Executive Education > Open Programs > Achieving Sales Excellence - Institutional Selling
ACHIEVING SALES EXCELLENCE – INSTITUTIONAL SELLING
Develop your selling skills to accelerate B2B sales growth
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CLASSES RESUME ON ALL CAMPUSES
We have resumed in-person classes safely at our Dubai, Mumbai, Singapore, and Sydney campuses.
Watch this video to learn more about the safety measures implemented at our Dubai campus:
We have implemented similar protocols at our other campuses aligned with the safety regulations put forth by the local governing bodies. Please visit our website for more details.
PROGRAM OVERVIEW
SP Jain’s online training program for Achieving Sales Excellence – Institutional Selling is designed to sharpen the complete sales cycle, from a deeper understanding of Customer Value Proposition to successfully closing the business deals. Participants will have the opportunity to:
- Redesign the sales pitch, sales process and channel strategy to achieve robust sales growth.
- Be equipped with a methodical approach to double the sales revenue in a given geography.
- Create best practices in managing Key Accounts, Channels and SalesForce to set themselves apart from the rest.
Key Highlights
Date
(To be announced)
Duration
18 hours
Choose a Mode of Delivery
Face-to-face at Dubai Campus
or
Live online
(You will have the flexibility to study from anywhere in the world)
Get a
Certificate of Completion from SP Jain
Earn
SP Jain’s Executive Alumni Status
Avail exclusive
corporate & early bird benefits
Maximum Batch Size
25 students
(Benefit from personalised learning)
Program Fee
INR 20,000
(plus taxes)
Learning Outcomes
- Achieve sales growth by redefining the sales process
- Achieve sales efficiency and effectiveness by managing the process and acquiring the required sales competencies
- Manage the customers' and potential customers' data and develop the process of acquiring new customers
- Manage growth for the existing customers
- Develop customised Customer Value Proposition for each Key Account
Curriculum
Our carefully crafted program content makes your learning practical, relevant and contemporary.
Our training program for Achieving Sales Excellence covers the following topics:
- Understanding self and the need to develop learning agility
- Decoding Customer Value Proposition and Insight Selling
- Achieving sales growth by defining an effective sales process
- Developing Key Account Management Program
- Developing channel strategy for achieving sales growth and account/geography coverage
- Doubling the sales
- Capstone Project: Presentation by each participant
How You Will Learn
Participate in our interactive expert-led sessions. Experience engaged learning with presentations, discussions, case studies, role plays and application-based exercises.
Meet the Faculty
Dr Christopher Abraham
Professor and Head of Campus – Dubai
SP Jain School of Global Management
Dr Christopher Abraham is a PhD in Business Administration (Design Thinking & Innovation) and has three postgraduate qualifications in HRM, Business Administration (Marketing), Labour & Administrative Law. He is a Certified Design Thinker from IDEO/Stanford and a Fellow of the Chartered Institute of Marketing (FCIM), UK. He has 35 years of experience in management consulting, marketing and management education in India, Singapore and the UAE.
He has been a Visiting Professor at many leading universities in Australia, the USA, Canada, Singapore and the UK. Earlier, in Dubai, he headed the Executive MBA program of XLRI, Jamshedpur, one of Asia’s top business schools.
His areas of expertise are Innovation, Design Thinking, Behavioural Design, Strategy, Neuroscience of Decision Making, Future of Education, Science of Happiness, Leadership, Human Potential, Entrepreneurship, Marketing and Strategy.
A much sought-after 3-time TEDx and international keynote speaker, Dr Abraham has successfully presented at numerous global forums and conducted many consulting and executive development assignments for global organisations, including The World Bank, The Executive Council (Government of Dubai), Emirates Airlines, SEWA (Government of Sharjah), Aramex, DHL, Procter & Gamble, LG, Reckitt Benckiser and AW Rostamani (Nissan Auto).
Awards & Recognitions
- Twice Awarded 'Best CEO in the World' in 2018 & 2019 by Indo-UAE Business & Social Forum
- Twice winner of the Education Leadership Award – World Leadership Congress 2015 & 2017
- Regularly interviewed by leading TV & media channels like CNBC, Dubai Eye and Dubai TV
- Regular news columns and quotes in leading newspapers like Gulf News, Khaleej Times, The National, Times of India, Economic Times and The Hindu
Student Reviews
Dharamvir SinghProduction/Quality Engineer, SOLVAY
The course was well organized and structured towards achieving the PMP® certification. It helped me boost my confidence to pass this exam and become a certified Project Management Professional. Dr Vanita Bhoola has been a great trainer because of her interactive teaching skills and years of project management experience. She shares many real-world case studies in class, clears even the smallest of doubts and offers prompt support even after the class.
Rolan D'costa Executive Director, Silver Global Services
Dr Vanita Bhoola’s teaching style is practical and based on her years of study and expertise in all the knowledge areas of project management. She is pleasant and active in her teaching sessions, and I always looked forward to her classes. She is an educator par excellence and a great mentor for life.
Program Audience
SP Jain’s training program for Achieving Sales Excellence is ideal for mid to senior-level sales professionals.
OR
- A high school diploma or an associate’s degree (or global equivalent)
- 60 months leading projects
- 35 hours of project management education/training or CAPM® Certification
Take the Next Step
Contact us today to discuss how our program could help you build the skills to accelerate B2B sales growth.
About SP Jain
SP Jain School of Global Management is an Australian business school that provides modern, relevant and practical global business education. With campuses in the dynamic business hubs of Dubai, Mumbai, Singapore and Sydney, SP Jain is renowned for offering multi-city undergraduate and postgraduate programs. Year after year, the School has been ranked by reputed international publications such as Bloomberg Businessweek, Forbes, Times Higher Education–Wall Street Journal, The Economist and Financial Times.
The Centre for Executive Education at SP Jain School of Global Management offers a wide range of programs tailored to your business needs. Our programs are designed to empower individuals and organisations to become more effective in the workplace by inspiring new ideas, learning through immersive experiences and applying the learnings for lasting impact.