Description
Course Name: Advanced Diploma in Sales Management
Course Id: ADSM/Q1002.
Eligibility: 10+2 (Higher Secondary) or equivalent.
Objective: The Advanced Diploma in Sales Management develops advanced professional skills required to plan, organize, manage and evaluate sales activities across different business environments. The course covers sales strategy, customer prospecting, professional selling, negotiation, territory management, sales-team coordination, customer relationship management, channel sales, sales forecasting and performance analysis. It prepares learners to manage structured sales operations, develop customer relationships, achieve organizational sales objectives and contribute to sustainable revenue growth.
Duration: Six Months.
How to Enroll and Get Certified in Your Chosen Course:
Step 1: Choose the course you wish to get certified in.
Step 2: Click on the “Enroll Now” button.
Step 3: Proceed with the enrollment process.
Step 4: Enter your billing details and continue to course fee payment.
Step 5: You will be redirected to the payment gateway. Pay the course and examination fee using one of the following methods:
Debit/Credit Card, Wallet, Paytm, Net Banking, UPI, or Google Pay.
Step 6: After successful payment, you will receive your study material login ID and password via email within 48 hours of fee payment.
Step 7: Once you complete the course, take the online examination.
Step 8: Upon passing the examination, you will receive:
- A soft copy (scanned) of your certificate via email within 7 days of the examination.
- A hard copy (original with official seal and signature) sent to your address within 45 days of the declaration of the result.
Step 9: After certification, you will be offered job opportunities aligned with your area of interest.
Online Examination Detail:
Duration- 120 minutes.
No. of Questions- 60. (Multiple Choice Questions).
10 Questions from each module, each carry 10 marks.
Maximum Marks- 600, Passing Marks- 40%.
There is no negative marking in this module.
| How Students will be Graded: | ||
| S.No. | Marks | Grade |
| 1 | 91-100 | O (Outstanding) |
| 2 | 81-90 | A+ (Excellent) |
| 3 | 71-80 | A (Very Good) |
| 4 | 61-70 | B (Good) |
| 5 | 51-60 | C (Average) |
| 6 | 41-50 | P (Pass) |
| 7 | 0-40 | F (Fail) |
Key Benefits of Certification- Earning a professional certification not only validates your skills but also enhances your employability. Here are the major benefits you gain:
Practical, Job-Ready Skills – Our certifications are designed to equip you with real-world, hands-on skills that match current industry demands — helping you become employment-ready from day one.
Lifetime Validity – Your certification is valid for a lifetime — no renewals or expirations. It serves as a permanent proof of your skills and training.
Lifetime Certificate Verification – Employers and institutions can verify your certification anytime through a secure and reliable verification system — adding credibility to your qualifications.
Industry-Aligned Certification –All certifications are developed in consultation with industry experts to ensure that what you learn is current, relevant, and aligned with market needs.
Preferred by Employers – Candidates from ISO-certified institutes are often prioritized by recruiters due to their exposure to standardized, high-quality training.
Free Job Assistance Based on Your Career Interests – Receive personalized job assistance and career guidance in your preferred domain, helping you land the right role faster.
Syllabus
Module 1: Foundations of Sales Management: Meaning and Scope of Sales Management, Evolution of Modern Sales Management, Role and Functions of Sales Management, Sales Organization and Structure, Sales Objectives and Goal Setting, Sales Planning and Strategy, Sales Policies and Procedures, Sales Manager Roles and Responsibilities, Sales Ethics and Professional Conduct, Contemporary Trends in Sales Management.
Module 2: Sales Planning, Forecasting and Territory Management: Sales Planning Process, Sales Forecasting Methods, Market and Sales Potential Analysis, Sales Quota and Target Setting, Sales Territory Design, Territory Allocation and Management, Account Classification and Prioritization, Sales Route Planning, Sales Resource Allocation, Sales Plan Monitoring and Revision.
Module 3: Lead Generation, Selling and Customer Acquisition: Lead Generation Strategies, Prospect Identification and Qualification, Sales Funnel and Pipeline Management, Consultative Selling Techniques, Need Identification and Solution Selling, Sales Presentation and Demonstration, Objection Handling and Negotiation, Closing Techniques and Order Management, Follow-Up and Customer Acquisition, Key Account Development.
Module 4: Sales Team Recruitment, Training and Leadership: Sales Team Structure and Workforce Planning, Salesperson Recruitment and Selection, Sales Training and Skill Development, Sales Coaching and Mentoring, Sales Motivation and Incentive Management, Leadership Styles in Sales Management, Sales Team Communication and Collaboration, Performance Appraisal for Sales Teams, Managing Sales Team Conflict, Building High-Performance Sales Teams.
Module 5: Customer Relationship and Distribution Management: Customer Relationship Management in Sales, Customer Acquisition and Retention, Customer Loyalty and Relationship Development, Key Account Management, Channel and Distribution Management, Dealer and Distributor Relationship Management, Retail and B2B Sales Management, Customer Service and Complaint Handling, Sales Order and Delivery Coordination, Customer Relationship Performance Monitoring.
Module 6: Sales Analytics, Performance and Strategic Growth: Sales Metrics and Key Performance Indicators, Sales Revenue and Profitability Analysis, Sales Pipeline and Conversion Analytics, Sales Productivity Measurement, Sales Forecasting and Performance Analysis, Sales Reporting and Dashboards, Sales Budgeting and Cost Management, Sales Strategy and Business Growth, Digital Sales and Technology Management, Strategic Sales Performance Improvement and Future Trends.
Job Opportunities after Advanced Diploma in Sales Management
Graduates can pursue careers in sales management, business development, customer acquisition, account management, channel sales, retail sales and sales operations.
Top Roles: Sales Executive, Sales Manager, Business Development Executive, Territory Sales Executive, Key Account Executive, Channel Sales Executive, Sales Operations Executive and Customer Relationship Executive.
Key Skills: Sales strategy, prospecting, professional selling, negotiation, customer relationship management, territory planning, channel management, sales-team coordination, sales forecasting and performance analysis.
Salary Range (India):
- Entry-level: ₹2.5–6 LPA
- Mid-level: ₹6–12 LPA
- Senior-level: ₹12–25+ LPA
Scope: Sales-management professionals can work in FMCG companies, retail businesses, manufacturing organizations, financial services, IT companies, telecommunications, healthcare, pharmaceuticals, hospitality, real estate, e-commerce, education, logistics and other industries requiring customer acquisition, sales operations and revenue development.
