Learn more about the skills-based elements of selling and the approaches used by successful sales organisations. By taking this Introduction to Sales Management course, you can learn the key skills needed to be effective in sales. While using traditional selling tenets as its foundation and teaching you the role of sales in everyday life, this course adapts these concepts to the rapidly changing world of business, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers.
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What You Will Learn
- Learn to determine the place and role of sales in the marketing mix of the organization.
- Learn to formulate a sales strategy in various areas.
- Learn to form the organizational structure of sales management.
Syllabus
WEEK 1
Welcome!
Lecture 1. Place of sales management in marketing
The topic examines the place of sales management in the marketing mix and communication mix;
factors determining the leading role of sales in the complex of marketing; buying and selling processes; sales staff functions.
WEEK 2
Lecture 2. Sales strategy
The topic examines the relationship of marketing strategies and sales strategies; types of sales strategies are determined: Account Targeting Strategy, Relationship Strategy, Sales Channel Strategy, Selling Strategy.
Lecture 3. Salesforce size, budgeting and compensations
The topic of the lesson is the determination of the size of the sales department and the choice of the staff salary system. The topic also addresses issues of economic analysis and budgeting of sales.
WEEK 3
Lecture 4. Organizational structures
The topic deals with the principles of formation of organizational structures of sales management,
discusses the types of organizational structures and their applicability in various situations.
Lecture 5. Sales techniques
The topic examines the job descriptions of sellers, the sales process and various sales techniques.
WEEK 4
Lecture 6. Motivation and performance evaluation
The topic examines various theories of salespeople motivation and methods of salespeople performance evaluation.
Lecture 7. Recruitment, training and leadership
The topic deals with the recruitment, selection, training of sellers, as well as leadership-based models of
seller management.
WEEK 5
Case on GGR-movie
In this case you'll find GGR-movie links. You should watch this movie and answer the Quiz.
Exam
Now, you're ready to pass the exam. Firstly, try to pass the Training Exam.
