Sales Management MKTG 3343

Upon successful completion, the student will be able to:

• Develop effective public speaking skills by delivering oral presentations (individual and team) to audiences of diverse sizes.
• Distinguish between transactional selling and trust based relationship selling.
• Describe the three primary roles fulfilled by consultative salespeople.
• Explain the critical role of recruitment and selection in building and maintaining a productive sales force.
• Describe how recruitment and selection affect salesforce socialization and performance.
• Analyze the role of sales training in salesforce socialization.
• Explain the importance of sales training and the sales manager's role in sales training.
• Differentiate between salesforce leadership and supervision.
• Describe the five bases of power that affect leadership.
• Explain five influence strategies used in leadership.
• Apply coaching techniques in the sales management situations.
• Apply the 'situational leadership model' to lead your sales reps to their highest potential.
• Identify some of the problems encountered in leading and supervising the sales force.
• Describe salary, commission, and bonus and combination pay plans in terms of their advantages and disadvantages.
• Explain the fundamental concepts of sales-expense reimbursement.
• Differentiate between sales organization effectiveness and salesperson performance.
• Define a sale organization audit and discuss how it should be conducted.
• Define benchmarking and how it should be conducted.
• Discuss the different purposes of salesperson performance evaluation.
• Differentiate between an outcome-based and a behaviour-based perspective for evaluation and controlling salesperson performance.
• Describe the measurement and importance of salesperson job satisfaction.

Effective as of Fall 2024