Full program description

Sales Management Certificate Program (4 Sessions)
Fridays, October 6, November 3, November 17 and December 8, 2017

The Enterprise Center at Salem State University

Maximizing sales performance is one of the most critical challenges facing organizations of all sizes. It doesn't matter what product or service your company provides, or if you are an entrepreneur just starting out.  Your salesforce , even if it's a team of one, is the engine that drives the growth and profitability of your business.  And, it's not easy!

This program will start with the basics of selling, closing a sale, questioning techniques, and more.  Learn the stages of the selling process: prospecting, qualifying, presenting, completing the sale, and servicing. Learn how marketing, identifying the target client, and creating customer satisfaction helps build a sales and marketing machine to take your business to the next level.

If you are not seeking a certificate,  and want to take a particular program, see individual course descriptions to register.

Four Programs include:

  • Sales Training Basics
  • Sales: Prospecting, Qualifying and completing
  • Customer Relationship Management
  • Building a Sales and Marketing Machine

Sales Training Basics
In this session you'll explore the psychology of selling, closing a sale, questioning techniques, and more. Through a series of fun and lively exercises, learn what success in selling can do for you.
Friday, October 6, 2017  9:00 am - 3:30 pm

Sales: Prospecting, Qualifying and Completing
Now that you know the basics of making the sale, take it to the next level. Participants will identify and examine each stage of the selling process: prospecting, qualifying, presenting, completing the sale, and servicing.
Friday, November 3, 2017  9:00 am - 3:30 pm

Customer Relationship Management
you will learn how to create customer loyalty, define the four marketing tiers, define the four types of CRM, define the CRM process, and evaluate critical success factors.
Friday, November 17, 2017  9:00 am - 3:30 pm

Building a Sales and Marketing Machine
participants will explore the concept of marketing, learn how to describe their products, identify the target client, and the importance of creating customer satisfaction. the financial impact of better sales and marketing will be a key topic of this program.
Friday, December 8, 2017  9:00 am - 3:30 pm

NOTE: A parking permit will be emailed to all registered/paid participant shortly before the class date.

REFUND POLICY: 100% refund before the first class meeting. 50% before the second class meeting. No refunds after the second class meeting. In the case of a Salem State Online class, 100% refund before the scheduled start date. No refunds once the Salem State Online class begins. For all other online classes (Gatlin, Ed2go, or MindEdge, no refunds of any kind will be issued). Please call Andrea DiVirgilio at 978-542-6302 for more information.