Sales Management Study Guide

0-619-16120-5 © 2003 Publish date: March 24, 2003 116 pages

Buy Now: $29.99

Course ID: sales-manage-sg

As a professional sales person, there may come a time when you move up to management. While your exceptional selling skills got you to this position, your management skills may be lacking. Find out how to become an effective sales team manager by following the Sales Management study guide from our selection of personal enrichment and computer training books.

If you need to learn the fundamentals of sales team management, the Sales Management courseware is an excellent choice. You will learn how to become a successful sales manager, how to select sales professionals, how to interview successfully, how to train your sales team, and how to build unity and trust in your sales team.

In addition, you will learn about setting performance standards and conducting performance evaluations. Management is its own unique discipline and many new managers are simply not equipped for the task. Set yourself up for success by learning how to manage your team. You have the selling skills that elevated you to this point, now learn the specific management skills you need to motivate and inspire your sales team.

By choosing this course, you will also learn about motivating sales team members, keeping top performers through compensation packages, and identifying and improving sub-standard performance.

The Sales Management courseware contains basic management techniques along with specific techniques for the sales profession. You will participate in a variety of activities that cover territory strategies, territory reviews, sales forecasts, holding sales meetings, and setting goals in your meetings.

Course Contents

Unit 1 discusses effective sales teams

• Managing sales
• How to select sales professionals
• Building relationships
• Building trust in your sales teams

Unit 2 discusses effective sales performance

• Training your sales professionals
• Evaluating sales performance
• Holding sales meetings

Unit 3 goes over managing sales territories

• Territory strategies
• How to conduct territory reviews

Unit 4 discusses forecasting sales revenue

• Understanding sales forecasts
• How to develop forecasts

Unit 5 covers motivating your sales team

• How to motivate sales professionals
• How to measure motivation levels
• How to improve sales performance