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Sales Management

Course Number: 10-104-189
Credits: 3
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Course Information

Description: 10-104-189 SALES MANAGEMENT ...sales-force organization, staffing, and operations; recruiting and processing applicants; training programs; motivating; compensation; forecasting and budgeting; territories and routing; quotas; evaluating performance; and decision-making through case study analysis.
Total Credits: 3

Prior Learning Assessments

None

Course Competencies

  1. Assess the role of sales force management in the firms total marketing program.
  2. Recognize the importance of careful selection of salespeople in the staffing process.
  3. Establish guidelines for an effective assimilation and training program for new staff.
  4. Design an appropriate compensation plan for a sales force.
  5. Utilize supervision and motivation techniques.
  6. Determine sales and market potentials for sales forecasts.
  7. Analyze sales department budgets.
  8. Establish sales territories
  9. Derive sales quotas.
  10. Assess salespeople's productivity.
  11. Explore ethical stances on common dilemmas facing salespeople and sales managers.