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Sales Management
5060A-C |
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Duration: 30 hours
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What Students Learn: PART 1 (5060A). The Field Sales Management; Careers in Selling; Organization of the Sales Force; Sales Organization "Danger Signals;" Leadership Qualities; Relation of Sales Department to Internal Organization and External Community; The Art of Sales Management. PART 2 (5060B). The Product and the Marketplace; Consumer Goods, Industrial Goods, Military and Government Goods; The Selling Process, The Buyer, and His/Her Motivation; Sales Prospecting; Sales Planning: Recruiting, Selecting, and Training Salespeople. PART 3 (5060C). The Role of the Sales Manager; Sales Operations Strategy; Managing Sales Representatives Performance; Managing Distribution; Management of Information.
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