A sales management course helps to learn the different institutions through which sales are made. Delegates of this course can understand the preparation for selling, the selling process and sales responsibility
Learning outcomes
Upon completion of this sales management training course, you will be able to understand:
Selling in its historical role and its place within marketing and a marketing organisation.
Different types of buyers and their thinking.
The institutions through which sales are made – channels, including industrial, commercial and public authority selling.
Selling for resale.
International selling as an increasingly important area in view of the ever-increasing ‘internationalization’ of business.
Preparation for selling, the selling process and sales responsibility.
Recruitment, selection, motivation and training, and how salespeople must be compensated from a managerial standpoint.
Sales budgets and how it is the starting point for business planning.
Techniques for sales forecasting and why it is strictly the responsibility of sales management and not finance.
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