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Executive Education > Open Programs > Achieving Sales Excellence - Institutional Selling


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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

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(To be announced)
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18 hours
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Choose a Mode of Delivery

Face-to-face at Dubai Campus
Live online
(You will have the flexibility to study from anywhere in the world)
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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


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.

DR-RAJIV-ASERKAR-BW Dr Christopher Abraham

Program Audience

SP Jain’s training program for Achieving Sales Excellence is ideal for mid to senior-level sales professionals.

Take the Next Step

Contact us today to discuss how our program could help you build the skills to accelerate B2B sales growth.

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