This course introduce you the issues, strategies, relationships that relate to the jobs developing sustainable revenue through well mange sales and business related activities. You will become the acquainted managing the sales force and helping them sell. Special emphasis is put on developing a sales program, managing strategic account relationship, team development, diversity in work force, sales force automation, problem solving skills and financial issues.
This course focuses on the activities and the problems on the first line field sales manager. Subject includes organizing the sales force, recruiting, training, personal selling, compensation and motivation for the sales force, forecasting territory designee evaluation and the control of the sales force.
By the end of this course it is expected that the student will be able: