International Certification in Sales Management

Objective: This course blends the most recent sales management research with real-life “best practices” of leading sales organizations. This course continues to focus on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Introduction

Part I: Describing the Personal Selling Function
Module 2 - Overview of Personal Selling

Part II: Defining the Strategic Role of the Sales Function
Module 3 - Organizational Strategies and the Sales Function
Module 4 - Sales Organization Structure and Sales force Deployment

Part III: Developing the Salesforce.
Module 5 - Staffing the Salesforce: Recruitment and Selection
Module 6 - Continual Development of the Salesforce: Sales Training. 

Part Four: Directing the Salesforce
Module 7 - Sales Management Leadership and Supervision.
Module 8 - Motivation and Reward System Management

Part V: Determining Sales force Effectiveness and Performance
Module 9 - Evaluating the Effectiveness of the Organization
Module 10 - Evaluating the Performance of Sales people

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