Sales Management 2600-GM-SM

Due to the relatively little available literature on the subject, it will be crucial to present basic theoretical knowledge and verify it through the prism of business practice. Hence both the case analysis and the presence of business practitioners as guest speakers. Techniques and decision-making procedures used in organizing the sales department, determining the number of salespeople and sales territories, and shaping the motivation system and controlling the work of salespeople will be presented.
• The Role of Sales Force in Today’s Changing World
• Recruiting, Selecting & Hiring The Salespeople
• Sales Training & Coaching Programs
• Motivating the Sales Force
• Salespeople Compensation Plan
• Organizing the Sales Manager Tasks
• Elements of Sales Planning and Sales Department Budgeting
• Monitoring, Control and Evaluation of the Sales Force
• Sales Organization Diagnosis
• Special Sales Force Management Problems and Key Trends