Sales Management (2 day course)

You are only as good as your people - how good can you become?

Overview:

What is Sales Management? The course discovers how this fits into the organisational framework. More in depth than the one-day course, this two-day interactive course covers how to develop your sales strategy process, identifying and building your sales team, concepts of value in sales management, and drivers of competitive advantage.

The Programme Topic Areas are:

Day 1 

• What is sales management? How does it fit into the organisational framework?
• Developing your sales strategy process 
• Identifying and building your sales team
• Concepts of value in sales management
• Drivers of competitive advantage in sales management
• Developing an optimal sales management information database - exploiting technology opportunities
• Day and course review/close

Day 2

• Day 1 Recap/introduction to Day 2
• Identifying and building your client target market
• The role of marketing and distribution in sales - market/segment; research; developing marketing strategies; product development and management pricing; distribution and productivity. The economics of marketing and sales.)
• Introducing a sales quality process
• Countering competition/risk management In sales
• Summary & action plans agreed