Sales Management -

Products and Services

Course Description:

This course is concerned with all activities, processes and decisions involved in managing the sales function in an organization. It involves planning the selling program and implementing and controlling the personal selling effort of the firm.

This book is an overview of the role of the sales manager, both at headquarters and in the field, in managing salespeople, personal selling, IT resources, and function of marketing. The problems of organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. A variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force. Key trends, such as online advertising and social media marketing, affecting sales organizations and sales managers today are highlighted.

Learning Objectives:

Upon successful completion of this course, participants will be able to:

• Define “sales management”
• Describe the applications of personal selling
• Discuss the nature and scope of personal selling and sales management in marketing
• Identify the contributions of selling
• Depict some of the new concepts used in selling