Certificate Course Sales and Marketing Excellence for Fresh Graduates

Course Structure

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Module 1: Introduction to Sales and Marketing (10 Hours, Weeks 1-2)

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Objective: Understand universal sales and marketing fundamentals.

Topics:

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• Sales and marketing principles for products and services (B2C, B2B).

• Customer needs and behavior across diverse markets.

• Sales process and funnel: Lead generation to closing.

• Marketing mix (4Ps) and its application in varied contexts (e.g., goods, services).

Activities:

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• Day 1 In-Person Session (6 hours): Faculty (cross-industry experts) and a guest faculty (e.g., sales leader) introduce course objectives, market trends, and career paths.

• Fieldwork: Interview a sales professional about their approach (report due in-person).

• Quiz on sales principles and customer behavior.

Hours: 6 hours in-person, 2 hours online lectures, 2 hours fieldwork.
Weekly Commitment: 1 hour/day (4 days lectures/discussions, 2 days in-person) + 4-5 hours self-reading.

 

Module 2: Communication and Interpersonal Skills (20 Hours, Weeks 3-4)

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Objective: Enhance communication and negotiation for sales success.

Topics:

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• Effective verbal and non-verbal communication (led by HR/communications experts).

• Active listening and questioning to build rapport with diverse clients.

• Negotiation and conflict resolution for B2C and B2B sales.

• Cross-cultural communication for varied markets (e.g., urban, rural).

Activities:

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• Assignment: Draft a sales pitch and objection response in English and a native language.

• In-person: Practice mock pitches to faculty (e.g., B2C service pitch, B2B product pitch).

Hours: 10 hours online lectures, 6 hours assignments, 4 hours in-person practice.

Weekly Commitment: 1 hour/day (5 days lectures/assignments, 1 day in-person) + 4-5 hours self-reading.

 

Module 3: Sales Techniques and Strategies (28 Hours, Weeks 5-7)

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Objective: Master diverse sales approaches and strategies.

Topics:

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• Sales approaches: Consultative, transactional, relationship-based, solution selling.

• Prospecting and lead generation for products and services.

• Sales presentation and demo skills (e.g., tangible goods, intangible services).

• Handling objections and closing sales across contexts.

• Account management and retention (e.g., loyalty programs, long-term contracts).

Activities:

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• Fieldwork: Identify and pitch to a potential client for a product/service (report).

• In-person: Present sales pitch to faculty with feedback on approach.

Hours: 13 hours online lectures, 8 hours fieldwork, 7 hours in-person presentation.

Weekly Commitment: 1 hour/day (5 days lectures/fieldwork, 2 days in-person) + 4-5 hours self-reading, or 6 hours/week on project (fieldwork/report).

 

Module 4: Customer Service and Satisfaction (15 Hours, Weeks 8-9)

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Objective: Deliver excellent customer service for diverse clients.

Topics:

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• Customer expectations for products and services (e.g., retail, corporate).

• Responding to queries and resolving issues (e.g., service complaints, product returns).

• Managing feedback for long-term relationships.

• Cross-context insights: B2C retention, B2B account management.

Activities:

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• Fieldwork: Analyze a customer service case (e.g., complaint resolution, report).

• In-person: Role-play customer interactions with faculty.

Hours: 7 hours online lectures, 4 hours fieldwork, 4 hours in-person practice.

Weekly Commitment: 1 hour/day (5 days lectures/fieldwork, 1 day in-person) + 4-5 hours self-reading, or 6 hours/week on project.

 

Midcourse In-Person Session (12 Hours, Week 10)​

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Objective: Assess fieldwork progress, refine skills, and provide course corrections.

Activities:

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• Faculty review of fieldwork reports and pitch performance (30-40 students).

• One-on-one feedback to improve communication, sales, or customer service.

• Group discussions on sales trends and strategies across markets.

Hours: 12 hours in-person (2 days).

Weekly Commitment: 2 days in-person (6 hours/day) + 4-5 hours self-reading, or 6 hours/week on project.

 

Module 5: Product and Service Sales Strategies (17 Hours, Weeks 11-12)

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Objective: Apply sales strategies to diverse products and services.

Topics:

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• Regulatory compliance for sales (e.g., consumer protection, advertising laws).

• Product/service knowledge: Features-benefits analysis for goods and services.

• Sales promotion techniques: Sampling, demos, B2B pitches, service contracts.

• Brand management and positioning for diverse markets.

Activities:

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• Fieldwork: Develop a sales strategy for a product/service (report).

• In-person: Present strategy to faculty with feedback.

Hours: 8 hours online lectures, 5 hours fieldwork, 4 hours in-person presentation.

Weekly Commitment: 1 hour/day (5 days lectures/fieldwork, 1 day in-person) + 4-5 hours self-reading, or 6 hours/week on project.

 

Module 6: AI and Emerging Technologies in Marketing (15 Hours, Weeks 13-14)

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Objective: Master AI and cutting-edge tech for modern marketing.

Topics:

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• AI in marketing: Personalization, chatbots, predictive analytics for sales.

• Emerging tech: Marketing automation, AR/VR for demos, blockchain for transparency.

• What Marketers Must Learn:

• AI Skills: Interpret AI insights (e.g., customer segmentation), use tools like HubSpot or Salesforce, ensure ethical AI use (e.g., data privacy).

• Tech Trends: Adapt to voice search, IoT for engagement, generative AI for content.

• Applications across B2C/B2B markets.

Activities:

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• Fieldwork: Analyze an AI-driven campaign (e.g., chatbot for services, report).

• In-person: Present AI campaign proposal to faculty.

Hours: 8 hours online lectures, 4 hours fieldwork, 3 hours in-person presentation.

Weekly Commitment: 1 hour/day (5 days lectures/fieldwork, 1 day in-person) + 4-5 hours self-reading, or 6 hours/week on project.

 

Module 7: Practical Training and Role-Playing (35 Hours, Weeks 15-16)

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Objective: Build hands-on sales skills through simulations and coaching.

Topics:

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• Sales role-playing: Pitches, objection handling, and closing (consultative, transactional, etc.).

• Scenario-based training: B2C product sales, B2B service contracts.

• Feedback and coaching by faculty with cross-industry expertise.

• Strategies for diverse markets (e.g., urban retail, corporate sales).

Activities:

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• Fieldwork: Conduct mock sales pitches to real/simulated clients (report).

• 2-Day In-Person Final Assessment (12 hours): Present capstone sales pitch to faculty and peers (30-40 students), including Q&A and evaluation.

Hours: 16 hours fieldwork, 7 hours online review, 12 hours in-person assessment.

Weekly Commitment: 1 hour/day (4 days fieldwork/review, 2 days in-person) + 4-5 hours self-reading, or 6 hours/week on project (capstone).

 

Module 8: Industry Insights and Best Practices (10 Hours, Week 16)

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Objective: Gain insights from market trends and networking opportunities.

Topics:

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• Market trends: Digital transformation, sustainability, and e-commerce in sales.

• Best practices: Customer retention, B2B negotiation, cross-channel marketing.

• Career paths in sales and marketing for products/services.

• Networking strategies for professional growth.

Activities:

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• In-person: Guest lectures by sales experts (e.g., B2B, digital marketing leaders).

• Group discussions on universal sales trends.

Hours: 5 hours online lectures, 5 hours in-person guest lectures/discussions.

Weekly Commitment: 1 hour/day (3 days lectures, 2 days in-person) + 4-5 hours self-reading.

 

Assessment and Certification

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• Quizzes: 10% (one per module, testing core concepts).

• Fieldwork Reports: 50% (reports from Modules 1, 3-7).

• In-Person Presentations: 20% (evaluated during module sessions and final assessment).

• Capstone Project: 20% (final sales pitch and report).

• Certification: Awarded upon successful completion, with a minimum score of 70%.

 

Learning Resources

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• Online: Recorded lectures, slides, case studies, AI tool tutorials (course platform).

• In-Person: Faculty-led sessions (Day 1, midcourse, final assessment), guest faculty on Day 1 and Module 8, discussion forums (30-40 students).

• Sales reports, regulatory guidelines, and AI marketing resources.

 

Why Choose This Course?

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Designed for fresh graduates with no marketing experience, this course transforms hardworking, fast-learning candidates—selected via a psychographic test—into skilled sales representatives for any product or service. With 60 hours of fieldwork, a 6-hour Day 1 in-person session with guest faculty, a 2-day midcourse review, and a 2-day final assessment, participants gain practical skills, AI-driven marketing expertise, and universal sales strategies from faculty with four decades of experience, aligned with T-SOC’s industry-focused approach. Students commit to 1 hour daily of guided learning plus 4-5 hours weekly of self-reading, or 6 hours weekly on a marketing project, ensuring readiness for diverse sales roles.