CSE-1 Certified Sales Executive® Part 1 - Leading as a Salesperson

This is module 1 of 3 of the Certified Sales Executive Exam Preparatory Program. Completing all three modules successfully and the final exam will result in being awarded the Certified Sales Executive® - CSE® designation by SMEI. This module covers the sales function and the role it plays in a firm's overall strategy and reviews industry priorities (e.g., lead generation and cross-selling).

Content in Module 1:

Introduction to Sales Management

• Sales Leader Profile: Manuel Vazquez Ederra, Federated Insurance (Video)
• Ethics is Sales Management: Necessary for Success
• Mission and Mission Statement
• The Strategy Hierarchy - Corporate Strategy
• The Strategy Hierarchy - Marketing Strategy
  • What Market Do We Serve with What Products?
  • What Types of Relationships Do We Form and with Whom?
  • What Level of Investment Will be Required, and How Will We Allocate the Needed Resources?
  • What are the Detailed Objectives and Action Plans
• The Strategy Hierarchy - Sales Strategy
• Sales Approaches
• Global Sales Management: Recognizing the Differences
• The Selling Process
  • Lead Generation
  • Pre-Call Planning
  • Approach
  • Needs Identification
  • Presentation
  • Handling Objections
  • Closing the Sale
  • Implementation/Follow-Up
• How the Selling Process Fits in the Selling Approach
• From Sales Representative to Sales Manager
• Sales Leaders
  • The Sales Executive
  • The Field Sales Manager

Video Content

• 3 Key Skills for Effective Sales Management (Brian Tracy)
• Sales Tips from a 25 Year Veteran of B2B Sales (Tibor Shanto)
• The Power of Yet (Carol S Dweck)

The Role Salespeople Play and Multichannel Sales Environments

• Executive Profile: Joanna Murietta, 3M (Video)
• Salespeople's Roles
• Make or Buy? Outsourcing the Sales Function
• Ethics in Sales Management: The Team Culture Matters
• Selling in a Multichannel Environment
• Global Sales Management: Building One Team
• Understanding B2B Purchasing Decisions
• The Nature of B2B Relationships

Video Content

• Understanding and Defining Sales Channels
• B2B Marketing: Gaining Multi-Channel ROI
• How to Accelerate Growth with an Efficient, Highly Targeted, Multi-Channel Sales Process

Fundamental Approaches to Leadership Development

• Sales Leader Profile: Patty Riedl, Hormel Foods (Video)
• What is Leadership
  • Leading versus Managing
  • Understanding Leadership: An Historical Perspective
  • The Trait Approach: "These are the traits you need to be a leader"
• Global Sales Management: Effective Communicating as Global Business Leaders
  • The Behavioral Approach: "This is how a leader behaves."
  • Situational Approaches: "Assess the situation, and then fit the behavior to it."
  • Contemporary Perspective of Understanding Leadership
  • Emerging Concepts of Leadership: "Develop your followers."
• Ethics in Sales Management: The Principles of Ethical Leadership
  • Emergent Leadership

Video Content

• Executive Profile (Patty Riedl)
• Sales Management & Leadership (Mike Brooks)
• How Great Leaders Inspire Action (Simon Sinek)
• What it Takes to be a Great Leader (Roselinde Torres)