විෂය නිර්දේශය · Syllabus
Full 24-week curriculum
This 24-week, 100% online curriculum is designed to take absolute beginners and transform them into strategic, high-performing sales professionals and team leaders. Moving far beyond traditional "door-to-door" selling, this syllabus focuses on modern business-to-business (B2B) and business-to-consumer (B2C) sales methodologies, pipeline management, negotiation psychology, and team leadership. Upon completion, students will be fully equipped to step into a sales management role or transition directly into a Bachelor of Business Administration (BBA) or BSc in Business Management. The course is strictly practical and project-based. There are absolutely no written exams. All assessments are evaluated through digital sales playbooks, CRM configuration blueprints, and strategic revenue reports submitted online.
Module 1 · Weeks 1-4
The Foundations of Modern Sales
Understanding the modern sales ecosystem, the buyer's journey, and how sales differs from marketing.
- Week 1Introduction to Sales Architecture: The evolution of sales. Understanding the difference between inbound and outbound sales, and defining B2B (Business-to-Business) versus B2C (Business-to-Consumer) environments.
- Week 2The Buyer's Journey: Mapping out how modern consumers and businesses make purchasing decisions (Awareness, Consideration, Decision).
- Week 3Sales Psychology & Emotional Intelligence: Understanding what truly motivates a buyer. Identifying pain points, desires, and the role of empathy and active listening in building trust.
- Week 4Ethics in Sales: Navigating the ethical boundaries of persuasion. Understanding consumer protection laws, data privacy, and building long-term brand reputation over short-term wins.
Module 2 · Weeks 5-8
Communication, Negotiation & Closing
Mastering the art of the pitch, handling rejection, and successfully closing deals.
- Week 5The Anatomy of a Perfect Pitch: How to craft and deliver a value proposition that instantly captures attention. Cold calling, cold emailing, and social selling techniques.
- Week 6Handling Objections: Learning the frameworks for overcoming "It's too expensive," "We use a competitor," or "Send me an email." Turning rejections into opportunities for clarification.
- Week 7The Principles of Negotiation: Understanding BATNA (Best Alternative to a Negotiated Agreement). How to negotiate pricing and contract terms without sacrificing profit margins.
- Week 8Closing Techniques: Recognizing buying signals and knowing exactly when and how to ask for the sale using modern, pressure-free closing methodologies.
Module 3 · Weeks 9-12
Pipeline Management & CRM Technology
Using data and technology to organize leads, track progress, and forecast revenue.
- Week 9Prospecting & Lead Generation: How to find qualified buyers using LinkedIn, industry directories, and networking. The mathematics of a sales funnel (calculating conversion rates).
- Week 10Introduction to CRM Systems: How modern sales teams use Customer Relationship Management software (like Salesforce or HubSpot) to track every interaction with a buyer.
- Week 11Pipeline Management: Moving leads efficiently through the stages of a funnel (Prospect, Qualified, Proposal, Won/Lost). Keeping a pipeline healthy and avoiding stagnant deals.
- Week 12Sales Metrics & KPI Tracking: Understanding the numbers that matter: Customer Acquisition Cost (CAC), Lifetime Value (LTV), Win Rate, and Average Deal Size.
Module 4 · Weeks 13-16
Key Account & Relationship Management
Retaining high-value clients, increasing their lifetime value, and fostering brand loyalty.
- Week 13The Transition from Sales to Account Management: What happens after the contract is signed. Ensuring successful client onboarding and delivering on sales promises.
- Week 14Up-Selling and Cross-Selling: Strategically identifying opportunities to offer existing clients premium services or complementary products without being pushy.
- Week 15B2B Enterprise Sales Strategy: Navigating complex deals that involve multiple decision-makers, board approvals, and procurement departments.
- Week 16Client Retention & Dispute Resolution: How to handle angry clients, renegotiate failing contracts, and reduce customer churn rates.
Module 5 · Weeks 17-20
Sales Leadership & Team Management
Transitioning from an individual top-performer to a manager who builds and leads a high-revenue sales team.
- Week 17Recruiting & Hiring Sales Talent: How to identify, interview, and hire high-performing sales representatives. Designing a 30-day onboarding program for new hires.
- Week 18Setting Targets, Quotas, and Territories: How to mathematically set realistic but ambitious revenue goals and divide geographic or industry territories among a team.
- Week 19Compensation and Commission Structures: Designing base-plus-commission pay models, performance bonuses, and incentives that drive competitive motivation.
- Week 20Coaching and Performance Reviews: How to conduct weekly pipeline reviews, shadow sales calls, and manage underperforming representatives effectively.
Module 6 · Weeks 21-24
Strategic Revenue Planning & Capstone Prep
High-level sales forecasting and executing the final graduation project.
- Week 21Sales Forecasting & Revenue Modeling: Predicting future sales based on historical data, market trends, and current pipeline velocity to report to the CEO or Board of Directors.
- Week 22Aligning Sales with Marketing: Breaking down the silos between departments to ensure marketing is generating the right leads and sales is closing them effectively.
- Week 23Capstone Execution: Dedicated 40-hour week to research, calculate, structure, and document the final enterprise sales management project.
- Week 24Final Documentation Assembly: Reviewing, formatting, and submitting the final Capstone sales portfolio to the digital portal.
Final assessment
Capstone assignment
A comprehensive digital document (Sales Strategy Blueprint & Revenue Model) submitted directly to the Examination Council. No live presentation or written exam is required.
To graduate and prove readiness for a BBA or BSc degree, students will build a fully functional, comprehensive sales management plan. The specific industry context, product type, or business scale will be determined by the Trident Campus Examination Council and lecturers prior to Month 6. Students must apply that assigned scenario to one of the following practical tracks:
Track A
The Sales Department Launch (Startup Operations)
Submit a comprehensive "Sales Playbook and Launch Plan." The student must document the entire sales operation for a newly launched company in the assigned industry. This includes the written sales scripts, the step-by-step CRM pipeline stages, the hiring profile for the first three sales reps, and the first-year revenue forecast model.
Track B
The Sales Team Turnaround (Leadership & Management)
Submit a "Revenue Restructuring Blueprint." The student will receive a dossier on a failing sales department (e.g., missed quotas, high staff turnover, toxic culture). The student must analyze the data, identify the operational and leadership failures, and submit a detailed strategic plan to redesign the commission structure, retrain the staff, and rescue the company's revenue targets.
Track C
The Enterprise Acquisition Strategy (B2B Key Accounts)
Submit an "Enterprise Deal Strategy Document." The student will be assigned a complex, high-ticket B2B sales scenario (e.g., selling a multi-million rupee logistics contract to a national corporation). The student must map out the entire stakeholder approval matrix, write the executive proposal, outline the negotiation strategy, and create the post-sale account retention plan.
24-week accelerated pathway · 60 credits · assessed online without written examinations
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