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SCPS Preparation Training Program

Sales Management Training

Knowledge has developed - with the support of SMEI - this comprehensive sales management training program that gets you prepared to the SCPS certification Exam.
Upon completing this program, you will be awarded a Professional Certificate in Sales Management from Knowledge and you will be ready to sit for SMEI’s SCPS Certification Exam.


Learning Objectives

Learn the sales management know-how that will enable you to:

  • Develop, implement, monitor and evaluate strategic sales plans
  • Analyze sales performance, forecast market demand and develop sales budget
  • Build, manage and motivate an effective sales force


SCPS Preparation Program Structure

Module Title


Module One: Relationship Selling

       18 hours

Module Two: Developing Product and Customer Strategy

       18 hours

Module Three: Mastering Sales Presentations 

       36 hours



REGISTER NOW and attend a Free Orientation Session about SMEI certification

Module One: Relationship Selling

Developing a Personal Selling Philosophy

  • Relationship Selling Opportunities in the Information Technology
  • Evolution of Selling Models That Complement the Marketing Concept

Developing a Relationship Strategy

  • Creating Value with a Relationship Strategy
  • Communications Styles: A Key to Adaptive Selling Today
  • Ethics: The Foundation for Relationships in Selling


Module Two: Developing Product and Customer Strategy

Developing a Product Strategy

  • Creating Product Solutions
  • Product-Selling Strategies That Add Value

Developing a Customer Strategy

  • The Buying Process and Buyer Behavior
  • Developing and Qualifying a Prospect Base


Module Three: Mastering Sales Presentations

Developing a Presentation Strategy

  • Approaching the Customer with Adaptive Selling
  • Determining Customer Needs with a Consultative Questioning Strategy
  • Creating Value with the Consultative Presentation
  • Negotiating Buyer Concerns
  • Adapting the Close and Confirming the Partnership
  • Servicing the Sale and Building the Partnership

Managing Self and Others

  • Opportunity Management: The Key to Greater Sales Productivity
  • Management of the Sales Force


Learning Methodology

Enjoy an entertaining 72-hour of interactive learning full of application workshops, video cases, real-live case studies, group projects and problem-solving exercises.



  • Early registration 10% off – until 10 May 2014




Selling Today: Partnering to Create Value, Twelfth Edition
By Gerald L. Manning, Michael Ahearne, Barry L. Reece


Please visit the Sales Management Courses Schedule page to know the coming Sales Management training in Egypt.

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