Program Description Sheet

Certificate Program in Sales Excellence (CPSE)

Name of the Program Certificate Program in Sales Excellence

Objective of the Program 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
Program Director Prof D K Batra, Professor, Department of Sales & Marketing,
International Management Institute New Delhi, India
Program Co-ordinator Prof Neeraj Sharma, Co-Founder and Chief Academic Officer,
myDiksha
Duration of the Program 3 months
Academic Contents by • Sales Excellence Component – International Management
Institute, New Delhi.
• Industry Exposure to Sales – myDiksha certified trainers
• English & Communication Skills- Liqvid
• Personal Finance – myDiksha Faculty
Pedagogy Class room teaching, Hands on experience (Lab) Experiential
Learning Case Studies, Individual/Group Presentations, Group
Discussions
Mode of Delivery Hybrid – Combination of online and Offline (Campus) mode
Program Architecture 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
Program Outcomes 1. World Class Learning from International Management
Institute, New Delhi, India
2. Certificate of Participation from IMI
3. Certificate from Liqvid
4. Transcript from myDiksha
5. Commitment of 2 job interviews from myDiksha
6. Life Long learning support from myDiksha
Program Fees Rs 39,500 exclusive of Taxes for the entire program. This includes
the boarding and lodging charges at the University Campus
Program Eligibility 1. Bachelor’s/Master’s degree in Management

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 2. Bachelor’s /Master’s degree in any discipline with strong
communication skills
3. Diploma holders seeking to create a career in Sales
Management
Program Evaluation 1. Minimum 75% attendance in all the modules
2. Final End Term Exam
Program Content 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 and
• 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 and
• 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 and
• leadership and Communicating

Copyright- White Crystal Skill-Ed Private Ltd, New Delhi, India