CERTIFICATE IN
PROFESSIONAL SALES &
SALES MANAGEMENT
BUSINESS & PROFESSIONAL STUDIES
The Professional Sales Management Certificate
helps sales professionals stay ahead of emerging
trends, avoid pitfalls, and shape the future of their
profession. Successful participants will acquire
sales tools and techniques, using the internationally
acclaimed Quota® System.
UNIVERSITY OF TORONTO
CERTIFICATE IN PROFESSIONAL SALES &
SALES MANAGEMENT
The Certificate in Professional Sales and Sales Management
provides a foundation of knowledge required to meet growing industry demands in Professional Sales and Sales Management. Instructors guide sales professionals in developing skills and proficiency in a comprehensive curriculum of contemporary sales and sales management, including:
• The complete Business-to-Business sales process
• Forty distinct skill competencies and advanced strategic
sales skills
• Methods to identify and attract sales talent to your
organization
• Twelve core sales management practices
• Time & territory management for today’s sales professional • Best practices and latest trends in sales management • How to manage performance problems and “de-hiring” • Key Account Management and Strategic Selling Practices
to apply to your business.
WHO SHOULD ATTEND?
The Certificate in Professional Sales and Sales Management is geared for organizations and individuals who:
• Negotiate sales of products or services • Sell products or services to new clients • Manage Sales Relationships with Clients • Provide B2B or B2C Sales Services • Investigate and develop new sales leads • Provide Post-Sales Support
• Prepare and deliver sales presentations • Technical Sales Professionals
• Manage Sales Professionals or Sales Managers • Own businesses and need stronger insight into the
sales function
WHY CHOOSE THIS PROGRAM?
• Previous students rate this program as ‘outstanding’! • Network with peers in a professional and executive-style
learning environment
• Attend interactive seminars delivered by leading industry
professionals
• Explore current industry trends and solutions for complex
situations
• Gain a practical set of tools and techniques to effectively
and strategically achieve your goals
• Receive knowledge which is immediately applicable to the
workplace
• Learn and apply the Quota ® System for sales results! • Graduates of the program receive a University of Toronto
School of Continuing Studies Certificate and are eligible to
take the Canadian Professional Sales Association Certified
Sales Professional (CSP) examinations and accreditation.
Quota® - The Sales Performance System is the Global
Leader in Sales Gamification. The company provides a dozen
programs in over 20 countries globally.
Both corporate clients and academic partners work with the
Quota® team of instructional designers, distributors, coaches
and instructors on providing the most contemporary sales
training available in the market today.
Coupled with Quota®’s unique gamification teaching
methodologies the company and University have received
extraordinary results and acclaim from clients and
students alike.
Professional Sales Best Practices- SCS 2093
Learn contemporary selling concepts, evolution of salesmanship, and
cover business-to-business (B2B) sales process, including prospecting
and qualifying, strategies for the initial meeting, performing needs
analysis, and preparing product/service demonstrations. You’ll also
learn how to present a quotation, gain influencer support, commitment, and purchasing, as well as product/service delivery, payment and
polished post-sales service.
In an interactive and team-building environment, you will learn about
sales cycles and competencies, and develop essential skills and
practices. Your classroom experience culminates with Quota™ — The Sales Performance Game, which provides a competitive B2B training experience.
Learner Outcomes
• Advanced understanding of where professional sales practices
fit into a standard marketing strategy
• Ability to analyze the key stages of the sales process • Significantly improved personal sales effectiveness
• Capability to represent their product or service professionally
should they decide to pursue sales as a career choice
Prerequisite for all other courses in program
Students have two years to complete the Professional Sales Management Certificate (3 courses). To receive the Certificate in Professional Sales and Sales Management, students must successfully complete the following three required courses:
• Professional Sales Best Practices - SCS 2093 • Professional Sales Management - SCS 2095 • Time and Territory Management - SCS 2915
Certificate Requirements
Professional Sales Management - SCS2095
Here is your chance to develop a comprehensive set of sales
management skills. This course will prepare you for the role of sales
supervisor through an in-depth analysis of management requirements:
recruiting, sales orientation, sales compensation plans, reward and recognition programs, sales training and coaching, sales meetings, and sales performance tracking.
Learner Outcomes
• Improved understanding of how to successfully manage the spectrum of sales management responsibilities
• Enhanced in-field sales team performance through the course’s
special emphasis on sales coaching
• Ability to assume supervisory or managerial role
Time & Territory Management - SCS 2915
This course provides the structure and process required to focus
individual and team performance on high-priority accounts and
territory management. In conjunction with the Professional Sales Practices and Professional Sales Management courses, the Time & Territory Management course addresses the contemporary use of
sales tools and social media to maximize sales results. Concepts covered in this program include goal-setting, time management, client
& market analysis tools, forecasting, portfolio management, client
business reviews, budgeting, sales funnels, sales targets, and territory
management planning. The course also includes a module on Advanced
Strategic Selling (QIS™) that prepares the student to sell to owners/ executives and key accounts.
Learner Outcomes:
• Better evaluate R.O.T.I. (Return on Time Invested) to maximize
territory returns
• Improved forecasting using the proprietary Frontlog™
forecasting tool
• Stronger strategic selling skills for selling to executives and
owners
• Territory and Market Analysis tools to ensure key account and
territory growth
PREREQUISITE: SCS 2093 Professional Sales Best Practices
CERTIFICATE PROGRAM INSTRUCTORS
Course Author and Lead Instructor
Earl Robertson is President and Founder of Quota® and Namaico Holdings Inc. Earl has had an extensive career in sales, marketing, operations and executive management. Mr. Robertson has been CEO and President of a variety of international businesses and is a former executive with Xerox Learning Systems and top salesperson with Procter & Gamble Inc. He is a graduate in business from Concordia University
in Montreal and has also served as a Business Advisor to the Concordia University Faculty of Commerce and served as a Lead Judge at the
annual International MBA Case Study Competition for 15 years.
Mr. Robertson has also served on a variety of Boards (public and private).
Instructors
George Anastasopoulos is a dynamic facilitator, skilled trainer,
moderator, sales professional, disciplined marketer and experienced executive. A former VP Sales with a major packaged goods company,
George has provided customer relationship advice and service to clients
such as: Sobeys; Wrigley; GlaxoSmithKline; Grace Kennedy; Pepsi-Cola; Nestle; Alcon; Fuji Photo Film and Loblaws.
Darrell Campbell has held a number of sales, training, marketing
business development and sales management positions in his career. He is an Executive Vice President with a market-leading firm in the Jan-San
industry and has worked in a variety of markets across Canada and in many international markets.
Craig Chevalier has over 30 years of experience in sales, sales management and executive management. Craig started his career
with Ingram and Bell Medical and held a variety of progressive sales
responsibilities for over 13 years. Mr. Chevalier was national sales
manager for a health care products company and has worked in the sports promotion, consulting and the marine industries. He is also the
Co-Founder and a Director of the Bluffers’s Park marina, one of Toronto’s largest waterfront marina complexes.
John Morton has been a mentor to a generation of this country’s leading sales executives and has re-engineered sales forces and sales processes for a wide variety of North American businesses. John achieved
prominence as VP Sales at Richardson Vicks and as National VP & GM of
Commercial Markets at Procter & Gamble.
Gabriel Nicoletti is a security industry veteran with over 20 experience years in sales, training and senior management. Gabriel has worked in manufacturing and as a Senior Key Account Manager North America, VP and General Manager for an industry-leading company and President of
his own enterprise.
Certified Sales Professional (CSP) Designation Bundle™
The University of Toronto School of Continuing Studies, Quota®
and the Canadian Professional Sales Association have partnered to provide a pathway to the CERTIFIED SALES PROFESSIONAL (CSP) designation. Graduates of the Certificate in Professional Sales and
Sales Management program will be eligible to take the CPSA’s half-day on-line exam preparation course, and then complete the CPSA’s written and oral examinations – to receive their internationally-recognized CSP
Designation. Please note that there are additional fees for the CSP prep
course and examinations.
About the University of Toronto School of Continuing Studies
The University of Toronto School of Continuing Studies is a global leader in continuing education. Each year, thousands of adults enroll in the School’s
high quality courses and programs gaining essential knowledge, skills, and
credentials to advance their careers, contribute more effectively in their workplaces, and expand their personal horizons.
w: learn.utoronto.ca t: 416.978.2400 e: learn@utoronto.ca
158 St. George Street, Toronto, Ontario M5S 2V8 CANADA
