Learning Outcomes

Upon successful completion of this course the student will be able to:

• Describe the critical Role of the Sales Manager in an organization.
• Explain the importance of Sales Management Leadership and Vision in today’s competitive market.
• Communicate effectively at all levels of the organization.
• Significantly enhance the importance of sales meetings in accomplishing overall objectives.
• Obtain a broad understanding of Manpower Management Components.
• Develop a proactive recruiting, hiring and training plan which ensures the availability and development of outstanding sales personnel.
• Understand the critical importance of Strategic Sales Management.
• Significantly improve the tactical (face to face) sales efforts of the sales team by more effectively managing the planning and execution of sales calls.
• Provide extremely effective Management of Sales Performance.
• Coach and motivate the sales force effectively.

Effective as of Fall 2012