Sales Management
Course Description
This course studies the complex and demanding responsibilities of sales management in the 21st century, including managing the sales force, forecasting, understanding customer expectations and buyer behavior, gathering feedback, communicating, and relating sales goals to marketing goals.
Topics and Objectives
Introduction to Sales Management
- Describe various sales techniques and personal selling approaches.
- Describe how technology can enhance selling functions.
- Explain the importance of customer relationship management (CRM) to sales management.
Organizational Relationships
- Analyze the relationship between sales and marketing.
- Analyze the organizational concepts and structures of sales management.
- Identify the contributions of sales to the success of an organization.
Management of a Sales Force
- Analyze key elements and processes of selecting and recruiting a sales force.
- Select an appropriate training modality for both initial and recurrent training of a diverse sales force.
- Describe different methods that can be used to motivate sales personnel.
- Analyze the impact of distribution channels on sales force deployment and territory design.
Strategic Planning and Budgeting
- Develop a budget plan integrating sales management functions.
- Use market research to estimate sales potential.
- Analyze various forecasting techniques.
Sales Ethics and Globalization
- Describe sales opportunities in the business and e-business environment.
- Analyze ethical and legal issues in global sales management activities.