Sales Management

$ 1,207.50 Prices include 5% VAT


Sales Management

Making the leap into sales management means meeting a whole new set of challenges. As a manager, you’re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more.


Agree targets and objectives

  • The big picture
  • Professional pride
  • Sales forecasting
  • Sales National/Scottish Vocational Qualification
  • Targeting
  • Setting objectives

Organize appointments and travelling

  • Make appointments
  • Call at the right frequency
  • Use the petal call plan system

Plan and prioritize daily

  • How to do a daily plan
  • How to prioritize
  • Advanced prioritizing
  • When to plan the day

Get more from your meetings

  • Types of meetings
  • Meeting plans
  • Meeting memory aid

Developing existing customers

  • Existing customer check
  • Objectives & Evaluations
  • Unit Descriptor
  • Customer records
  • Customer retention and loyalty

Find profitable new customers

  • Prospecting and cost reductions
  • Prospecting problems
  • New account criteria
  • Criteria exercise
  • Stages in prospecting
  • Prospect information

Know your products and markets

  • Product knowledge health check
  • Element: Contribute to effective sales planning

Monitor and manage performance

  • Methods
  • Master your paperwork
  • Organizing paperwork
  • Paper handling techniques

Manage your own development

  • The 4P proactive plan
  • Generate and follow up sales leads
  • Knowledge requirements

What is Sales Management?

  • Evolution of Sales Management
  • Key Concepts and Thinkers
  • In Practice

Ten Steps to Making Sales Management Work

  • Resources
  • The Global Dimension
  • The State of the Art

Sales perspective

  • Development and role of selling in marketing
  • Sales strategies

Sales environment

  • Consumer and organizational buyer behavior

Sales settings

  • International selling
  • Law and ethical issues

Sales technique

  • Sales responsibilities and preparation
  • Personal selling skills
  • Key account management
  • Relationship selling
  • Direct marketing
  • Internet and IT applications in selling and sales management

Sales management

  • Recruitment and selection
  • Motivation and training
  • Organization and compensation

Sales control

  • Sales forecasting and budgeting
  • Salesforce evaluation


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