Enterprise Sales Management Online: Rotman School of Management

Sales skills are more important than ever as your customers’ needs are changing rapidly. Rotman has partnered with the Canadian Professional Sales Association to offer Enterprise Sales Management, a four-week online program that will help you develop the skills to evolve into an indispensable strategic partner who can reduce competitive threats, strengthen client retention, and maximize the return generated from time invested in managing multiple accounts.

We take an analytical approach to sales. Over the course of the four weeks, you’ll learn how to build strategies with key clients based on the value they seek, whether it is stated outright or not, calculate probable returns on investment, build strategies to maximize it with key accounts, and conduct a detailed analysis of the relevant market segments using five separate criteria.

Over four weeks you will:

- Build a detailed annual business review
- Develop a detailed profile of one of your key accounts and build a strategic plan to optimize efficiency and effectiveness for it
- Selectively identify and target key accounts to approach for new business development based on a matrix rating of their attractiveness vs the value you have to offer

Once you have successfully completed the program you will receive a certificate of completion from the CPSA as well as Rotman. The program is directly aligned to meet full educational requirements for the Certified Sales Associate (CSA) designation offered by the CPSA Institute.

Dates: March 29-April 25, 2021
Cost: $2,250 CAD + HST
Current CPSA members can save 10%.


Participant Profile:

Sales professionals, and non-sales senior managers and leaders looking to drive results by gaining strategies to elevate partnerships and long-lasting relationships with clients.

29/Mar/2021 11:00
25/Apr/2021 12:00
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