Institutional Sales
About Institutional Sales
Institutional
sales mean all those sales which are done to institutions. Institutions
have their own captive audience or dedicated customers e.g. schools, college canteens, or stores run by famous chains like Fast track or
WHSmith, Canteen Stores Deptt et al.
Institutions buy in bulk and this bulk purchasing power helps them negotiate competitive prices from sellers.
Why is Institutional Sales important?
Sales
play a key role in the building of loyalty and trust between customers
and businesses. Trust and loyalty are the main reasons why a customer
would choose to recommend your company to a friend or family member or
write a great review of your product or service online.
Who should take the Institutional Sales Exam?
• Sales professionals
• Business owners or Entrepreneurs
• Anyone who wants to assess their selling skills
• B2B Sales managers and senior executives
• Sales consultants
• Any professional with skills and knowledge of sales
Institutional Sales Certification Course Outline
1. Theories of Selling
2. Prospecting, Objection Handling, and Closing
3. Sales Forecasting
4. Functions of Salesperson
5. Sales Management
6. Institutional Sales Management