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Master B2B Sales Excellence through
Account Management Training!
Earners of this Certified Account Management Professional certification will master the skills to understand complex sales situation, identify motives and behaviours of accounts, social account engagement and penetration, growing account network, identifying account needs and proposing solutions for success, and learn how to improve sales performanace
and year on year account growth, work with internal and external stakeholders, understand the psychology of B2B/B2G selling environments.
Duration
8 weeks
SKILL LEVEL
Intermediate
LECTURES
17 modules
Duration
8 weeks
SKILL LEVEL
Intermediate
LECTURES
17 Modules
Overview
Benefits for Corporate
Benefits for Individual
Overview
Account Management Professional Programme
As an Account Management Representative, the key is to build relationships for consistent, increasing growth. This course equips you with the tools for this growth. This program also covers relationship management through customer intelligence, communications, and tele-based account management best practices.
Benefits for Corporate
With more companies segmenting sales units, Account Managers have been growing in demand and are an important player in the revenue growth of a firm. Learning the necessary skills to excel and advance in this position creates additional opportunities for a sales-oriented organizations. The APACSMA Account Management course provides your team with the skills and tools they need to excel in the role.
Benefits for Individual
Many companies hire Account Managers to manage high profile customers or partner relationships. With one of the primary goals being to support satisfaction and loyalty with key partners, Account Managers are tasked with meeting shared objectives and expand the partnerships and achieve revenue growth from those relationships through this account management course.
Account Management Professional Programme Details & Coursework Overview
Pillar A - Understanding Business Management, Sales & Key Account Management
The objective of this part is to familiarize the learner with business management and development fundamentals, sales management and key account management fundamentals. This module covers the following topics:
In this module, learner will learn the foundational concepts underlying all businesses, small to large. It also covers all the basics, explaining concepts such as how revenues and costs influence a company’s profit and which teams play a key role in any organization’s success.
This module covers, sales fundamentals, business-to-business sales, the key concepts of account management explaining what it is, why it’s important, and how to tackle the key account management process.
Pillar B - Territory Management & Account Segmentation
The objective of this part is to familiarize the learner with the essentials of territory management, account segmentation, account growth strategies, analysis, and practices. It covers the following modules:
This module includes sales territory management, different types of accounts and engagement with accounts. This module also covers the fundamentals of the account-based marketing framework.
This module teaches how to gather account intelligence through macro and micro analysis. It also covers the techniques to gather the information of the accounts through LinkedIn search and LinkedIn Sales Navigator.
This modules covers the fundamentals of sales forecasting, sales pipeline management and importance of the sales cadence.
Pillar C - Customer Experience & Excellence Strategies
In this part, the learner will learn customer experience and excellence strategies, condition of satisfaction, understanding and mapping customer experience journey, customer retention, and recovery.
This module includes how to set up a customer journey mapping program for success, introduces tools and techniques to execute the journey mapping process, and conditions of satisfaction. It also teaches how to create quality and comprehensive business reviews.
This module explains how to develop a customer retention strategy that helps to keep customers loyal. It also includes key ingredients for customer retention, including how to make customer follow-up meaningful, memorable, and personal. It also teaches how to respond to positive and negative feedback, track trends over time, put feedback into action and how to harness customer feedback to improve the experience customers have to drive improvements to your products, services, and processes.
Pillar D - Selling into Industries, Accounts & Personas
In this part, the learner will learn the tactics for selling into various industries, accounts and personas, presentation and demo skills, persuasion and influence fundamentals, negotiation and objection handling, creating powerful sales proposals, and closing strategies and tactics.
This module teaches how to expand the accounts by selling to executives and c-suites. It also covers the techniques of creating a sales elevator pitch with competitive differentiation and different sale methodologies such as up serving, cross selling and referral selling.
This module covers the techniques and tactics to sell in different kind of industries such as government, technology companies, professional services, financial services, telecommunication, manufacturing, healthcare, retail and consumer products.
This module teaches techniques and tactics on how to sell to different personalities and personas, fundamentals of persuasive selling, questioning techniques to ask great sales questions, creating informative sales presentations and demos, and how to lead and manage virtual meetings.
This course covers specific negotiation tactics, and demonstrates how to come to a win-win situation through the use of trading. It also covers the most common objections that crop up throughout the sales process, how to prepare for them, and strategies for responding.
This module covers how to identify your offer’s specific value proposition, describe it with great copy, anticipate and overcome customer objections, add value; and create a sense of urgency and scarcity. It also covers the techniques to craft an irresistible offer using discounts, guarantees, partnerships, and more.
This module provides tips and techniques to develop a successful closing strategy. It also teaches how to nurture the relationship with the buyer, overcome obstacles, recognize buying signals, and ask for the business.
Pillar E - Sales Methodology and Tactics
In this part, the learner will learn various sales methodologies, social selling, virtual sales, tele sales tactics, and email outreach strategies.
This module teaches the fundamentals of social selling, how to build your trusted professional profile in LinkedIn, how to use social research to attract the ideal prospects, how to find the right audience and engage prospects using content and LinkedIn events. It also covers how to build your network within the buyer’s community and how to take the online conversation offline.
This module teaches how to set up a productive home environment, and how to research your clients online and on LinkedIn to build trust and credibility with your prospects. It also covers practical tips and tricks to do cold calling, structure a call, overcomes rejection or objections, the fundamentals of email marketing and the essential business etiquettes needed for writing an email, text message, or sending a voicemail.
Pillar F - Working With & Through Partners
In this part, the learner will learn how to work with partners and internal and external stakeholders.
In this module, learners will learn to effectively manage channel sales, and partners. They will also learn how to manage sales leads and opportunitiesies with their partners. It also covers the fundamentals of joint solution selling.
Pillar G - Digital Sales Practices
In this part, the learner will learn the tactics for digital sales practices.
This module helps learners to integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.
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Assessment and Exam Matters
All students will receive a Certification of Completion by Asia Pacific Sales & Marketing Academy upon completing all online modules and passing all integrated quizzes.
For Certified Status
Students opting for Certified status will have to register at edu@apacsma.com. Our Educational Consultants will reach out to you on the process, assessment, and certification fees.
Exams will include knowledge verification assessment, capstone project &/or an assignment. Students will have to pass with 75% and above (in combined aggregate score) to be eligible for Certified status. Dual endorsed certification will be issued by Asia Pacific Sales & Marketing Academy and Institute of Sales Professionals, UK with official recognition as Certified Account Management Professional (CAMP™). CAMPs can use this credential on their name card and on LinkedIn.
APACSMA will issue a digital badge and Certificate in Account Management within 2 weeks of completion. You will receive a notification from edu@badges.apacsma.com.
To help showcase your achievements, APACSMA has developed together with industry bodies and academia to provide you with unique blockchain verified credentials, a digital version of your qualifications and abilities.
Once you have accepted your badge, you can broadcast the badge directly to your social networks: LinkedIn, Twitter and Facebook; over email; embedded in a website or in your email signature.
For more details on badging click here.
Certification in Sales Management by APACSMA is the recommended next course to upgrade from Individual sales contributor to sales team manager. You can select electives based on your role. Click here to view the course.
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For an official quotation, to get an approval from your management, please fill up the form below indicating “Request for Quote” under Type of Enquiry”.
Send us your message and we will be in touch within 2 business days.
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