SALES MANAGEMENT
Année du cours : 3 année(s)
Etablissement : IÉSEG School of Management
Langue : English
Formation(s) dans laquelle/lesquelles le cours apparait :
Période : S1
Students are best served by entering the course with a good basic knowledge of marketing and management
At the end of the course, the student should be able to:
– Explain what is a customer-centric enterprise
– Outline the process of selling and buying in the B2B marketplace
– Effectively link strategies and the sales role, within the context of a CRM-enabled enterprise
– Create an effective organizational design for the sales force
– Describe the strategic role of information in sales management, especially in driving sales quotas
– Understand performance issues for salespeople: motivation, personal characteristics and aptitude, recruitment and selection, training and development, compensation options, and evaluation metrics
1 – Introduction to Sales Management in the 21st Century
2 – The Process of Buying and Selling
3 – Linking Strategies and the Sales Role in the Era of Customer Relationship Management
4 – Organizing the Sales Effort
5 – The Strategic Role of Information in Sales Management
6 – Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
7 – Salesperson Performance: Motivating the Sales Force
8 – Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
9 – Sales Force Recruitment and Selection
10 – Sales Training: Objectives, Techniques, and Evaluation
11 – Salesperson Compensation and Incentives
12 – Cost Analysis
13 – Evaluating Salesperson Performance
