SMstudy^® Certified Corporate Sales Experts provide guidance on activities related to building strong business relationships; successfully work with other businesses to help them see the value in the company’s products and services; understand procurement management; conduct effective negotiations with other organizations; and oversee leads generation, qualification, follow-up, account management and other related activities. The certification exams are proctored, and candidates have four hours to complete 180 multiple choice questions. The prerequisites are a study of all of the relevant inputs, tools, and outputs for each process as presented in the SMstudy^® Guide –Corporate Sales book, 5 years of related work experience, 40 mandatory educational hours, and recommendations from two peers and a manager.

Course Objectives

• Participants will be able to provide guidance on activities related to building strong business relationships; successfully working with other businesses to help them see the value in the company’s products and services; understanding procurement management; conducting effective negotiations with other organizations; and ensuring leads generation, qualification, follow-up, account management and other related activities.

Course Outline

• Introduction
  • A Brief History of Corporate Sales
  • Corporate Strategy Overview
  • Aspects of Sales and Marketing
  • Levels of Sales and Marketing Strategy
  • Marketing Strategy Overview
  • Corporate Sales Overview
• Understand Sales Value Proposition and Determine Corporate Sales Channels
  • Understand Sales Value Proposition
  • Determine Corporate Sales Channels
• Prepare Organization for Sales
  • Plan Sales Governance
  • Determine Sales Targets
  • Create Marketing Aspects
  • Determine Sales Targets
• Training for Corporate Sales
  • Sales and Negotiation Training
  • Product Training
• Sales Process-Prospecting
  • Profile Target Customers and Decision Makers
  • Lead Generation and Qualification 
• Sales Process-Conversion
  • Needs Assessment for Each Qualified Lead
  • Presentation, Overcoming Objection, and Closure
• Account Management
  • Classification of Accounts and Resource Allocation
  • Corporate Accounts Alignment
  • Client Management

The theory sections mentioned here will be aided by case studies, exercises and simulations for practical/experiential learning.

Course Benefits

• High quality online videos
• Study materials
• Mobile Apps
• Engaging case studies
• Full-length simulated exam
• Chapter tests
• Study guides and podcasts
• SMstudy Certified Digital Marketing Corporate Sales Associate certification by SMstudy

Audience Profile

This certification is appropriate for Sales and Marketing Professionals and Specialists who are interested in becoming a Corporate Sales Expert.

Prerequisites

The candidate should have minimum of 5 years work experience. It is preferable to complete the SMstudy^® Certified Corporate Sales Specialist and study all processes from the SMstudy^® Guide –Corporate Sales book before applying for the SMstudy^® Certified Corporate Sales Expert certification. It is also mandatory to accumulate 40 mandatory educational hours by attending Corporate Sales Expert classroom training provided by a SMstudy^® approved VMEdu Authorized Training Partner (V.A.T.P.) and produce professional recommendation.

SMstudy Certification Online Exam: System Requirements

Please note that this is a proctored exam, so you must have a webcam in working condition or you will not be able to take the test. The webcam will remain on during the test, and the video of your exam will be captured throughout the test.

A working headphone or system microphone to connect to the audio conference.

This test works with latest versions of Internet Explorer, Google Chrome, Firefox or other popular browsers. Ensure that you have the latest version.

• Schedule the two hour proctored exam. You need to submit relevant documents (if required).
• SMstudy^® verifies the application; confirms the exam date & time.
• Take the two hour proctored exam online.
• Upon successful completion of the exam get an online certificate.
  • Your name will be added to the SMstudy^® Certification Registry.
  • If you are unable to pass the exam, you can schedule again by paying $50.

Certification Exam

An online proctored exam will be conducted at the end of the course. The exam format is as follows:

• Multiple Choice
• 180 questions for the exam
• One mark awarded for every right answer
• No negative marks for wrong answers
• 240 minutes duration