Description
Course Name: Certificate in B2B Sales Management
Course Id: CBSM/Q0001.
Eligibility: 10+2 (Higher Secondary) or equivalent.
Objective: The Certificate in B2B Sales Management develops practical skills required to manage business-to-business sales activities, identify organizational customers, generate qualified leads and develop long-term client relationships. The course covers B2B sales fundamentals, organizational buying behaviour, prospecting, lead qualification, consultative selling, value propositions, business presentations, negotiation, account management, sales pipeline management and performance monitoring. It prepares learners to support structured B2B sales processes, communicate effectively with business clients and contribute to sustainable revenue and account growth.
Duration: Three Month.
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- 60 minutes.
No. of Questions- 30. (Multiple Choice Questions).
Maximum Marks- 100, Passing Marks- 40%.
There is no negative marking in this module.
| Marking System: | ||||||
| S.No. | No. of Questions | Marks Each Question | Total Marks | |||
| 1 | 10 | 5 | 50 | |||
| 2 | 5 | 4 | 20 | |||
| 3 | 5 | 3 | 15 | |||
| 4 | 5 | 2 | 10 | |||
| 5 | 5 | 1 | 5 | |||
| 30 | 100 | |||||
| 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 | 40-50 | 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: Fundamentals of B2B Sales Management: Meaning and Scope of B2B Sales, Differences Between B2B and B2C Selling, B2B Sales Models and Channels, Organizational Buying Behaviour, B2B Customer Decision-Making Process, Roles and Responsibilities of B2B Sales Professionals, Sales Objectives and Revenue Targets, B2B Value Proposition Development, Professional Ethics in Business Selling, Emerging Trends in B2B Sales Management.
Module 2: B2B Prospecting and Lead Management: Ideal Customer Profile Development, Business Market Segmentation, Identifying Target Companies and Decision-Makers, B2B Lead Generation Methods, Digital Prospecting and Social Selling, Business Networking and Referral Development, Lead Qualification Techniques, Sales Opportunity Prioritization, B2B Sales Pipeline Management, Developing Structured Prospecting Plans.
Module 3: Consultative and Solution Selling: Understanding Business Customer Needs, B2B Sales Discovery Process, Consultative Selling Techniques, Solution-Based Selling Practices, Identifying Customer Business Challenges, Developing Customer-Focused Solutions, Communicating Business Value and Benefits, Preparing B2B Sales Presentations, Product and Service Demonstrations, Building Credibility with Business Customers.
Module 4: B2B Negotiation and Deal Management: Fundamentals of Business Negotiation, Preparing for B2B Negotiations, Managing Multiple Stakeholders, Handling Business Customer Objections, Price and Value Negotiation, Commercial Terms and Proposal Discussions, Preparing Business Proposals and Quotations, Managing Complex Sales Opportunities, B2B Sales Closing Techniques, Contract and Post-Deal Coordination.
Module 5: Key Account and Customer Relationship Management: Fundamentals of B2B Account Management, Customer Account Planning, Managing Key Business Accounts, Stakeholder Relationship Development, Customer Onboarding and Service Coordination, Cross-Selling and Upselling Opportunities, Customer Retention and Renewal Strategies, Managing Customer Concerns and Escalations, Developing Strategic Customer Partnerships, Measuring Account Growth and Relationship Performance.
Module 6: B2B Sales Performance and Digital Management: B2B Sales Targets and Performance Indicators, Sales Forecasting and Revenue Planning, Sales Funnel and Conversion Analysis, CRM Systems and Sales Automation, B2B Sales Data and Reporting, Sales Team Performance Monitoring, Digital and Remote B2B Selling, Sales Coaching and Performance Improvement, Data-Driven B2B Sales Decisions, Future Trends in B2B Sales Management.
Job Opportunities after Certificate in B2B Sales Management
Graduates can pursue entry-level opportunities in B2B sales, corporate sales, business development, client acquisition, account management, inside sales and sales-support functions across organizations serving business customers.
Top Roles: B2B Sales Executive, Corporate Sales Executive, Business Development Executive, Sales Development Representative, Inside Sales Executive, Client Acquisition Executive, Account Executive, Sales Coordinator, Client Relationship Executive and B2B Sales Support Executive.
Key Skills: B2B selling, organizational buying behaviour, prospecting, lead qualification, consultative selling, value proposition development, business presentations, negotiation, sales closing, account management, pipeline management and sales performance reporting.
Salary Range (India):
- Entry-level: ₹2.5–6 LPA
- Mid-level: ₹6–12 LPA
- Senior-level: ₹12–25+ LPA
Scope: B2B sales management skills are applicable across IT services, software, telecommunications, manufacturing, logistics, financial services, professional services, industrial products, healthcare, education, wholesale, business consulting and other organizations serving corporate customers. With experience and advanced skills, learners can progress into corporate sales management, key account management, business development management, enterprise sales, territory management and sales leadership or use these skills to develop B2B customers for their own business.
