Specialized Certificate · ISCAE Corporate
Specialized Certificate
Negotiation and Sales Force
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Objectives
Negotiation and Sales Force
Negotiating and selling are no longer just innate talents. Today, they are structured skills acquired through methodology and perfected through practice. This certificate provides the key to transforming your commercial approach, strengthening your impact, and achieving lasting results in both your career and personal development.
01Adapt communication styles to suit different stakeholders
02Master active listening and identify customer expectations
03Understand and apply the key stages of the sales and negotiation cycle
04Handle objections with ease and professionalism
05Integrate behavioral and relational dimensions to persuade
Program
Program Content
The program is structured around 10 modules covering the entire sales and negotiation cycle.
Module 1
Fundamentals of Selling and Negotiation
Module 2
Sales Force Management: Recruiting, Organizing, Leading, and Managing
Module 3
Verbal, Non-Verbal Communication and Behavioral Approach
Module 4
Preparation of the Sales Kit: Pitch Books, Product Sheets, Negotiation Plans, and Additional Sales
Module 5
Phase 1 'Sales and Negotiation': Planning, Contacting, Knowing, Understanding
Module 6
Phase 2 'Sales and Negotiation': Persuading, handling objections, conducting negotiations with concessions and compensations
Module 7
Phase 3 'Sales and Negotiation': Closing, Retaining, Building Loyalty
Module 8
CRM (Customer Relationship Management) with tool-based tutorials
Module 9
Graded Role-Playing Exercises
Module 10
Graded Role-Playing Exercises
Faculty
Research professors from Groupe ISCAE and partner expert practitioners.
Teaching Methodology: A practical and experiential approach based on role-play simulations and case studies.
Contact
Contact Us
ISCAE — Casablanca
Km 9.5, Route de Nouasseur, P.O. Box 8114 Casablanca – Oasis
Admissions[email protected]
