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Principles of Sales Management
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| Price: |
$99.00 |
| Business Focus: |
Business Administration |
| Instructor: |
Kent Smedley |
| Course Code: |
psm |
| Delivery Method: |
Instructor-led Online Course |
| Frequently Asked Questions |
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| Course Overview: |
Learn how to deliver superior sales-team results from a sales management veteran. This exciting six-week online course begins with a detailed examination of sales management's roles and responsibilities. The balance of the journey teaches you valuable tips, techniques and strategies for success and reinforces how critical planning is to successful sales management.
You will learn how to prepare and lead better sales meetings and how to resolve team conflict. You'll also learn how to develop sales plans and budgets, recruit and interview new sales professionals, and set team goals and objectives. Finally, you'll have mastered the art of sales training. At the end of this course, you will have almost all of the tools you'll need to effectively motivate and manage sales teams. |
| Instructor Biography: |
| During a twenty-five year career in sales, marketing and general management, Kent Smedley has managed a variety of different types of sales organizations and has developed and delivered many sales training programs. Currently, he teaches business, management, and leadership skill workshops to businesses and organizations across a range of industries. He also designs and writes sales and promotional literature for an international client. |
| Course Syllabus: |
| Lesson 1 Syllabus |
Roles and Leadership Styles |
| Lesson 2 Syllabus |
Time and Capacity Management |
| Lesson 2 Objective |
Identify roles and responsibilities of a sales manager. |
| Lesson 3 Syllabus |
Team Communication |
| Lesson 3 Objective |
Understand the importance of time management as it relates to effective sales management. |
| Lesson 4 Syllabus |
Sales Planning and Budgeting |
| Lesson 4 Objective |
Learn strategies and formats for sales-team communication. |
| Lesson 5 Syllabus |
Direct vs Third Party Sales Forces |
| Lesson 5 Objective |
Learn principles and processes in sales planning. |
| Lesson 6 Syllabus |
Managing for Profit vs Volume |
| Lesson 6 Objective |
Learn the differences in managing third-party sales forces. |
| Lesson 7 Syllabus |
Building and Motivating Sales Teams |
| Lesson 7 Objective |
Learn how to manage sales for profit versus volume. |
| Lesson 8 Syllabus |
Setting Goals and Objectives |
| Lesson 8 Objective |
Learn motivational models and team-building techniques. |
| Lesson 9 Syllabus |
Sales Training and Development |
| Lesson 9 Objective |
Learn to set effective goals and objectives. |
| Lesson 10 Syllabus |
Sales Recruiting |
| Lesson 10 Objective |
Learn to develop sales-training plans and programs. |
| Lesson 11 Syllabus |
Conflict Resolution |
| Lesson 11 Objective |
Learn sales recruiting strategies and approaches. |
| Lesson 12 Syllabus |
Effective Sales Meetings |
| Lesson 12 Objective |
Learn to identify conflict and conflict-resolution styles. |
