and purpose of marketing and sales. It gives learners the opportunity to explore a series of key sales and marketing concepts from the perspective of a professional business environment.
• This course is a preparation course, and designed to equip you with the necessary skills and knowledge to prepare for the certification, should you choose to pursue it in the future

At the end of the Certified Sales and Marketing Professional course, you will be able to: 

• Identify the behaviors and skills of a successful sales professional.
• Apply a structured and tested sales process to maximize every sales opportunity.
• Understand prospecting basics and be able to conduct a sales call.
• Use appropriate questioning techniques and listening skills which will lead to a reduced level of objections and an increased level of sales.
• Make presentations that meet both organization objectives and the needs of the audience.
• Anticipate objections and work up strong responses.
• Describe different types of selling models.
• Choose a closing technique to earn the business.
• Draft a formula to achieve sales goals.
• Manage the customer relationship on an ongoing basis.
• Differentiate themselves from competition through building better customer relationships and the use of customer care philosophies.

Certified Sales and Marketing Professional (CSMP) training course, is ideal for:

• Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

Course Outline
Day 1
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.

Day 2
Preparation and Self Organization

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

Day 3
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.

Day 4
Business Negotiation Skills

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

Day 5 
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