Specialized Certificate · ISCAE Corporate
Specialized Certificate
Negotiation and Sales Force
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Program Details
Format
In-person
Campus
ISCAE-Casablanca
Admissions Contact
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modules in the program
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Objectives
Negotiation and Sales Force
"Negotiating" and "selling" are no longer a matter of innate talent alone. Today they are structured competencies, acquired through method and refined through practice. This certificate provides the keys to transforming your commercial approach, strengthening your impact and achieving lasting results, both in your career and in your personal development.
01Adapt your communication to different interlocutors
02Master active listening and identify client expectations
03Know and apply the key steps of the sales cycle and negotiation
04Handle objections with ease and professionalism
05Integrate behavioral and relational dimensions to persuade
Program
Course Content
The program is built around 10 modules covering the entire sales and negotiation cycle.
Module 1
Fundamentals of Sales and Negotiation
Module 2
Sales Force Management: recruit, organize, motivate, manage
Module 3
Verbal, Non-Verbal Communication and Behavioral Approach
Module 4
Preparing the Sales File: pitch decks, product sheets, negotiation plan and upselling
Module 5
Phase 1 "Sales & Negotiation": Design, Contact, Know, Understand
Module 6
Phase 2 "Sales & Negotiation": Convince, handle objections, conduct negotiation with concessions and trade-offs
Module 7
Phase 3 "Sales & Negotiation": Close, Retain, Build Loyalty
Module 8
CRM (Customer Relationship Management Tool) with practical workshop
Module 9
Graded Role-Play Scenarios
Module 10
Graded Role-Play Scenarios
Teaching Team
ISCAE Group faculty researchers and partner practitioner experts.
Teaching Method: A practical experiential approach developed through role-playing scenarios and case studies.
Contact
Contact Us
CASA
ISCAE — Casablanca
Km 9,5 route de Nouasseur, B.P 8 114 Casablanca – Oasis
Admissionscsadmissions@groupeiscae.ma
