Course Structure
Certified Sales & Marketing Professional (CSMP) is a course in Sales Management & Marketing with an emphasis on real-time application and best practices.
Participants will learn a Sales Strategies & Success Cases used by leading companies in the industry.
Participants will also have the opportunity to undergo application based understanding of concepts that have changed the sphere of Sales & marketing in last few decades..
Relevant areas of psychology will also be covered to provide participants the knowledge and skills to deal effectively with human issues in a work environment.
This course of study will be able to meet the growing needs of the industry for competent Sales & Marketing Professional. Apart from specialized modules which give students a good grounding in
relevant areas of Sales & marketing), modules with Case Studies & psychology will provide
participants with relevant knowledge to improve people management skills, personal lives and overall career performance.
The Certification contains training in life-long skills: essential skills such as problem solving skills, negotiation skills, selling tools & techniques, analytical skills, communication skills and information technology skills are emphasized.
C.S.M.P – Certification Design
C.S.M.P – Learning Cycle
C.S.M.P – Program Plan
Certified Sales and Marketing Professional | ||||
Module 1 | ||||
Introduction and Orientation | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Introductions and Welcome PPT | To give trainees an overview of the Training Program and communicate behavioral parameters while in training. Allow Trainees to set ground rules |
|
PPT | |
Game
Pair Share |
To engage participants, pump up energy and demonstrate simple principles of relating to others. |
|
||
Topic | Learning Objectives | Focus Areas | Methodology | |
Essentials of Selling | To help participants appreciate the process of selling and develop insights and an attitude conducive to selling. |
|
ILT with discussion; PPT; Video; Self Assessment | |
Assessment | To assess the proactive and initiative levels of self and how one relates to others. |
|
Self Assessment
Feedback on scores |
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Building Rapport | To enable participants to build rapport with others and create trust. |
|
|
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Self Motivation | To equip participants with tools to motivate themselves. |
|
ILT with discussion; Video | |
Activity | To help participants experience positive emotions at will. |
|
Emotional Flood Exercise |
Module 2 | ||||
Communication Advantage | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Building Rapport | To enable participants to build rapport with others and create trust. |
|
|
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Self Motivation | To equip participants with tools to motivate themselves. |
|
ILT with discussion; Video | |
Activity | To help participants experience positive emotions at will. |
|
Emotional Flood Exercise |
Certified Sales and Marketing Professional | |||||
Module 3 | |||||
The Science of Persuasion – Why we Buy | |||||
Topic | Learning Objectives | Focus Areas | Methodology | ||
Why we buy | To help participants understand the process the customer undergoes before making the decision to buy. |
|
ILT with Discussion, PPT; Group Exercises | ||
Belief – A Salesperson’s most Effective Weapon | |||||
Topic | Learning Objectives | Focus Areas | Methodology | ||
Stages of a Sale | To help participants understand better the logical stages of a high value sale. |
|
ILT with discussion; PPT; Video; Self Assessment | ||
Module 4 | |||||
Demonstrating Capability & Benefits | |||||
Topic | Learning Objectives | Focus Areas | Methodology | ||
Demonstrating Capability & Benefits | To help participants understand how they can best demonstrate capability and benefits which they offer. |
|
PPT; ILT, Discussions, Group Tasks | ||
Activity
Role Plays |
To help participants practice the behaviors learned in the module. |
|
Role Plays |
Certified Sales and Marketing Professional | ||||
Module – 5 | ||||
Giving Benefits in a High Value Sale | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Giving Benefits | To help participant understand how best to position the benefits in front of the client in a high value sale. |
|
ILT with discussion; PPT; Video; Self Assessment | |
Game
Blind Picasso |
Game to demonstrate how verbal communication works |
|
Game
Debrief |
|
Objections – Preventing and Handling | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Objections | To help participants learn how to deal with objections – before and after they occur. |
|
ILT with discussion; PPT; Self Assessment | |
Closing the Sale | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Obtaining Commitment | To help participants learn behaviors which would help them close sales. |
|
ILT with discussion; Video | |
Individual Action Plan Creation | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Individual Action Plans | To help participants start practicing new behaviors in the real world by developing an Action Plan. |
|
ILT with discussion; PPT; Role Plays | |
Game
Case Study |
To help participants understand ERB and LRB. |
|
Case Study | |
Group Presentations | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Group Presentations | To enable participants to put their entire learning in perspective by highlighting what is most relevant to them and would be used. |
|
ILT with discussion and exercises |
- Next Page
Certified Sales and Marketing Professional | ||||
Module 6 | ||||
Introduction and Orientation | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
New age concepts of marketing | Understanding the new age concepts of marketing |
|
ILT
Exercises Role Plays |
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Market Segmentation | How companies aim the consumer and segment the market to understand them better. To place the product accordingly. |
|
ILT
Exercises Role Plays |
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Changing Consumer Behaviour | Understanding consumer psyche and the process of their decision before their buy any product. |
|
ILT
Exercises Role Plays |
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Ethics of marketing and competitor analysis | To part information on ethical marketing. Also understand how competitor analysis is done and the importance of the it |
|
ILT
Exercises Role Plays |
|
Module 7 | ||||
Marketing & Business Plans | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Marketing Plan/ Business Plan | Understanding how the marketing plan is made, what are the steps involved and structure to presenting a marketing plan |
|
ILT
Exercises Role Plays |
|
Module 8 | ||||
Digital & Social Media Marketing | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Digital Marketing | Understanding what is Digital Marketing and how it is impacting the world of marketing |
|
ILT
Exercises |
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Social Media | Understanding what is social media and how it is changing the world of marketing and influencing consumer behaviour |
|
ILT
Exercises |
|
Module 9 | ||||
Brand Management | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Branding | Understanding what is Branding and How organizations create Brand Equity. | 1. Understanding Branding
2. Brand Enhancement 3. Creating Brand Afresh 4. Brand Architecture & Naming 5. Delivering Brand Promise 6. Building Brand Portfolio 7. Success Stories – Branding
|
ILT
Exercises |
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Advertising | Understanding what is Advertising and how organizations plan and execute their advertising efforts. |
|
ILT
Exercises |
|
Module 10 | ||||
Product Management & Integrated Marketing | ||||
Topic | Learning Objectives | Focus Areas | Methodology | |
Product Management | Understanding what is Product Management and effective product management leads to organizational success. |
|
ILT
Exercises Case Studies |
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Integrated Marketing | Understanding what is Integrated Marketing and how it is changing the world of marketing and influencing consumer behavior. |
|
ILT
Exercises Role Plays |
|
Topic | Learning Objectives | Focus Areas | Methodology | |
Learning Check and Implementation Plan & CHRMP Certification Exam | To enable trainees to consolidate what they have learned and come up with a plan of implementation in their day to day lives |
|
ILT
Exercises Role Plays |
|