Docstoc

corporate sales training

Document Sample
corporate sales training Powered By Docstoc
					The Professional Society for Sales and Marketing Training
Corporate/Collegiate Sales Certification Program

Purpose
• To establish sales in participating corporations and universities as an important career
   choice with unique academic applications in which students are meticulously
   developed into productive sales professionals.

•   To provide an opportunity for highly talented and qualified students to select a sales
    career based on the ability to carry their skills into corporate jobs that closely match
    their collegiate studies and career interests.

•   To provide the corporate community with an opportunity to save millions by hiring
    trained professionals whose sales skills are identified, validated, and developed to
    match the requirements of the job.

•   To promote the sales profession as a skill and talent based behavioral process that
    requires organized study to perfect.


Process
Sales certification will be awarded to a college/university or corporate sales training
program based on specific criteria. The details on how a college/university or company
can qualify for certification are outlined in this document.

Philosophy
If a student decides to prepare for a career in sales by studying sales in college, he or she
would be more inclined to attend a college program that is certified by a professional
organization. Such certification should also attract preferred corporations, which will
recruit students aggressively.

Corporations that house first class sales training departments, and meet our criteria, will
be certified as organizations where certified sales students can look into to have a higher
degree of acceptance and stronger opportunity for success. This connection should make
the corporation more attractive to students who pursue careers in professional selling.
Certified corporations would establish direct relationships with certified schools, which
would create a “feeder system” of future sales stars that start faster and enjoy longer,
more productive sales careers. Internships will be more consistent with classroom
experiences. Sales orientation costs will decrease while sales productivity will rise at an
accelerated rate. Turnover will also decrease because students will be more familiar with
the sales process prior to accepting a position, and may even be familiar with the specific
products and services of a sponsor corporation.




                                                                                                1
SMT Certification
Certification for Colleges or Universities


Staff
Professional selling must be a dedicated course of study, conducted by a faculty whose
members have a minimum of 3 years sales experience in a corporate business to business
environment. A minimum of three faculty members should be assigned to sales training,
one of which must be full time.

Structure
Someone with doctorate credentials, who concentrates on sales or marketing, must lead
the department where the professional sales curriculum resides. A specific space for sales
training should be designated and at a minimum should include a room equipped with
audio-video equipment for conducting and recording sales role-plays. Basic class size
should be limited to a maximum of 30 students while the advanced classes should have a
maximum of 20 students.

Curriculum
Courses of study must contain at least three classes (e.g., Telephone sales, retail sales,
entry-level corporate sales, advanced business-to-business sales, and sales management)
in the sales curriculum. Particular focus should be on business-to-business sales
processes, recognizable as contemporary with sales strategies widely used in the
corporate world. Written material / Text used in these courses must provide the latest
theory/examples and generally accepted practices for business-to-business selling. Course
work must include multiple video role-play exercises with a formal critique process.

Affiliation
Each full time faculty member must hold memberships in at least one national association
(professional or academic) noted for sales training. Subscriptions to at least two sales or
selling related publications are also required, involving regular use of information and
references from articles in those publications.

Quality
The quality of any program will be judged as acceptable only when demonstrated by the
success of at least three graduates in three different companies who have met or exceeded
expectations for more than one calendar year. Documentation will be required.

Re-certification
Certification of schools will be for a four (4) year period. Schools may reapply for re-
certification following the same process as certification.

Fees
Initial Application Fee - $200.00
Re-certification Fee- $200.00




                                                                                           2
SMT Certification
Certification for Companies or Corporations


Staff
Formal sales training must be a regular part of the orientation, education, and training
process. There must be a full time staff of professionals dedicated to the design,
development, and delivery of sales training. The head of this staff must be assigned full
time to sales training with a clear focus on this role detailed in his/her job description. At
least two other individuals must have responsibility for sales training.

Structure
A sales training department must be established to serve full time in the capacity
dedicated to sales force development. The person who leads this department must have a
comprehensive background in sales, sales management, formal sales training, or some
combination. He/she must be able to demonstrate clear knowledge and understanding of
the common sales process stages, contemporary sales strategies, and sales management
techniques. A specific space for sales training should be designated and at a minimum
should include a room equipped with audio-video equipment for conducting and
recording sales role-plays. Entry-level classes should be limited to a maximum of 25
participants and any advanced classes should be limited to a maximum of 20.

Curriculum
The lesson plan must contain at least two levels of sales training. Telephone sales, retail
sales, entry-level corporate sales, advanced business-to-business sales, and sales
management are examples of various levels of sales curriculum. Particular focus should
be on business-to-business sales processes, recognizable as contemporary with sales
strategies widely used in the corporate world. Course work must include multiple video
role-play exercises with a formal critique process.

Affiliation
Each full time staff member must hold a membership in at least one national association
noted for sales training. Subscriptions to at least two sales or selling related publications
are also required, involving regular use of information and references from articles in
those publications.

Quality
Program quality will be deemed acceptable only when SMT is satisfied that there is
measurable indication of contribution to the department’s company that meets or exceeds
specific corporate goals. Documentation will be required.

Fees
Application Fee - $2,500.00
Subscription Fee -$250 quarterly (includes one membership in SMT) or $1000.00 yearly




                                                                                                 3
SMT Certification

Application Process
To apply for certification, send a letter of inquiry to SMT to the following address:


Professional Society for Sales & Marketing Training
245 W. Roosevelt Rd. Bldg 7 Suite 44
West Chicago, Illinois 60185
Or
Go to www.smt.org             and click on the certification link

To go forward, an appointment will be made for a telephone interview with the
principle(s) in your department. You will be asked to provide copies of a lesson plan;
curriculum outline, faculty vitae, and evidence of dedicated role play facilities, etc., to be
delivered prior to the time of the interview. After the interviews with key personnel (as
indicated by SMT interviewer), a decision will be made on certification of the
organization. After a virtual site visit The key contact will be formally notified within
two weeks of the last interview and documentation.




                                                                                             4
The Professional Society for Sales and Marketing Training
Collegiate Sales Certification Program



Applicant Application
                                For Colleges / Universities


Applicants will be evaluated for certification in three stages.

   1. Essays written in response to instructions and inquiry in this application.
   2. Interviews and documentation review conducted by members of the SMT board.
   3. References

The first stage must be approved before proceeding to the second stage. All fees and
expenses must be paid in advance of final approval.


You may answer the questions on the form provided, or use other documents and attach
them to the form. Be sure to reference the question so that it is clear as to what question
your answer should be applied.




                                                                                              5
SMT Certification
Certification for Colleges and Universities


1. The requirement for certification by the Professional Society for Sales and Marketing
   Training regarding staffing states the following:

   Professional selling must be a dedicated course of study conducted by a faculty
   whose members have a minimum of 3 years sales experience in a corporate
   business-to-business environment. A minimum of three faculty members should
   be assigned to sales training, one of which must be full time.

   In what way does your organization comply with this requirement?




                                                                                       6
SMT Certification
Certification for Colleges and Universities


2. The requirement for certification by the Professional Society for Sales and Marketing
   Training regarding structure states the following:

   (a) A full time person with doctorate credentials, who concentrates on sales,
       must lead the department where the professional sales curriculum resides.

      In what way does your organization comply with this requirement?




   (b) A specific space for sales training should be designated and at a
       minimum include a room equipped with audio-video equipment for
       conducting and recording sales role-plays

       In what way does your organization comply with this requirement?




   (c) Basic classes should be limited to a maximum of 30 students and advanced
       classes should be limited to a maximum of 20 students.

       In what way does your organization comply with this requirement?




                                                                                       7
SMT Certification
Certification for Colleges and Universities


3. The requirement for certification by the Professional Society for Sales and Marketing
   Training regarding curriculum states the following:

   The curriculum must contain at least two levels of sales training. Telephone
   sales, retail sales, entry-level corporate sales, advanced business-to-business
   sales, and sales management are examples of various levels of sales curriculum.
   Particular focus should be on business-to-business sales processes, recognizable
   as contemporary with sales strategies widely used in the corporate world. Text
   for all sales training classes must provide the latest theory / examples and
   generally accepted practices for business-to-business selling. Course work must
   include multiple video role-play exercises with a formal critique process.

   In what way does your organization fit this requirement?




                                                                                       8
SMT Certification
Certification for Colleges and Universities


4. The requirement for certification by the Professional Society for Sales and Marketing
   Training regarding affiliation states the following:

   Each full time faculty member must hold membership in at least one national
   association noted for sales training. Subscriptions to at least two sales or selling
   related publications are also required, involving regular use of information and
   references from articles in those publications.

   In what way does your organization fit this requirement?




                                                                                          9
SMT Certification
Certification for Colleges and Universities


5. The requirement for certification by the Professional Society for Sales and Marketing
   Training regarding quality states the following:

   The quality of any program will be judged as acceptable only when
   demonstrated by the success of at least three graduates in three different
   companies who have met or exceeded expectations for more than one calendar
   year. Documentation will be required.

   In what way does your organization fit this requirement?




                                                                                      10
SMT Certification
Certification for Colleges and Universities


Thank you for completing this application. You will need to provide evidence
(pictures/blueprints, etc.) of the presence and use of role playing and recording facilities.
You may also include brochures or material of any kind that you feel will properly
represent your organization.

Finally, include one reference from each of the following:

   1. An SMT member.
   2. A teaching professional in sales from another school.
   3. A sales or sales management professional.


Mail your entry to:

SMT Certification
245 W. Roosevelt Rd. Bldg 7 Suite 44
West Chicago, Illinois 60185




Or
Email the documentation to:

SMT Certification
dweilbak@niu.edu




                                                                                            11
The Professional Society for Sales and Marketing Training
Corporate Sales Certification Program



Applicant Application
                             For Companies and Corporations


Applicants will be evaluated for certification in three stages.

       1. Essays written in answer to instructions and inquiry in this application.
       2. Interviews and site visits conducted by members of the SMT board.
       3. References

The first stage must meet approval before going on to the second stage. All fees and
expenses must be paid in advance of final approval.



You may answer the questions on the form provided, or use other documents and attach
them to the form. If you use separate documents, be sure to reference the question so that
it is clear as to what question your answer should be applied. If you email part of the
documentation and send some via fax or USPS, make sure that the company is clearly
marked and that it is additional material for certification.




                                                                                        12
SMT Certification
Certification for Companies or Corporations


   1. The requirement for certification by the Professional Society for Sales and
      Marketing Training regarding staffing states the following:

   Formal sales training must be a regular part of the orientation, education, and
   training process. There must be a full time staff of professionals dedicated to the
   design, development, and delivery of sales training. The head of this staff must
   be assigned full time to sales training with a clear focus on this role detailed in
   his/her job description. At least two other individuals must have responsibility
   for sales training.

   In what way does your organization comply with this requirement?




                                                                                    13
SMT Certification
Certification for Companies or Corporations


   2. The requirement for certification by the Professional Society for Sales and
      Marketing Training regarding structure states the following:

(a) A sales training department must be established to serve full time in a capacity
dedicated to sales force development. The person who leads this department must
have a comprehensive background in sales, sales management, formal sales training,
or some combination. He/she must be able to demonstrate clear knowledge and
understanding of the common sales process stages, contemporary sales strategies,
and sales management techniques.

   In what way does your organization comply with this requirement?




(b) A specific space for sales training should be designated and at a minimum should
include a room equipped with audio-video equipment for conducting and recording
sales role-plays.

   In what way does your organization comply with this requirement?




(c) Entry-level classes should be limited to a maximum of 25 participants and any
advanced classes should be limited to a maximum of 20.


   In what way does your organization comply with this requirement?




                                                                                    14
SMT Certification
Certification for Companies or Corporations


   3. The requirement for certification by the Professional Society for Sales and
      Marketing Training regarding curriculum states the following:


   The lesson plan must contain at least two levels of sales training. Telephone
   sales, retail sales, entry-level corporate sales, advanced business-to-business
   sales, and sales management are examples of various levels of sales curriculum.
   Particular focus should be on business-to-business sales processes, recognizable
   as contemporary with sales strategies widely used in the corporate world. Course
   work must include multiple video role-play exercises with a formal critique
   process.


       In what way does your organization comply with this requirement?




                                                                                    15
SMT Certification
Certification for Companies or Corporations


   4. The requirement for certification by the Professional Society for Sales and
      Marketing Training regarding affiliation states the following:

   Each full time staff member must hold a membership in at least one national
   association noted for sales and/or marketing training. Subscriptions to at least
   two sales or selling related publications are also required, involving regular use
   of information and references from articles in those publications.

   In what way does your organization comply with this requirement?




                                                                                    16
SMT Certification
Certification for Companies or Corporations


   5. The requirement for certification by the Professional Society for Sales and
      Marketing Training regarding quality states the following:

   Program quality will be deemed acceptable only when SMT is satisfied that
   there is measurable indication of contribution to the department’s company that
   meets or exceeds specific corporate goals. Documentation will be required.

   In what way does your organization comply with this requirement?




                                                                                    17
SMT Certification
Certification for Companies or Corporations


Thank you for completing this application. You may include pictures, blueprints,
brochures or material of any kind that you feel will properly represent your organization.

Finally, include one reference from each of the following:

     1. An SMT member.
     2. A professional sales trainer from another company.


Mail your entry to:

SMT Certification
245 W. Roosevelt Rd. Bldg 7 Suite 44
West Chicago, Illinois 60185




Or

Email to:
Sales Certification

Dweilbak@niu.edu




                                                                                         18

				
DOCUMENT INFO
Shared By:
Categories:
Stats:
views:85
posted:2/27/2009
language:English
pages:18