| Dates for this class: |
| No dates are available for this class. |
| Course Details [choose new course] [printable version] |
| Sales Management |
| Course Number: AP0333 |
| Category: Business Skills |
| Duration: 1.00 day |
Description
This ILT Series course teaches students the fundamentals of sales team management. Students will learn how to be successful sales managers, sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, and conduct performance evaluations. Course activities also cover choosing a territory strategy, conducting territory reviews, developing and using sales forecasts, conducting sales meetings, and setting goals in meetings. Students will also learn how to motivate sales team members, implement compensation practices to keep top performers, identify and improve substandard performance. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.
Outline
- Unit 1: Effective sales teams
- Topic A: Managing sales
- Topic B: ing sales professionals
- Topic C: Building relationships
- Topic D: Building trust in sales teams
- Unit 2: Effective sales performance
- Topic A: Training sales professionals
- Topic B: Sales performance
- Topic C: Sales meetings
- Unit 3: Managing sales territories
- Topic A: A territory strategy
- Topic B: Conducting territory reviews
- Unit 4: Forecasting sales revenue
- Topic A: Understanding sales forecasts
- Topic B: Developing forecasts
- Unit 5: Motivating sales teams
- Topic A: Motivating sales professionals
- Topic B: Measuring motivation levels
- Topic C: Improving sales performance