Participants will be given an understanding of the functions and tasks in the sales management process, as well as the personal selling process. They will also understand how firms recruit, select, train, motivate, compensate and evaluate salespeople. Participants will develop an appreciation of the roles of salespeople in creating value for customers and building customer relationships.

On successful completion of this course, participants should be able to:

• Evaluate the role of sales management in marketing
• Analyse the variables that comprise the sales environment
• Assess the sales management implications of different market entry modes
• Explain relationship selling
• Differentiate the stages in the personal selling process
• Distinguish between organizational and consumer buying and purchasing
• Critique the organizational buying process
• Critically evaluate using an independent or an integrated sales force
• Estimate the number of salespeople that are needed to achieve a specific sales goal and discuss how to staff the sales force
• Design a training program for salespeople
• Distinguish between various power and management leadership styles
• Assess the skills needed by effective leaders and managers
• Select methods for motivating salespeople
• Recommend an incentive plan to achieve specific objectives

Assess the advantages and disadvantages of a salaried compensation plan versus an at-risk compensation plan