ONLINE Sales Management Course ONLY £19

Certificate

Upon successful completion of this course, students will be awarded a Certificate of Achievement. This should help validate their learning experience and skill, and can be used as a resume builder.

Course Format

This course consists of several modules, each of which is self-contained. This ensures that students can easily get the information they need when they need it.

Students can completely access the course using a PC/laptop. Our learning management system (LMS) is 24/7, the LMS itself is accessible online and operational everyday at any time, students have the freedom to tailor their study time around their existing schedules.

Course Duration

Estimated duration of completion for this course is 40 hours. Such number of hours may be cut shorter or may take longer depending on the students’ pace of learning and ability to take in information. Also, students’ may choose to study the modules over several sessions or complete the entire course in one sitting.

One year full access will be given to students who intend to take the course. The students can then define the pace at which they will complete all modules within the above mentioned period.

Career path

– Develop or fine-tune your knowledge and skills to achieve career progression

– Gain background in your chosen career

– Improve promotional opportunities or transition to a new profession

– Enable you to achieve personal enrichment

– Help build your CV

– Show your commitment to lifelong learning

Sales Management is a very important business function for it is through sales that a company makes a profit. Sales Management deals with careful planning and research to develop effective strategies and to ensure the flexibility of the plan to be able to always hit the targets with the possible economic changes.

Forecasting and envisioning are important factors in creating a flexible sales management plan. Information and thorough market research is what will make a company afloat when a change in supply and demand happens unexpectedly.

Description

At the end of this course, students shall learn how to:

(1) understand different company department functions;

(2) understand how one’s role impacts the company as a whole;

(3) understand the relationship between sales and marketing;

(4) understand the importance of information;

(5) do market research;

(6) understand information centres and banks;

(7) forecast sales;

(8) budget, break-even point and purchases;

(9) determine channels of distribution;

(10) do physical distribution and

(11) sell through distributors and directly to consumers.

To achieve these goals, this course shall make use of interactive materials to present the concepts of the topics to be discussed. Assessments shall be done after the entire course to check for knowledge retention and understanding.

Sales results directly affect a company’s growth for it is directly proportional to the company’s profit. The end goal of sales management is to ensure sales and hit targets and quotas to hit profit goal and even exceed it.

Course Units:

-The Foundation of Sales Management
-Definitions of Management
-The Role of Communications
-The Role of the Sales Manager
-Purpose of Control Ratios for Sales Manager
-Organisational Structure of the Company
-The Nature of Organisational Structure
-Definition of Organisational Structure
-Building a Specific Structure
-Identify the Communication and Company Structure
– Company Department Functions
– Different Departments of a corporation
-How Your Role Affects the Wider Company
-Understand the Inter-Departmental Co-ordination
– Centralised Control and Informal Methods
-Introduce the Different Departments Associate with Sales
– The Sales/Marketing Relationship
-The Formation of a Marketing Committee
-Understand More About the Sales ‘umbrella’
– The Importance of Information
-Identify the Techniques, Channels, and Sources of Information
-Understand the Sales Force
– What is Market Research?
-Market Research Definition
-Identify the Market Research Techniques
– Information Centres and Banks
-What is Management Information Systems
-Define the Marketing and Sales Information
-Effectiveness of Information Reporting
-Show the Diagrammatic Presentation of Information and the Sales Manager
– Forecasting Sales
-The Nature of Sales Forecasts
-Constructing a Sales Forecast
-Benefits of Using Trend Analysis
-Understand the Human Approach
– Budgeting, Break-Even Point and Prices
-The Role of Sales Budgeting
-Understand Break-Even Charts and How to Use It
-Measures of Budgetary Control
-Know the Relationship Between Sales Manager and Distribution Cost Analysis
– Channels of Distribution
-Enumerate the Types of Distributor Channels
-Explain the Advantages and Disadvantages of Various Channels
-Identify the Advantages of Selling Through Distributors

– Physical Distribution
-Define the Operational Research
-How Distribution Works
-Enumerate the Management Problems in Physical Distribution
-Managed the Total Cost Approach to Distribution Management
– Selling Through Distributors
-Importance of Wholesalers (Technical Products)
-Importance of Wholesalers (Technical Products)
-Understand the Role of Retailers (Consumer Goods)
– Selling Direct to Consumers
-Contribution of Commercial, Industrial and General Service Selling
-List of Methods of Speciality and Special Service Selling
-Identify the Process of Technical Selling and Sales Engineering
-Understand the Service Industry
-Understand the Concept of Systems Selling
– Selling Via Third Party
-Understand the Role of Architects, Consulting Engineers and Designers
-How to Market the Medical and Allied Professions
-How does Public Works Contractors Become a Purchaser
– Role of the Headquarters
-Identify the Company Headquarters and the Sales Department
-The Purpose of Organisation and Paperwork
-Determine the Sales Office/Sales Force Relationship
– Sales Role in Product Planning and Pricing
-Understand the Product Planning
-The Company Organisation for Product Planning
-Processing a New Product Idea
-Know the Process of Product Life-Cycles
– Role in Extension of Product Life Cycles
-Know the Sales Manager’s View of Product Life-Cycles
-Analyse the General Hints on Pricing
– Headquarters’ Role Territorial Planning and Performance Audits
-The Territorial Planning by H.Q. Sales Management
-The Performance Control Audits
-Understand the Sales Control Ratios
– The Sales Force
-Definition the Sales Force
-Training the Sales Force
– Public Relations
-Selling A Public Relations Idea
-Public Relations Techniques
-Sales Management’s Public Relations Role
– Understanding Advertising
-The Company Advertising Department
-Measuring the Effectiveness of Advertising
-The Advertising Agency
– What is Sales Promotion?
-Definition of Merchandising
-Sales Promotion Selling Sequence
-Store-Within-Store Merchandising
-Borderline Promotions

– Direct Mail
-Exhibitions And Trade Fairs
-Audits Of Effectiveness
-Trade And Industrial Exhibitions
-Direct Mail And Mail Order
-General And Specialised Mail Order Operations
– Literature
-Leaflets, Brochures And Catalogues
-Copy Writing And Layout
-The Sales Manager’S Role
-Mail Order Catalogues
-Special Direct Mail

This course does not work on Tablets and Mobile Phones.

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