Intensive Diploma in Strategic Sales Practice

Who is it for?

​This is a postgraduate, level 7, qualification. It's for commercially experienced sales practitioners with at least five years senior sales and/or sales management experience, and is ideal for current or potential sales directors.

It provides sales leaders with the tools and understanding of current best-practice to drive organisational and sales success

What you will learn

Strategy and Plans This unit explores the critical issues in sales planning including the process links between objectives and strategies; and customer account management relationships and profitability.

Managing Resources This unit explores effective sales management within the context of a changing competitive environment and the impact of new technologies.

Customer Relationships Global business structures and the requirement of buyer and seller organisational relationship management are placing new strategic requirements upon those within the sales function.

Sales Strategy in Practice This unit brings together the learning from the first three units and, with tutor support, delegates put together a proposal for a work-based project and complete a significant piece of work to solve a work-based problem.

On completion you can gain access to the MA (Sales) programme at Portsmouth University.

Course content

STRATEGY AND PLANS

Assessment

This unit is assessed by a practical assignment.

Learning outcomes

By the end of this unit delegates should be able to:

  • Collect information for problem diagnosis, evaluate alternatives and propose solutions to sales problems
  • Formulate sales strategies and plans that contribute to business objectives
  • Establish potential market segments
  • Prepare sales forecasts and budgets
  • Implement customer management plans

MANAGING RESOURCES

Assessment

This unit is assessed by a written assignment, based on the unit content.

Learning outcomes

By the end of this unit delegates should be able to:

  • Understand the external and internal drivers for change in sales force organisation, operations and critically analyse their impact.
  • Understand the practical implications of using new technologies in sales management and identifying relevant data and information to support sales operations.
  • Distinguish and detail alternative models for sales force organisation.
  • Recognise the key tasks involved in effective allocation of staff to sales activities and emerging business opportunities.
  • Plan and lead change within the sales function.
  • Work with other business functions to deliver business success.

CUSTOMER RELATIONSHIPS

Assessment

This unit is assessed by a practical assignment, based on the unit content.

Learning outcomes

By the end of this unit delegates should be able to:

  • Appreciate the changing strategic and operational demands on the sales function and the knowledge and skills required.
  • Devise sales strategies to suit procurement practices of customers.
  • Build and deliver customer service and customer service support.
  • Assess the worth and value of their major accounts.
  • Build and retain effective sales relationships.
  • Monitor and control relationship management activities.
  • Manage and facilitate case negotiations.
  • Appreciate what the influence culture may have on negotiation and long term relationships.

SALES STRATEGY IN PRACTICE

Assessment

This unit is assessed by a significant work-based project that pulls together learning from across the other three modules.