Sales Management

New Horizons Computer Learning Centers of Pakistan
Karachi, Pakistan

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' Learn how to be a successful sales manager, how to select sales professionals, and how to build unity in a sales team.

At Course Completion:
After completing this course, students will know how to: - Create and maintain effective sales teams by identifying sales manager skills and tasks, selecting sales professionals, and identifying relationship-building and trust-building processes. - Encourage top sales performance by offering appropriate training, setting performance standards, evaluating performance, and conducting effective sales meetings. Manage sales territories by choosing the best territory strategy and conducting territory reviews. - Predict sales revenue by using different forecasting approaches to create sales forecasts. - Motivate your sales team by creating an effective compensation plan, monitoring motivation levels, and improving substandard sales performance.


Outline: Top
Lesson 1: Effective sales teams
Managing sales
Identifying sales manager skills
Developing processes conducive to selling
Selecting sales professionals
Identifying successful sales professional qualities
Conducting an interview
Determining a candidate’s qualifications
Building relationships
Identifying relationship-building processes
Building trust in sales teams
Building trust among team members
Building trust between the team and its manager

Top
Lesson 2: Effective sales performance
Training sales professionals
Providing information to sales professionals
Identifying steps for effective field training
Sales performance
Setting performance standards
Preparing for a performance evaluation
Conducting a performance evaluation
Sales meetings
Preparing for a sales meeting
Conducting an effective sales meeting
Setting and clarifying goals in meetings


Lesson 3: Managing sales territories
A territory strategy
Choosing the best territory strategy
Conducting territory reviews
Identifying considerations for a territory review


Lesson 4: Forecasting sales revenue
Understanding sales forecasts
Identifying sales forecast factors
Discussing valid sales forecasts
Developing forecasts
Identifying types of forecasting approaches
Implementing the top-down approach
Implementing the bottom-up approach


Lesson 5: Motivating sales teams
Motivating sales professionals
Discussing motivation techniques
Identifying requirements of a plan
Identifying benefits of a plan
Measuring motivation levels
Monitoring motivation
Identifying actions to increase motivation
Improving sales performance
Identifying opportunities for improvement
Addressing substandard sales performance
Maintaining improved performance
...''

Elements of this syllabus are subject to change.

Phone:+(92) 021-4382352-3-4

School Address:

49-C, Block 6, P.E.C.H.S, Shahra-e-Faisal, Karachi, Pakistan.


Jobs & Resumes: Karachi
Houses & Roommates: Karachi
Travel Agencies: Karachi

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