Sales Management
BA2410
KTI
Course Overview:
This course provides a comprehensive overview of sales management, covering key aspects such as estimating sales potential, forecasting sales, managing sales outlets, and handling the sales force. Students will learn about selecting, training, motivating, supervising, and compensating the sales team while ensuring effective communication with other company departments. The course also addresses common sales management challenges and explores practical solutions.
Course Objectives:
By the end of this course, students will be able to:
Develop a Sales Management Plan:
- Design a comprehensive plan for organizing, staffing, and training the sales force.
Differentiate Sales vs. Sales Management Skills:
- Identify and understand the differences between the skills needed for direct sales and those required for managing a sales team.
Maintain High Sales Force Morale:
- Recognize key factors for building and sustaining high morale among the sales team.
Create an Effective Compensation Plan:
- Design a fair and motivating sales compensation plan to drive performance.
Evaluate Sales Performance:
- Assess and measure a salesperson’s performance using objective criteria.
Organize Sales Territories:
- Strategically structure sales regions to enhance efficiency and maximize sales outcomes.
Analyze Sales Strategies:
- Evaluate sales and marketing management strategies concerning current legal and ethical standards.
Apply Marketing Communication Techniques:
- Demonstrate a clear understanding of key marketing concepts through written communication and practical application of business communication techniques.
This course equips students with both theoretical knowledge and practical tools to effectively manage a sales team and contribute to the overall success of an organization\'s sales objectives.