Course description

Our Sales Management Essentials course is designed to help you to get better results from your sales team. A great deal of your time when managing salespeople is spent on human relations and communications issues. hiring, motivating and getting results from the sales team are key. Time management and motivationskills are crucial. Better planning and prioritizingyour work helps to keep you focused on results.
Course Aims
The course is for anyone concerned with sales management and would like to improve sales forthemselves and their sales team.
Part 1 -Role of Sales:
Personal selling
Organisational selling
Function of the sales team

Part 2 – Sales and Marketing Strategies:
Marketing – overview
Marketing planning
Sales forecasting and budgeting

Part 3 -Managing the Sales Team:
Relationship between the salesperson and the sales manager
Recruitment and Selection
Motivation and Training
Organisation and Compensation

Part 4 -Customer Relationship Management:
Principles of CRM
CRM in practice

Entry
Entry is open to people who are at present responsible for the performance of others who sell, or who intend to move into this role in the future.

Certification
Participants receive the Griffin College Certificate in Sales Management Essentials.