Sales Force Management

How to sell to astonishing profits

Enroll For 397$

Coming To You In July 2017

The selling process can be characterized as of strategic importance. Selling as a system should be adopted by all organizations in response to the customer’s desire for solutions.

The recognition of the adoption of a selling system strategy involves selling a total package of goods & services and the related expertise – a system – to solve a customer’s problem and needs.

Indeed, today, sales management has a broader dimension.

Sales executives are focusing on many activities. Strategic planning and forecasting. Budgeting, territory design, and sales & cost analyses. As well as the more traditional activities. Sales managers must see that all the tasks are integrated & should operate in synchronization.

Sales Management constitutes one of the most important functions of the existing organization.

Your Instructor

Jean Suvatjis
Jean Suvatjis
Jean has extensive hands-on experience & an academic background in the field of brand marketing.

He has consulted for several major companies both in his motherland Greece & abroad obtaining valuable expertise. His ability to identify how & in which ways internal marketing can contribute, enhance and advance traditional marketing make companies more prosperous & ready to meet the challenges of the ever-changing business environment.

He holds a PhD in Commerce/Brand Marketing, MBA in Operations Management, Masters in Management, Masters in Marketing and Bachelor’s Degree in Economics/Finance.

Jean published many papers in top rated journals and books.

Course Objectives

The course aims to provide participants with:
• a critical understanding of the sales management process
• develop their ability to become experienced sales persons/representatives, sales managers, and sales directors
• improve their ability to work more efficiently within the market and adopt the appropriate sales decision-making process

Description of the course:

The course will focus on techniques related to sales management & also integrate material from other parts of the entrepreneurial spectrum.

It will:
  • Introduce sales approaches, techniques & strategies
  • Direct the sales people to manage themselves efficiently
  • Present effective sales force schemas for enhancing the sales productivity of an organization.
  • Depict how sales management as a process is being practiced to attain sales force goals through the activities of planning, staffing, training, leading and controlling the sales force
  • Introduce the art of managing the sales force including motivating the sales professionals so that they can perform their jobs efficiently
  • Introduce new sales tools and technology to assist salespersons in achieving their goals

Learning Outcome:

  • Learn the importance of sales management via the indicative project management methodology
  • Teach them how to organize their time
  • Direct sales people on their target goals
  • Teach sales people various sales forecasting methods
  • Orient them how to communicate and negotiate effectively
  • Increase the performance of sales and revenues
  • Increase in overall performance, effectiveness, productivity and accountability
  • Potential loss of ‘oxygen thieves” (salespeople who just were never going to make it)

Indicative content:

  • How to identify the field of sales force Management
  • How to proceed with Strategic Sales Force Management
  • How to achieve an effective Sales Force Organization
  • How to select applicants – Hire new sales people
  • How to proceed with a personal selling process
  • How to motivate a sales force
  • How to apply effective leadership and supervision on sales force
  • How to estimate Market Potential and Forecasting Sales
  • How to prepare a sales budgeting
  • How to manage Sales Territories
  • How to proceed with sales volume analysis
  • How to calculate Marketing Costs and Profitability Analysis
  • How to evaluate an individual’s sales performance

Suitable for:

Executives of all levels

Frequently Asked Questions

When does the course start and finish?
The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
How long do I have access to the course?
How does lifetime access sound? After enrolling, you have unlimited access to this course for as long as you like - across any and all devices you own.
What if I am unhappy with the course?
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.

Get started now!