Enterprise Sales Management
Become a strategic partner by maximizing revenues and organizational value.
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.
Apply NowMAR 29-APR 25, 2021 | $2,250 CAD + HST
Flexible Learning Design during COVID-19
Don’t feel alone while you learn online. We’ve designed this program to respect both the current challenges of working from home while maintaining and building connections with a class of your peers across different industries and organizations. You’ll still gain the networking and learning benefits of our in-class programs while learning from the comfort of your own home with a schedule adapted to your current needs.
How you'll learn
Over eight 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
Rotman Executive Program faculty are known for their ability to translate the latest research into practical applications for the workplace, and to transmit skills to participants with the best teaching techniques. Industry leaders contribute to our programs to bring you the most up-to-date best practices and a wealth of real-world experience.
Each week includes a 2.5 hour live virtual session + 4-5 hours of self study and course work
- Week 1: September 30-October 6, 2020
- September 30: Live Session 6:30-9:00 pm EDT
- Week 2: October 7-13, 2020
- October 7: Live Session 6:30-9:00 pm EDT
- Strategic Account Management
- Week 3: October 14-20, 2020
- October 14: Live Session 6:30-9:00 pm EDT
- Strategic Key Account Sales Process
- Week 4: October 21-27, 2020
- October 21: Live Session 6:30-9:00 pm EDT
- Final Assignment & Course Wrap-Up
*subject to change
Apply NowMAR 29-APR 25, 2021 | $2,250 CAD + HST
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.
I need this program because:
- I want to strengthen my organizational contributions and influence for maximum results
- I am a “people person” but I want to be more strategic and analytic in my approach to sales
- I want to close the gap between sale projections and results by more efficient use of my time
In partnership with the Canadian Professional Sales Association, all participants (non-CPSA members) will receive a free 1-year membership to the CPSA. We will share your contact information with the CPSA in order to facilitate your free 1-year membership. Current CPSA members can save 10% off the program fee. Alumni of Rotman's Sales Strategies for Non-Sales Executives can save 15% off the program fee. Discounts cannot be combined.
This program will be delivered over Zoom and requires access to this platform. This program requires a stable internet connection, the latest version of the Google Chrome internet browser, and use of a microphone. Access to a webcam is preferred but optional.
Before beginning the application process, please review the application policies. To apply, complete the online application form.
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Each application is reviewed by Rotman’s admissions committee to ensure participants have the appropriate academic and work experience.
Participant Notification Process
If space is available and eligibility requirements are met, participants will receive a notice of admission within 10 days of receipt of a completed application and fee deposit.
Payments can be made online. Applicants will be redirected to a secure online payment website after completion of the application form. A deposit of 50% of the program fee is required at time of application. The balance of the program fee is due 30 days after receipt of invoice or 30 days before the start of the program, whichever is first. Deposits will be refunded to applicants not accepted to the program.
Current CPSA members can save 10% of the program fee. Alumni of Rotman's Sales Strategies for Non-Sales Executives can save 15% off the program fee. Discounts cannot be combined. This program is not eligible for additional discounts.
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