Selling and Sales Management

Upon completion of this sales management courses, you will be able to understand:

Selling in its historical role and its place within marketing and a marketing organisation.
Different types of buyers and their thinking.
The institutions through which sales are made – channels, including industrial, commercial and public authority selling.
Selling for resale.
International selling as an increasingly important area in view of the ever increasing ‘internationalisation’ of business.
Preparation for selling, the selling process and sales responsibility.
Recruitment, selection, motivation and training, and how salespeople must be compensated from a managerial standpoint.
Sales budgets and how it is the starting point for business planning.
Techniques for sales forecasting and why it is strictly a responsibility of sales management and not finance.