Certified Sales Manager

BY
Vskills

Become a Certified Sales Manager by taking this Vskills certification programme and improve your career progression for a successful future in Sales.

Mode

Online

Fees

₹ 3499

Quick Facts

particular details
Medium of instructions English
Mode of learning Self study
Mode of Delivery Video and Text Based

Course overview

The Certified Sales Manager Course is a certificate course by Vskills that is best suitable for those candidates who are willing to take a step towards a successful sales career. This expert curated curriculum has a gradual increase of understanding that is suited for learners with varying levels of understanding of sales and marketing. Candidates from different disciplines can enrol to upskill their skillset and better their chances at higher job opportunities.

Becoming a Certified Sales Manager can benefit candidates in all domains especially since Sales managers are required in all types of organisations and fields. This programme will help candidates become proficient in identifying, and improving sales of a company by employing new techniques and tools learnt in this course. Candidates can develop confidence in handling different Sales aspects in any organisation like sales forecasting, management of sales, evaluation, supply chain management and budgeting.

A certificate programme to become a Certified Sales Manager will improve the opportunities for professionals in the field too. They can prove to their existing employers their skillset by getting certified and expect higher positions and salaries. This programme can also help those candidates that are making their shift to sales by providing a stronger CV and a Vskills certified tag on major job portals of the country. The course has a practical approach to theories of sales that candidates can apply to real time challenges. Periodic exams and tests will help candidates hone their skills and improve where they lack. 

The highlights

  • Course completion certificate
  • Online e-Learning content available for lifetime
  • Access to a sample chapter 
  • Free practice tests
  • Get tagged as ‘VSkills Certified’ on multiple job portals

Program offerings

  • E-learning content
  • Hard copy study material
  • Free practice tests
  • Final online exam

Course and certificate fees

Fees information
₹ 3,499
The fees for the course Certified Sales Manager is.

Course NameAmount
Certified Sales Manager
Rs. 3,499
certificate availability

Yes

certificate providing authority

Vskills

Who it is for

The detailed Certified Sales Manager programme is best suited for the following candidates:

  • Candidates in the field of Sales who are willing to upskill themselves and make a good impact on employers with their strong CV.
  • Professionals already working in the field of Sales who wish to get certified for applying to higher job positions, switch to better companies or get better salaries at their existing jobs.
  • Candidates who want to open up a business or consultancy of their own by becoming a Certified Sales Manager.
  • Enthusiast, Learners and sales professionals who want to learn and develop deeper insights into the smaller nuances in the field of Sales and utilise the latest trends and best practices in solving real life challenges. 

Eligibility criteria

Certification Qualifying Details

  • The Certified Sales Manager programme awards certification to the candidates finishing the course and passing the online final exam. 
  • Candidates need to have a score of minimum 50% in order to pass the exam.
  • The final online exam will have 50 MCQs and learners will be given 60 minutes to answer them. 
  • There’s no negative marking in the exam.

What you will learn

Sales skills Supply management

By taking this Certified Sales Manager Programme, candidates can gain the following insights: 

  • Developed insights on management in Sales and handling of different aspects of Sales management.
  • Assessing the factors affecting the economic state of a company and devising strategies to build an economic model more suiting to the firm.
  • Professionals in the sales field can learn techniques to create sales forecasts, monitor and execute them with efficiency 
  • The importance of proper recruitment, training and motivation of personnel as a driving factor of sales in a company.
  • Practical learnings and takeaways from the curriculum and periodic tests in the programme to understand the sales domain.

The syllabus

Objective and Scope of Personal Selling

  • Objectives of Sales Management 
  • Sales Management as defined by
  • Sales Executives as Coordinator
  • Coordination with Production
  • Coordinating with Advertising
  • Coordination with Human Resource
  • Sales Management in the 21st Century
  • “Top Gun” Sales Managers
  • The Four Sales Channels
  • A Five-Step Remedy

Buyer Seller Dyad and Personal Selling Situations

  • Recent Trends In Selling
  • Buyer Seller Dyad
  • Team Selling
  • Sales Force Automation (SFA)
  • Theories of Personal Selling
  • Diversity of Personal-selling Situations

Theories of Selling

  • “Buying Formula” Theory of Selling
  • “Behavioral Equation” Theory
  • “Right Set of Circumstances” Theory Of Selling

Personal Selling Process

  • Steps in Personal Selling Process
  • Personal Selling Process
  • Mistakes in Sales

Prospecting, Objection Handling and Closing

  • Closing Sales
  • Prospecting
  • Searching out Potential Accounts
  • Formulating Prospect Definitions
  • Sales Resistance

Sales Forecasting-I

  • Poll of Sales Force Opinion
  • Market Indexes
  • Qualitative Forecasting Methods
  • Market Potential
  • Types of Personal-Selling Objectives
  • Analyzing Market Potential
  • Sales Forecasting Methods
  • Sales Potential and Sales Forecasting
  • Survey of Customers’ Buying Plans

Sales Forecasting-II

  • Moving Average Method
  • Projection of Past Sales
  • Converting Industry Forecast to Company Sales Forecast
  • Econometric Model Building and Simulation
  • Regression Analysis

Functions of Salesperson

  • Nature of Sales Management Positions
  • The Effective Sales Executive
  • Position Guide-Sales Manager
  • Qualities of Effective Sales Executives
  • Functions Of The Sales Executive
  • Relations with Managers of Other Marketing Activities
  • Relations with Top Management

Purpose of Sales Organization

  • Setting Up A Sales Organization
  • The Sales Organization
  • Determination of Activities and Their Volume of Performance
  • So what are the Purposes of Sales Organization?

Types of Sales Organisation Structure

  • Functional Sales Organization
  • Basic Types of Sales Organizational Structures
  • Field Organization of the Sales Department
  • Schemes For Dividing Line Authority in the Sales Organization
  • Centralization versus Decentralization in Sales Force Management
  • Dividing Line Authority on More than One Basis
  • Committee of Sales Organization

Recruitment Process

  • Organization for Recruiting and Selection
  • Recruiting Sales Personnel
  • The Pre-recruiting Reservoir
  • Sources Outside the Company
  • Sources Within the Company
  • Sources of Sales Force Recruitment
  • Sales People Making Calls on the Company
  • Sales Forces of Competing Companies
  • Personal Recruiting
  • Employment Agencies
  • What is the Recruiting Effort?

Selection Process

  • Pre-interview Screening and Preliminary Interview
  • Selecting Sales Personnel
  • References
  • The Interview
  • Formal Application Form
  • Employment Tests
  • Physical Examinations
  • Credit Checks

Training Objective Training Methods

  • Building Sales Training Programs
  • Planning Sales Training Programs
  • Selecting Training Methods
  • Deciding Training Content
  • Defining Training Aims
  • Organization For Sales Training
  • When Will Training Take Place?
  • Role Playing
  • Evaluating Sales Training Programs
  • Who Will Do the Training?

Theories of Motivation

  • Meaning of Motivation
  • Motivating Sales Personnel
  • Maintaining a Feeling of Group Identity
  • Needs are either primary or secondary
  • Why Sales people Need Motivation?

Devising Compensation

  • Requirements of A Good Sales Compensation Plan
  • Compensating Sales Personnel
  • Consider the Company’s General Compensation Structure
  • Devising A Sales Compensation Plan
  • Special Company Needs and Problems
  • Consider Compensation Patterns In commodity and Industry

Types of Compensation Plans, Fringe Benefits

  • Use of Bonuses
  • Combination Salary-and-Incentive Plan
  • Fringe Benefits

Standards of Performance Qualitative, Quantitative

  • Standards of Performance         
  • Controlling Sales Personnel
  • Relation of Performance Standards to Personal Selling Objectives
  • Qualitative Performance Criteria
  • Quantitative Performance Standards

Recording of Actual Performance

  • Evaluating-comparing Actual Performances with Standards
  • Recording Actual Performance

Evaluation and Control Through Action and Supervision

  • Qualifications of Sales Supervisors
  • Controlling Sales Personnel Through Supervision
  • The Supervision Activity

Purpose of Sales Budget

  • Budgeting and Strategic Planning
  • Sales Budget
  • Purposes of Budgeting
  • Budgeting by the Objective and Task Method
  • Determining the Sales Budget
  • The Budgeting Process for the Firm
  • Budgets for Sales Department Activities
  • Budget Periods
  • Managing with Budgets
  • The Budget-Making Procedure

Objective in Using Quotas

  • Purposes of Sales Quotas
  • Quotas
  • Quotas, the Sales Forecast, and the Sales Budget
  • Activity Quotas
  • Budget Quotas
  • Combination Quotas

Procedure of Setting Quota, Limitations of Quota System

  • Administering the Quota System
  • Procedures for Setting Sales Volume Quotas
  • Typical Administrative Weaknesses
  • Securing and Maintaining Sales Personnel’s Acceptance of Quotas

Concept of Sales Territory

  • The Sales Territory Concept
  • Sales Territories

Need for Establishment and Revision of Sales Territory

  • Providing Proper Market Coverage
  • Reasons for Establishing or Revising Sales Territories
  • Assisting in Evaluating Sales Personnel
  • Controlling Selling Expenses
  • Procedures for Setting up or Revising Sales Territories
  • Aiding in Coordination of Personal Selling and Advertising
  • Contributing to Soles Force Morale
  • Combining Control Units into Tentative Territories
  • Determining Sales Potential in Each Control Unit

Assignment of Sales Personnel to Territories

  • Routing and Scheduling of Sales Personnel
  • Deciding Assignment of Sales Personnel to Territories

Importance of Customer Feedback By Sales Personnel

  • Don’t ever forget to say THANKS!
  • Building Customer Loyalty
  • What Is a Marketing Channel?

What is a Marketing Channel?

  • Types of Intermediaries
  • The Nature of Marketing Channels
  • Firms Go in for Non-traditional Channel Arrangement
  • Contemporary Channel Scenario in India
  • Firms Embrace Non store Retailing
  • Multi-level Marketing (MLM)
  • Direct Selling/Home Selling
  • Independent Direct Selling Outfits
  • Network Marketing

Objective of Marketing Intermediaries

  • Channel Objectives
  • Objectives of Marketing Intermediaries

Function of Marketing Channel

  • Channel is Perform Many Vital Distribution Functions
  • What is the Work of the Marketing Channel?
  • Provide Salesmanship
  • Assist in Merchandising
  • Help in Price Mechanism
  • Provide Market Intelligence
  • Channel Decisions have a Bearing on Other Marketing Decisions
  • Act as Change Agents and Generate Demand

Channel Design

  • Formulating the Channel Objectives
  • Designing A Channel System
  • Linking Channel Design to Product Characteristics
  • Channel Design: Positioning
  • Channel Design: Segmentation

Selection of Appropriate Channels

  • General Impact of Environmental Changes on Business
  • The New Business Environment
  • The Importance of SWOT Analysis
  • Dealer Selection
  • The Channel Decision
  • ‘Dealer Wanted’ Ads
  • Choosing The Channel Intensity
  • Evaluating the Alternatives and Selecting the Best
  • Choosing The Number of Tiers Correctly
  • An Eye on The Future is Essential
  • Selecting Appropriate Variant within a Given Design

Channel Management

  • Territory of Operation
  • Managing The Channel Member
  • Trade Margin
  • Regular; Adequate and Prompt Supply
  • Functions The Principals Have To Perform
  • Resolving Channel Conflicts
  • Ensuring Right Store Image
  • Training and Development
  • Performance Appraisal of Channel Member

Channel Motivation

  • Motivation of The Distributor
  • Motivational Tools and Control Areas
  • Remuneration of the Salesperson
  • High Basic Salary Plus Bonus on Trading Profit
  • Salary Only
  • Risk Management
  • Setting Sales Targets by Product Range
  • Trade Margin, a Major Motivator
  • Effective Communication
  • Dealer Incentives

Physical Distribution Concepts and Objective

  • The Physical Distribution Concept
  • Physical Distribution, Marketing Logistics, and Supply Chain Management
  • Supply Chain Management (SCM)
  • A Promising Area for Cost Reduction
  • Materials Management

Components of Physical Distribution

  • Production Control and Materials Requirement Planning
  • Inventory Management
  • Planning A Logistics Strategy
  • Just-in-Time (JIT) Logistics Systems

Transportation

  • Assessment of the Transportation Requirement

Warehousing

  • Improving Warehousing Effectiveness
  • Designing a Warehousing System

Impact of it on Physical Distribution

  • The Level of Information Sharing
  • Introduction
  • Exchanging Order Information
  • Summary and Insights
  • Sharing Operations Information

Implication of Supply Chain Management in Physical Distribution

  • Efficient Consumer Response
  • What is Supply Chain Management?
  • Supply Chain Management: Why Only Now?
  • Putting it All Together: What is the Right Supply Chain?

Admission details

Candidates can register for the Certified Sales Manager Programme by Vskills  in the following way:

Step 1: log in to the detailed course page on the Vskills website. Candidates can also click on the link below to access the page:  https://www.vskills.in/certification/marketing/sales-manager-certification.

Step 2: Candidates can then proceed to choose a certification they wish to register for. In this case, click on the Certified Sales Manager Programme.

Step 3: Next candidates will be asked to register for Vskills. By filling up the personal information form and other contact details, candidates will be registered with the portal.

Step 4: Next they will have to move on to the payment page. Candidates have the option of multiple payment modes to choose from to pay the course fees. i.e an Online Bank Transfer, Debit/Credit cards etc.

Step 5: Registered candidates after payment of fees can then have access to the Online e-Learning Access (LMS) for the course. They will also be emailed an acknowledgement on their registered email Id. A Hard copy of the study material for the course is also sent to learners.

Step 6: After this process, candidates can begin their learning right away. After completion of the course, candidates can appear for the final exam and get certified as a Sales manager by Vskills.

How it helps

The Certified Sales Manager Course will benefit candidates from multiple disciplines as the field of sales is relevant across several disciplines in itself. Candidates willing to pursue a successful career in sales can enrol for this expert curated course that will upgrade their knowledge and impart them an edge over their peers. The programme helps candidates upskill their knowledge and apply the practical teachings of this course in solving the pressing challenges in the industry and its arising bottle necks. Candidates who are just making their foray into this field can develop a practical understanding and work of sales strategies and management from the extensive curriculum of this course. The Programme is beneficial to candidates in learning the basic as well as applied knowledge techniques and best practices to boost sales in any company and its limitations.

The Certified Sales Manager Course prepares each candidate for the competitive job markets in the country today and provides an edge by the ‘Vskills Certified’ tag. The course prepares candidates to handle multiple portfolios and higher job positions in sales. The practical learning and takeaways in the course will benefit all levels of sales executives and impart them a practical understanding of sales strategies, supply chain management and other sales related domains at large.

FAQs

How do I enroll for this course?

Candidates can simply log on to the course details page on the Vskills website and register themselves to this course. Here is the link: https://www.vskills.in/certification/marketing/sales-manager-certification.

Do I have to pay any extra cost for the certificate?

No. The Programme fee is inclusive of the cost of the certificate. Candidates do not need to pay any extra amount for the certificate at the end of the course.

What are the different payment methods available?

Candidates have the following modes available for payment of the fees.

  • Debit Cards
  • Amex cards 
  • Online Bank Transfer
  • Credit cards
  • Other major Indian bank cards 

What is the validity of this certificate?

Once the candidate becomes a  Certified Sales Manager by passing the final exam, the candidate will have a lifetime valid certificate. It does not need any renewal.

Where can we get a brochure for this programme?

Learners can browse through the online brochure on the Vskills course details page. It is also available for download. Optionally they can click on the link below to read the brochure. -https://www.vskills.in/certification/brochure/vs-1203-certified-sales-manager-brochure.pdf.

Can we talk to someone to resolve any queries regarding the course?

Yes. Candidates can log on to the course page and fill out a form with contact details top request a callback from the course executive. A course executive will call you back and resolve any doubts or queries regarding the course.

Can we see some sample questions asked in the test?

Yes. Candidates can browse some sample questions asked in the online exam. Download the programme brochure and scroll to the last section of the brochure. Under a tab called sample questions, candidates can browse and read some model questions.

What is the format and total duration of the test?

The final online exam is conducted for a total duration of 60 minutes. Candidates are asked 50 MCQs in this exam and each candidate needs to answer at least 25 correct answers i.e 50%. In order to pass the test. There’s no negative marking.

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