Sales Management

Sales Management in the 21st Century.- PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE.-Managing Change in the Sales Force.- Integrating Sales and Marketing.- Designing and Implementing a Key Account Management Strategy.- Delegation of Pricing Authority to Sales People.- Customer Relationship Management System Implementation in Sales Organizations.- Ethics in Personal Selling & Sales Management.- PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE.- Sales Planning and Forecasting.- Sales Force Organization and Territory Design.- Sizing the Sales Force.- International Selling.- PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES.- Sales Force Recruitment and Selection.- Sales Force Training.- PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS.- Team Leadership and Coaching.- Sales Control Systems.- Sales Force Motivation.- Sales force Compensation.- PART FIVE: SALES PEOPLE'S RESPONSES.- Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours.- PART SIX: EVALUATION OF THE SALES FORCE.- Sales Force Performance and Evaluation.