Pathway to Recovery Training Series

Sales Manager Training

Sales Manager training develops skills to build a positive reputation for your establishment, convert prospects into customers, increase customer spending and boost establishment revenues. This training helps you become skilled at motivating staff, handling all elements of the sales cycle and carrying out marketing plans. Learn valuable tips and information that improve how you see, approach and handle key phases of the sale. Discover strategies, processes and tools you can use to help your next sales call be a profitable one. Training includes: Professionalism; Communication; Selling Skills; Product Knowledge; Market Planning; and Human Relations.

This training is led by an experienced and certified STEC instructor who will guide participants through the curriculum.

Two training streams available:

Sales Manager Training only, ideal for employees with previous experience in the industry but new to management level work; and
Sales Manager Training with emerit Professional Certification, recommended for experienced managers.

Prerequisite

Sales Manager Training: none
Sales Manager Training with emerit Professional Certification: two years of qualified sales experience in the tourism industry

Curriculum

emerit national Sales Manager Training Modules (6 hours)

MODULE A - PRODUCT AND INDUSTRY BACKGROUND

Acquire and maintain knowledge about your company’s products and services; Comply with legislation relevant to your job, the tourism sector and its industries; Apply skills in your workplace to promote tourism in your area

MODULE B - PART 1: SALES CYCLES

Describe the sales process, including defining selling terms, identifying sales tool and activities, and describing the sales cycle; Prospect for sources and material/information about potential clients; Approach clients by qualifying them and providing them with information packages; Establish client relationships by maintaining client/contact management files, and conducting familiarization trips and site visits

MODULE B - PART 2: SALES SKILLS

Make sales by following proper guidelines for completing sales calls, conducing sales presentations, identifying client objections, overcoming client excuses, and cross-selling products and services; Close sales by identifying buying signals; Follow up on sales to ensure your clients are satisfied with the product or service

MODULE C - MARKET PLANNING

Define marketing terms; Describe market research by identifying potential market segments, outlining areas of research for target markets, and listing research sources; Implement a marketing plan by defining its components, participating in its preparation, fulfilling your role in following it, and exploring new marketing opportunities

MODULE D - PROFESSIONALISM

Exhibit professionalism; Participate in professional and personal development; Use time management techniques; Manage stress

MODULE E - COMMUNICATION

Use communications skills effectively on the job; Use communication tools effectively and appropriately on the job; Use meeting skills effectively on the job

MODULE F - HUMAN RELATIONS

Maintain positive staff relations; Maintain positive public relations

MODULE G - OFFICE EQUIPMENT

Operate office equipment

MODULE H - CERTIFICATION EXAM PREPARATION

Knowledge Certificate

Service Best for Leaders (1 hour)

Service Best for Leaders provides practical and tested high quality, service leadership techniques to help you become more competent and confident in using the competitive advantage of Service Best.

Controlling for COVID with Confidence: Thinking Beyond Masks and Hand Sanitizer to Develop Effective Safety Precautions (1 hour)

Health and safety risk assessment; transmission risks for COVID-19; meaningful, effective controls for COVID-19 transmission risk; limitations of less effective controls like PPE, procedures/rules; Risk Assessment worksheet.

Workplace Trainer (6 hours)

The Workplace Trainer course helps workplace trainers and supervisors understand the principles of adult learning, how to set and achieve training objectives, how to mentor and coach, and how to evaluate, reward and recognize performance.

emerit Sales Manager national written exam (1 hour)

Proctored certification exam consisting of 125 multiple choice questions based on the National Occupational Standards.

Sales Manager Training: $1,800.00

Upon successful completion of curriculum, trainee receives a certificate of completion and a record of exam score. The trainee is eligible to qualify for emerit Professional Certification upon subsequent completion of experience verification.

Sales Manager Training with emerit Professional Certification: $2,400.00

Upon successful completion of curriculum and experience verification as described below, trainee is awarded emerit Professional Certification as Sales Manager and is entitled to use the Tourism Certified Professional (TCP) designation.

Includes National Occupational Standards and Certification Prep Pack, written exam, and work history verification. Exam consists of 125 multiple choice questions based on the National Occupational Standards. Candidates must have two years of qualified sales experience in the tourism industry. Successful Sales Manager candidates will be awarded the Tourism Certified Professional (TCP) designation.

Banner image courtesy of Tourism Saskatoon