Certificate Program in Sales Excellence

The program aims at the following aspects

• To expose the participants to the function & role of Sales and Relationship Management and its relevance in the overall selling strategies
• To develop a hands-on in-depth understanding of Selling process and Technology used in Sales Function
• To provide the required conceptual and technical skills including soft skills in selling excellence
• Strengthening communication skills
• Special Emphasis on Presentation and Negotiation Skills
• Understanding Personal finance

Prof D K Batra, Professor, Department of Sales & Marketing, International Management Institute New Delhi, India

Prof Neeraj Sharma, Co-Founder and Chief Academic Officer, myDiksha

• Sales Excellence Component - International Management Institute, New Delhi.
• Industry Exposure to Sales - myDiksha certified trainers
• English & Communication Skills- Liqvid
• Personal Finance - myDiksha Faculty

Class room teaching, Hands on experience (Lab) Experiential Learning Case Studies, Individual/Group Presentations, Group Discussions

Hybrid - Combination of online and Offline (Campus) mode

Month 1 - Orientation Session and English & Communication Skills in online mode

Month 2 - Campus visit for 4 continuous days and assignment submission & Project work

Month 3 - Life and Professional Skills – Selling skills, negotiation skills, Personal Finance

• World Class Learning from International Management Institute, New Delhi, India
• Certificate of Participation from IMI
• Certificate from Liqvid
• Transcript from myDiksha
• Commitment of 2 job interviews from myDiksha
• Life Long learning support from myDiksha

Module 1 : Staying True to Your Sales Process:

• Overview of selling process,
• Prospecting, Sales funnel,
• Sales funnel analytics,
• Digital sales funnel,
• Handling Objections,
• Closing the sales

Module 2 : Customer Centricity:

• Improving Engagement
• Customer centricity
• Effective team selling

Module 3 : Selling Process for B2B sales :

• Buying Influences
• Buying and Selling Centres
• Roles in Buying
• Decision making and Buying centre
• Selling centre process
• Case study

Module 4 : Advanced selling techniques for B2B sales

Module 5 : Conducting Effective Buyer Research:

• Understand the buying influences
• Customer journey in
• Purchase and
• Customer centricity and empathy

Module 6 : Sales Negotiation

• Sales negotiation simulation

Module 7 : Being a compelling Story Teller

• Communication skills workshop 1 sessions

Module 8 : Making Effective presentations:

• Speaking and listening skills
• Sales presentation - Canned and customised presentation

Module 9 : Sales Goal Setting :

• Sales Quota
• Handling variance
• How to Fix weekly Targets

Module 10 : Budgeting and Forecasting

Module 11 : Sales force performance Analysis:

• Selling and Non selling activities
• Performance basis KRAs
• Evaluation Parameters

Module 12 : Teamwork:

• How to work in teams with common goals
• Performing well-defined roles.
• Embracing diversity.

Module 13 : Sharing a common culture.

• Accountability to the team
• Leadership and Communicating