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Sales Management

Course Code: SM 001

Course Hours: 16 hours

Prerequisite : N/A

Sales Management

This course focuses on the strategic and tactical aspects of selling and the sales force management, as well as on providing the perquisite knowledge and skills needed to be effective sales managers. Acquired skills include the development of an analytical understanding of the concepts, tools, and techniques of sales management, using “real-world” marketing problems. Issues concerning international dimensions, social responsibility, and ethical considerations as they relate to sales management receive special attention. This course addresses commonly faced questions such as: What salespeople and sales managers should do in light of the changing world; what are business objectives, legal responsibilities, moral obligations, ethical duties and if all these factors are mutually exclusive as well as inherently competing paradigms.

Learning Outcomes

By the end of the course, the participant will be able to:

  • Name the basic concepts related to sales management
  • Identify the strategic marketing factors affecting the direction, intensity and timing of the strategic decisions in selling as well as sales management
  • Deal with the ways strategic decisions concerning sales function relate to changes in the marketplace
  • Discuss the integration of essential variables which affect the development of selling and sales management strategies
  • Integrate the knowledge of selling and sales management concepts
  • Discuss the strategic role of the sales force function and its relationship to the overall marketing strategy
  • Handle the principles of planning, implementation and control as they relate to the specific area of sales force management
  • Work with the principles of sales force recruitment and selection
  • Speak about the principles of sales force compensation and training
  • Identify the principles of ethical and legal issues faced by contemporary sales force
  • Deal with the principles of personal selling and relationship building
  • Use the principles of sales force prospecting and sales call planning
  • Apply the principles of effective sales calls
  • Exhibit decision-making skills in a simulated sales management environment

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