Diploma in High Impact Sales

General

3 locations available

Program Description

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objective

It develops competencies that guarantee commercial results of high impact on the participants and generate value for their companies.

Benefits of the program:

  • You will obtain strategic knowledge of sales.
  • You will have management of the integral cycle of the effective sale.
  • You will focus on key accounts.
  • You will acquire experiential negotiation skills.
  • You will practice the planning, monitoring and closing of sales.
  • You will manage customer service.
  • You will innovate technologically in sales.

Addressed to:

Graduates in marketing, administration, communication.

Content of the program

The Diploma in High Impact Sales consists of eight modules , totaling 104 hours of study in total, in addition to 8 hours of advice.

Module 1. Strategic sales perspective in a globalized environment (12 hours)

  • The sales strategy
  • Types of business and transactions
  • Sales role
  • Sales function
  • Profile of successful people in sales
  • Organizational effectiveness of sales

Module 2. The cycle of the effective sale (14 hours)

  • The technical process of the sale
  • The artistic process of the sale
  • Sale cycle - techniques per phase
  • The purchasing protocol

Module 3. Management of key accounts (14 hours)

  • What is a key account
  • Profile of the "Key Account Manager" (KAM)
  • Information management for key accounts
  • Resources for the expansion of a key account
  • Commercial strategies in KAM
  • Sales teams for the attention of key accounts

Module 4. Effective negotiations with role play (12 hours)

  • The effective negotiation
  • Basic linguistic distinctions
  • Conversational applications
  • The persuasive sale
  • Management of objections and closing techniques

Module 5. Planning, monitoring and closing sales: Practical approach (14 hours)

  • What is sales planning
  • Prospecting
  • Measurement of achievement of objectives
  • Synergy and teamwork
  • Development of the business relationship

Module 6. Commercial intelligence and customer service (14 hours)

  • What is business intelligence
  • Generation of value (3 V s)
  • Detecting business opportunities
  • Customer service
  • After-sales service
  • Service recovery

Module 7. Technological innovation in support of sales: Practical approach (12 hours)

  • The social client: from the zero moment of truth to loyalty
  • Web 2.0 and its effect on sales
  • Digital marketing and technological innovation
  • Digital commerce and sales: use of e-commerce for B2C and B2B
  • Practical application resources: Website, social media, Apps, Social CRM, content marketing

Module 8. Marketing Plan Integration Project (12 hours)

  • High sales managers
  • Skills and knowledge to achieve high sales management
  • Planning of professional and personal growth objectives
  • Marketing plan: development, execution and measurement
Last updated Dec 2019

About the School

El Tecnológico de Monterrey es una institución de carácter privado, sin fines de lucro, independiente y ajena a partidos políticos y religiosos. Fue fundado en 1943 gracias a la visión del empresario ... Read More

El Tecnológico de Monterrey es una institución de carácter privado, sin fines de lucro, independiente y ajena a partidos políticos y religiosos. Fue fundado en 1943 gracias a la visión del empresario mexicano Eugenio Garza Sada. Su labor es apoyada por asociaciones civiles integradas por destacados líderes de todo el país, comprometidos con la calidad de la educación superior y con el desarrollo de México. Read less
Monterrey , Buenavista , Mexico City , Zapopan , Puebla City , Mexico City , Santiago de Querétaro , Mexico City , Tampico , San Luis Potosi , Ciudad Juarez , Leon , Saltillo , Cuernavaca , Toluca , Chihuahua , Aguascalientes , Culiacán , Hermosillo , Tijuana , Morelia , Torreón , Cancún , Heroica Veracruz , Ciudad Obregón , Pachuca , Reynosa , Irapuato , Mexicali , Mérida , Oaxaca , Villahermosa , Nogales , Campeche , Mexico City + 34 More Less