Sales Force Management 2600-MSMdz2zmZSS
The course prepares participants for effective sales team management. It will cover the roles of the sales manager, sales leader, and salesperson within the context of sales and marketing strategies and their impact on the sales process. Participants will learn about sales methods, competency models, ways to plan sales activities, and how to measure their effectiveness. They will understand the recruitment process, onboarding of new employees, motivation techniques, as well as how to diagnose potential and evaluate the performance of salespeople. Additionally, participants will learn how to adapt the team's competencies to new sales channels and models.
Type of course
Mode
Course coordinators
Learning outcomes
A comprehensive understanding of the role and specifics of managing a company's sales department, along with experience in applying sales competencies.
Assessment criteria
Participation and attendance in classes, presentation of a case study solution
Bibliography
Basic literature
● Brent Adamson, Matthew Dixon, The Challenger Sale: Taking Control of the Customer Conversation, One Press, 2016
● Justin Roff-Marsh, The Machine: A Radical Approach to the Design of the Sales Function, ICAN Institute, 2015
● Neil Rackham, SPIN Selling, MT Biznes, 2024
● Jason Jordan, Michelle Vazzana, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, ICAN Institute, 2014
● Richard P. Rumelt, The Crux. How Leaders Become Strategists, MT Biznes, 2022
● Frank V. Cespedes, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling, ICAN Institute, 2014
● Cybulski K., Management of the company's sales department, PWN, Warsaw 2004, 2010.
● Cybulski K., The phenomenon of seller fluctuations in the light of empirical research, Ed. Scientific Department Management University of Warsaw, 2013.
Additional literature
● Steward G., Effective sales management, Ed. Prof. Business Schools, Kraków 1995
● Tracy B., Scheelen M. F., Modern sales manager, Muza S.A., Warsaw 2000
● Zoltners A.A., Sinha P., Lorimer E.S., Increasing the efficiency of the sales department, Oficyna Ekonomiczna, Kraków 2005
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: