Location

Community Services & Continuing Education - Alexandria

Objectives

• This course aims to:• Gain clear expectations of the multiple roles you play as a Professional Sales Manager, from Strategicist to Talent Manager• Create tailored go-to-market sales strategies for each of your customer segments• Successfully guide your team through periods of change or upheaval with specific and proven change management techniques

Outcomes

By the end of this course, students should be able to:• Discuss the importance of sales management• Design the organization’s sales force• Design the motivation and rewarding programs for organizations• Assess the performance of sales force and the people who comprise it.

Course Contents

• Introduction to sales management.• Roles of the effective sales manager• Building relationships through strategic planning.• The Market-Driven Sales Function• Organizing the Sales Effort• Personal Characteristics and Sales Aptitude for Selecting Salespeople