Introduction
The programme “Using Software to Improve Digital Sales Management” develops professional practice in Sales. It connects the subject with workplace challenges by examining existing evidence and practices and choosing methods appropriate to the organization and its available resources.
The learning progresses from sales management, negotiation, and relationship development to customer experience development and complaint handling, with practical work on information systems analysis, integration, and service management, designing digital transformation and developing services, professional communication, negotiation, and conflict management. Participants prepare outputs to support workplace application and review the quality and results of implementation.
Learning objectives
- Build a sales process connecting opportunity qualification with customer needs and disciplined follow-up in an application related to “Using Software to Improve Digital Sales Management”.
- Analyze information system requirements and design acceptance, integration, and operational criteria.
- Assess digitization opportunities and define implementation requirements that improve a service or process.
- Select a communication and negotiation approach that addresses interests and preserves professional relationships.
- Design a service journey and complaint response based on customer needs and follow-up evidence.
Learning areas
1. Sales Management, Negotiation, and Relationship Development
- Identify the right customer and qualify the opportunity in terms of need, decision-making, budget, and timing, documenting missing information.
- Conduct a discovery interview focused on the customer's problem and intended result, distinguishing the stated request from the actual need.
- Write a proposal connecting the solution to value, evidence, scope, and terms, and address objections through questions and checks on understanding.
- Prepare a negotiation identifying interests, alternatives, and authority limits, and document both parties' commitments and the closing and handover steps.
- Manage follow-up in an opportunity register with evidence-based forecasts, and measure conversion, sales cycle length, and relationship quality after delivery. The application examines a case related to “Using Software to Improve Digital Sales Management”.
2. Information Systems Analysis, Integration, and Service Management
- Analyze system users, processes, and the decisions it supports, translating needs into clear functional and nonfunctional requirements.
- Model data flows, entities, relationships, and interfaces, identifying each data item's source and the party responsible for its quality and updating.
- Compare build, buy, integration, and hosting alternatives according to constraints, security, total cost, and available support capabilities.
- Design test cases covering performance, permissions, usability, and integration, and connect each test to a testable acceptance criterion.
- Prepare a transition, operations, support, change management, and backup plan, defining indicators for service availability, fault resolution, and improvement review.
3. Designing Digital Transformation and Developing Services
- Distinguish information digitization, step automation, and business model transformation, and identify the problem targeted by the digital intervention.
- Map the beneficiary journey, touchpoints, and repeated data requests, and identify opportunities for simplification before selecting technology.
- Analyze readiness across procedures, skills, data, and technical infrastructure, and document gaps and dependencies on existing systems.
- Specify solution, integration, access permission, usability, and accessibility requirements, and establish testable acceptance criteria.
- Design a limited-scope pilot with indicators for time, quality, and use, and define conditions for continuing, adjusting, or stopping.
4. Professional Communication, Negotiation, and Conflict Management
- Analyze the communication objective, audience, context, and sensitivity, and select the channel, message, and timing to support the intended result.
- Practice listening, checking understanding, and questioning, and distinguish facts from interpretations and personal assumptions.
- Identify the parties' interests, limits, alternatives, and comparison criteria, and prepare a list of negotiable points.
- Handle objections and disagreements by reframing the problem, generating alternatives, and documenting agreements.
- Simulate a communication or negotiation situation, assess message clarity and response quality, and plan improvements for subsequent practice.
5. Customer Experience Development and Complaint Handling
- Define customer groups, expectations, and touchpoints, and map an actual journey including waiting, effort, and information exchange.
- Analyze the voice of the customer, complaints, and feedback, classifying recurring causes and linking them to the process, product, or communication channel.
- Set response, resolution, and escalation standards that consider the problem's impact, staff authority, and message clarity for the customer.
- Simulate a difficult service situation, applying listening, empathy, and fact verification, and offer a feasible solution or alternative.
- Build indicators for resolution time, complaint recurrence, and experience quality, and use results to address root causes and monitor impact.
Practical outputs
- A customer account plan, opportunity pipeline, and proposal and follow-up template.
- A requirements document, data flow map, and testing and acceptance plan.
- A digital transformation roadmap covering the beneficiary journey and implementation requirements.
- A communication plan, interests matrix, and actionable negotiation scenario.
- A customer journey map, complaint response guide, and service quality cards.
Who should attend
- Practitioners, specialists and supervisors whose work relates to the programme subject.
- Managers and teams working in sales, according to their practical responsibilities.
- Professionals responsible for applying the outputs of “Using Software to Improve Digital Sales Management” within their organizations.
Prerequisites
- Working familiarity with the programme field and the ability to discuss a professional case or challenge.
- Confirm the suitability of your experience and any specialist prerequisites with the Union before participation.
Conclusion
The programme “Using Software to Improve Digital Sales Management” brings together concepts, case review and a practical application. Participants prepare steps that can be adapted to their responsibilities and organizational resources, with an indicator to follow application and review results after returning to work.
Participation arrangements and any special requests are specified in the confirmation issued by the Union.