Sales Management

Overview

Sales managers don’t just sell things: they manage sales. They have to develop and implement sales strategies, as well as manage sales people, develop/oversee the implementation of procedures and processes, sales records, analyze sales results, and more. 

For any company or organisation to have success financially it must have a desirable product. This product must be of need to a large proportion of the general public. Advertising, using all available media outlets, should get the message across. But the most important link after the manufacturing and advertising (marketing) is the salesperson/sales representative – The person who actually sells the product to the consumer. Without him, the financial/corporate world would come to a halt!

This Sales Management course from Warnborough College will take you from developing a strong personality (confidence and knowledge) through to communication, marketing, dealing with upper management, getting to know your product, the A B C of selling, the opening and closing or a sale, stress management, how to increase your company’s profits, etc. 

Aims

• Explain how a sales concept reflects and aids the marketing goals of an organization.

• Identify key ways to develop good sales relationships with customers and others.

• Identify ethical and legal considerations in sales.

• Explain the importance of product knowledge and what it includes.

• Explain the role of a developed customer strategy and how to create one.

• Identify elements of good product presentation.

• Explain the stages of a sale and how to achieve results.

• Describe the importance of self-management to sales success.

• Identify and explain key methods for managing a sales team.

• Identify and explain key methods for managing a sales team.