SalesBench

SalesBench is the “manual” for sales professionals who wish to learn the fundamentals of marketing and sales for their business. Making a profit which can be invested into necessary functions is absolutely crucial for a new business. After mastering the basics, you are provided with an advanced series of sales strategies and resources. The second part of the curriculum builds off of the basics, and takes the student through the techniques and strategies which will truly turn him or her into a sales expert and a Capture Management Professional.

Curriculum Format

Based on 13 hours of participation per week

Interaction with facilitator

Participation in webinars

203 hours of activities

Time Restrictions

112 days

Job Description

The Capture Management Professional’s responsibilities include working closely with customers to determine their needs and answer their questions about products, as well as recommend the right solutions. The Capture Management Professional should be capable of promptly resolving customer complaints and ensuring maximum client satisfaction – both in person and over the phone. To be successful, a person should stay up-to-date with product features and maintain the store’s visual appearance in high standards. A Capture Management Professional should have a basic knowledge about sales, negotiations and teaming, and should also be able to conduct a successful proposal presentation. In addition, they should be able to understand how to research the business that they’re in. They should have a comprehensive knowledge of sales strategies, as well as branding and pricing a product. They should also be able to maintain customer relationships and complete the entire capture management process. This all should lead to generating a prospect and creating long-term opportunities for the business.

Curriculum Purpose

The purpose of the SalesBench Curriculum is to provide a set of foundational skills that individuals such as Marketing or Sales Professionals can use to optimize marketing and sales strategies.

Curriculum Scope

The first part of the SalesBench curriculum covers how to conduct research, segment and target markets to identify qualifying prospects. Recognize the importance of exceptional customer service to retain and grow sales. Understand and apply key sales fundamentals to manage the full sales cycle; from generating leads, to bids, and proposals. Acquire critical sales planning and forecasting techniques to manage sales growth. Establish and maintain effective communication skills with clients and their decision makers to grow existing business.

The second part covers the entire capture management process from identify, qualify, propose, win, and support the customer. Apply forecasting and pipeline strategies of qualified prospects within the established marketplace. Learn how to lead, manage and further build the sales team and organization and office to support for growth. Acquire strategic account management skills enabling you to build, forecast, manage and achieve revenue growth. Understand prospective customer’s behavior, and the impacts of brand and pricing to your business. Communicate with product and project management and marketing.

Prerequisites

ProficiencyBench Courselets: Ethics, Goal Setting, Time Management, Stress Management, Communicate Clearly, Effective Writing Skills, Business Presentations & Skills, Effective Meeting Skills, Decision Making & Problem Solving

These courselets can be taken as part of the ProficiencyBench Curriculum or as CEUs

Certificate requisites

Academic: To fulfill the academic requirements of the curriculum, students must complete the curriculum with all courselets and satisfactorily complete 5 labs, as well as the knowledge checks in the curriculum. Knowledge checks and the lab assignments are created to test student achievement of established learning outcomes. Learning outcomes support curriculum purpose and scope.

Certificate Issuance: To be issued a certificate identifying you as a Capture Management Professional, a student must complete all the academic requirements and pass an assessment in the form of two comprehensive exams.

Certificate maintenance and use:

Designations and acronyms appointed to certificate holders are identified on the certificate and the individual profiles in the alumni directory. Each certificate has a unique serial number which is tracked by the education admin.

Obtained designation and associated acronyms can be used to signify that the individual has obtained and maintains a valid certificate in the area of Capture Management. The designation and acronym Capture Management Professional™ (CMP) can be used in CVs, on business cards and websites by the certificate holder only. Certificate is not transferrable to another person or company. The designation and acronym can only be used while the certificate is valid. When certificate is invalidated for any reason, the person can no longer use the designation and acronym.

Certificate term of validity is two years. In order to maintain the certificate, a student must obtain 20 PDUs or 2 CEUs (20 hours of continuing education) over a 24 month period. If the student fails to acquire sufficient continuing education, the certificate is invalidated.

Completion requirements

Study course materials

Pass all knowledge checks, labs and exams

Certificate

The certificate designation and acronym “Capture Management Professional”™ - CMP is only awarded upon satisfactory completion of SalesBench and the Capture Management Professional Exam. Certificates are available for download upon completion.

Designation and Acronym Granted

The designation and acronym “Capture Management Professional”™ - CMP is only awarded upon satisfactory completion of SalesBench and the Capture Management Professional Exam.

Technical Requirements

For hardware, we recommend a dual-core CPU with at least 2G of memory. We recommend any operating system capable of running the latest versions of Google Chrome and Mozilla Firefox 5.x and later. For browser, We recommend running either Mozilla Firefox 5.x and later or Chrome. Why? Both browsers provide excellent support for web real-time communications (WebRTC). Safari 5.x and later, Internet Explorer 10.x and later, and Microsoft Edge will work as well, but Chrome and Mozilla Firefox 5.x and later will deliver better audio in lower bandwidth conditions.

Information Regarding Changes to the Certificate Program

The Center for Business Acceleration will strive to deliver its courselets and curriculums in accordance with the descriptions provided on the CBA website at the time of enrollment. However, in some situations it might be beneficial or necessary for the CBA to implement changes to courselets or curriculums. The changes will not be very substantial so as to have impact on students who have already started their courselet or curriculum. In some circumstances where it is necessary for the CBA to implement such changes after enrollment due to developments in the relevant subject, advances in teaching or evaluation practice, or requirements of accreditation processes, students will be notified of the changes made to courselets or curriculum immediately.

APPROXIMATE COMPLETION TIME:LEARNING OUTCOMES:PDU AND CEU:REQUIRED MATERIALS:GRADING/PERFORMANCE MEASUREMENT:

112 contact hours
91 lab hours
203 total hours

16 weeks
  1. Develop basic customer service.
  2. Identify the more advanced techniques of customer service.
  3. Demonstrate customer service over the phone.
  4. Conduct industry research.
  5. Conduct market segmentation and targeting.
  6. Explain buyer behavior.
  7. Strategically utilize networking strategies.
  8. Generate successful leads.
  9. Plan and forecast sales.
  10. Identify sales basics.
  11. Define and use bids, proposals and invoices.
  12. Conduct an effective proposal presentation.
  13. Negotiate successfully.
  14. Assemble a good business team.
  15. Define the role of branding in a business environment.
  16. Distinguish best approaches to pricing products and/or services.
  17. Identify business opportunities.
  18. Qualify for different business opportunities.
  19. Identify actions that can be taken in the pursuit stage of capture management process.
  20. Write a successful business proposal.
  21. Explain the importance of support as a part of capture management process.
  22. Explain buyer behavior.
  23. Apply funnel and pipeline management.
  24. Accurately forecast sales revenue.
  25. Define the role and importance of major account management.
  26. Explain how to build, motivate, and lead sales teams.
203 PDU
20.3 CEU

SalesBench courselets, SalesBench Book

A      94
A-     90
B+    87
B      84
B-     80
C+    77
C      74
C-     70
D+    67
D      64
D-     60

APPROXIMATE COMPLETION TIME:

112 contact hours
91 lab hours
203 total hours

16 weeks
LEARNING OUTCOMES:
  1. Develop basic customer service.
  2. Identify the more advanced techniques of customer service.
  3. Demonstrate customer service over the phone.
  4. Conduct industry research.
  5. Conduct market segmentation and targeting.
  6. Explain buyer behavior.
  7. Strategically utilize networking strategies.
  8. Generate successful leads.
  9. Plan and forecast sales.
  10. Identify sales basics.
  11. Define and use bids, proposals and invoices.
  12. Conduct an effective proposal presentation.
  13. Negotiate successfully.
  14. Assemble a good business team.
  15. Define the role of branding in a business environment.
  16. Distinguish best approaches to pricing products and/or services.
  17. Identify business opportunities.
  18. Qualify for different business opportunities.
  19. Identify actions that can be taken in the pursuit stage of capture management process.
  20. Write a successful business proposal.
  21. Explain the importance of support as a part of capture management process.
  22. Explain buyer behavior.
  23. Apply funnel and pipeline management.
  24. Accurately forecast sales revenue.
  25. Define the role and importance of major account management.
  26. Explain how to build, motivate, and lead sales teams.
PDU AND CEU:
203 PDU
20.3 CEU
REQUIRED MATERIALS:

SalesBench courselets, SalesBench Book

GRADING/PERFORMANCE MEASUREMENT:

A      94
A-     90
B+    87
B      84
B-     80
C+    77
C      74
C-     70
D+    67
D      64
D-     60

Purchase the curriculum which includes all courses
$6,450.00