Sales Management


Sales Team Management provides students with the skills to become successful as sales team managers. They will learn how to interview successfully to select the right sales professionals, to build unity and trust in a sales team, to 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.


Major topics include:
•Effective sales teams
•Effective sales performance
•Motivating sales teams
•Managing sales territories
•Forecasting sales revenue

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