Professional Certificate in Tech Sales Module 2: A Beginner’s Guide to B2B IT Sales

Analytics & Tech
Innovation & Business Improvement

Basic
SkillsFuture
Full Certificates
This module is part of Professional Certificate in Tech Sales

This module is conducted in-person.

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Fee

SGD1,090* (as low as SGD127 after maximum funding) Learn More

Duration

1 Full Day (Weekday)

Level

Basic

Who Should Attend

Participants who are looking to break into the industry of Tech Sales, including both fresh graduates or mid-career switches
Participants who are existing Tech Sales representatives who are looking for a systematic methodology to improve their skills

PREREQUISITES

There are no prerequisites for this programme. Prior knowledge on any of the topics is not required.

Overview

Business-to-business (B2B) sales has evolved since the days of cold-calling and direct mail. With the digital age, the traditional model of B2B sales has been disrupted by changes in the way people purchase goods and services. Internet penetration and the consequent explosion in easily accessible knowledge and networking have affected B2B sales as much as anything else. But in every change, there is opportunity.

This module will provide an overview of the modern-day B2B sales process, explaining what it is and outlining a variety of sales techniques and strategies for successful B2B selling. The purpose of this module is to provide the most comprehensive interpretation of what a B2B sales funnel actually is, what the most popular funnel models are and how to build or modify them to maximise sales effectiveness.

Learning Objectives

At the end of the 1-day module, participants will be able to:

Familiarise themselves with the sales funnel
Identify their innate/ preferred sales methodology and role
Learn how to build a “Ideal Client Profile”

Assessment

As part of the requirement for SkillsFuture Singapore, there will be an assessment conducted at the end of the course. The mode of assessment, which is up to the trainer’s discretion, may be an online quiz, a presentation or based on classroom exercises.

Participants are required to attain a minimum of 75% attendance and pass the associated assessment in order to receive a digital Certificate of Completion issued by Singapore Management University.

Calculate Programme Fee

Fee Table

COMPANY-SPONSORED

PARTICIPANT PROFILE

SELF-SPONSORED

SME

NON-SME

Singapore Citizen < 40 years old

Permanent Resident

LTVP+

$327

(After SSG Funding 70%)

$127

(After SSG Funding 70%
+ ETSS Funding 20%)

$327

(After SSG Funding 70%)

Singapore Citizen ≥ 40 years old

$127

(After SSG Funding 70%
+ MCES Funding 20%)

$127

(After SSG Funding 70%
+ ETSS Funding 20%)

$127

(After SSG Funding 70%
+ MCES Funding 20%)

International Participant

$1,090

(No Funding)

$1,090

(No Funding)

$1,090

(No Funding)

All prices include 9% GST

Please note that the programme fees are subject to change without prior notice.

Post Secondary Education Account (PSEA)
PSEA can be utilised for subsidised programmes eligible for SkillsFuture Credit support. Click here to find out more.

Self Sponsored

SkillsFuture Credit: Singapore Citizens aged 25 and above may use their SkillsFuture Credits to pay for the course fees. The credits may be used on top of existing course fee funding.

This is only applicable to self-sponsored participants. Application to utilise SkillsFuture Credits can be submitted when making payment for the course via the SMU Academy TMS Portal, and can only be made within 60 days of course start date.

Please click here for more information on the SkillsFuture Credit. For help in submitting an SFC claim, you may wish to refer to our step-by-step guide on claiming SkillsFuture Credits (Individual).
Workfare Skills Support Scheme: From 1 July 2023, the Workfare Skills Support (WSS) scheme has been enhanced. Please click here for more details.

Company Sponsored

Enhanced Training Support for SMEs (ETSS)

Organisation must be registered or incorporated in Singapore
Employment size of not more than 200 or with annual sales turnover of not more than $100 million
Trainees must be hired in accordance with the Employment Act and fully sponsored by their employers for the course
Trainees must be Singapore Citizens or Singapore Permanent Residents
Trainees must not be a full-time national serviceman
Trainees are eligible for ETSS funding only if their company's SME status is approved prior to the course commencement date. To verify your SME's status, please click here.

Please click here for more information on ETSS.

Absentee Payroll