Marketing and Sales in Consulting

Advance your career by incorporating the best marketing and sales techniques into your daily consulting work"

Why Study at TECH?

TECH is the world's largest 100% online business school.

It is an elite business school, with a model based on the highest academic standards. A world-class centre for intensive managerial skills training.     

TECH is a university at the forefront of technology, and puts all its resources at the student's disposal to help them achieve entrepreneurial success"

At TECH Technological University

Innovación

The university offers an online learning model that combines the latest educational technology with the most rigorous teaching methods. A unique method with the highest international recognition that will provide students with the keys to develop in a rapidly-evolving world, where innovation must be every entrepreneur’s focus.

"Microsoft Europe Success Story", for integrating the innovative, interactive multi-video system. 

Máxima exigencia

Admissions criteria at TECH are not economic. Students don't need to make a large investment to study at this university. However, in order to obtain a qualification from TECH, the student's intelligence and ability will be tested to their limits. The institution's academic standards are exceptionally high...  

95% of TECH students successfully complete their studies.

Networking

Professionals from countries all over the world attend TECH, allowing students to establish a large network of contacts that may prove useful to them in the future.  

+100.000 executives trained each year, +200 different nationalities.

Empowerment

Students will grow hand in hand with the best companies and highly regarded and influential professionals. TECH has developed strategic partnerships and a valuable network of contacts with major economic players in 7 continents.  

+500 collaborative agreements with leading companies.

Talento

This program is a unique initiative to allow students to showcase their talent in the business world. An opportunity that will allow them to voice their concerns and share their business vision. .

After completing this program, TECH helps students show the world their talent. 

Contexto multicultural

While studying at TECH, students will enjoy a unique experience. Study in a multicultural context. In a program with a global vision, through which students can learn about the operating methods in different parts of the world, and gather the latest information that best adapts to their business idea. 

TECH students represent more than 200 different nationalities.  

Aprende con los mejores

In the classroom, TECH’s teaching staff discuss how they have achieved success in their companies, working in a real, lively, and dynamic context. Teachers who are fully committed to offering a quality specialization that will allow students to advance in their career and stand out in the business world. 

Teachers representing 20 different nationalities. 

TECH strives for excellence and, to this end, boasts a series of characteristics that make this university unique:   

Análisis

TECH explores the student’s critical side, their ability to question things, their problem-solving skills, as well as their interpersonal skills.    

Excelencia académica

TECH offers students the best online learning methodology. The university combines the Re-learning methodology (the most internationally recognized postgraduate learning methodology) with Harvard Business School case studies. A complex balance of traditional and state-of-the-art methods, within the most demanding academic framework.   

Economía de escala

TECH is the world’s largest online university. It currently boasts a portfolio of more than 10,000 university postgraduate programs. And in today's new economy, volume + technology = a ground-breaking price. This way, TECH ensures that studying is not as expensive for students as it would be at another university.  

At TECH you will have access to Harvard Business School case studies"  

Through this Postgraduate Certificate, the student will learn first-hand about the latest advances in the structure of the sales process, the origination process or the qualification of opportunities. All this, from one specialized module that will be developed over 150 hours of learning and with 6 weeks of duration. In addition, these contents will be presented in numerous multimedia didactic resources such as case studies, master classes or interactive summaries. 

These contents will make you a great specialist in marketing and sales applied to consulting. Enroll now and check it out" 

Syllabus

Business consulting has many areas of specialization and companies highly value those who have business tools to complement their business analysis and supervision. 

Thus, this program responds to this need and offers students an academic itinerary through which they can delve into relevant aspects of sales in consulting, such as the conversion of an idea into a proposal for the market, the sales funnel, the role of the different actors in the sale, especially the buyer and the rest of the participants, and the duration and management of these processes. 

Therefore, throughout 150 hours of teaching, the professional will be able to get up to date in those elements totally relevant for the consultant in today's business world, which demands integral profiles capable of performing different tasks.

This Postgraduate Certificate is developed over 6 weeks and consists of 1 module: 

Module 1. Marketing and Sales in Consulting

Where, When and How is it Taught?

TECH offers the possibility of developing this Postgraduate Certificate in TECH completely online. Over the 6 weeks of the specialization, the student will be able to access all the contents of this program at any time, which will allow the student to self-manage his or her study time. 

Module 1. Marketing and Sales in Consulting 

1.1. The Marketing and Sales Function in Consulting

1.1.1. Marketing and Positioning
1.1.2. Relationship Between Marketing and Sales
1.1.3. Selling in Consulting

1.2. Turning an Idea into a Market Proposition

1.2.1. The Process
1.2.2. The Offer
1.2.3. Validation and Feasibility
1.2.4. Market Size: TAM, SAM, SOM
1.2.5. The Target Customer
1.2.6. Market Case

1.3. Structuring the Sales Process

1.3.1. The General Structure in the Sales Process
1.3.2. The Sales Funnel
1.3.3. Phases and Milestones of Each Part of the Process

1.4. The Origination Process

1.4.1. Sources of Origination
1.4.2. The Opportunity
1.4.3. Next Steps

1.5. Qualifying Opportunities

1.5.1. Your Customer's Business
1.5.2. Opportunity Qualification: Process and Criteria
1.5.3. The Importance of Generating Value

1.6. Interaction with Different Stakeholders

1.6.1. The Buyer and the Rest of the Intervening Parties
1.6.2. Interaction With Them: Strategies
1.6.3. Human Interaction Profiles: The Importance of Tailoring the Message to the Audience

1.7. Key Components of a Proposal

1.7.1. Structure and Minimum Content
1.7.2. Executive Summary
1.7.3. Scope and Risk Management

1.8. The Importance of Value Generation in a Market Proposal

1.8.1. How to Talk About Value
1.8.2. Difference Between Value and Price
1.8.3. Different Pricing Models: Implications and Risks

1.9. Negotiation and Closing Process

1.9.1. Usual Steps in a Negotiation
1.9.2. The Importance of Generating Alternatives
1.9.3. Risk and Contract Management

1.10. Leading a Sales Process

1.10.1. Duration and Management of the Sales Process
1.10.2. Technology in the Sales Process
1.10.3. Follow-Up of the Process
1.10.4. The Importance of Feedback

This is the agenda you needed to give your career a boost"