Certified Sales Management

Sales is where profits are generated from. It is, therefore, essential for businesses to effectively manage this aspect of operations in order to give it a boost. Learn how you can develop, adopt, and implement management strategies that will improve sales force productivity and drive sales to the roof by studying this course.

Sales management is a core element that drives the success of businesses. As the function whose primary concern is the sales force and marketing activities of a business, sales management ensures that salespeople feel empowered and motivated to do their part in helping generate sales. It also makes sure that activities like market research, promotion, advertising and physical distribution of goods are properly planned and implemented.

Sales managers are responsible for taking care of all aspects of sales management from within and outside their organisations. Their job involves ensuring effective communication and coordination in the sales department, acting as key contact for customers, building and maintaining a distribution network, preparing critical marketing information, and participating in making marketing decisions. You can find out more about sales management and the work of a sales manager through this comprehensive course.

This Certified Sales Management course goes through the key aspects of managing a business’s sales force and marketing activities. It explains the role of sales management in organisational success and the foundation for its implementation. It also looks at organisational structure, functions of different company departments, and the importance of communications in sales management. The course touches on the core responsibilities of a sales manager as well as the essential processes involved in sales management, including market research, information gathering, reporting and management, sales forecasting, budgeting, distribution, and personal selling activities.

Covered Topics

The course presents self-contained units, with each part providing comprehensive information on specific topics. Here is a look at some of the topics you are going to explore:

• Getting Down to the Essentials of Sales Management
• Understanding a Company’s Organisational Structure
• Functions of Different Company Departments
• How Sales Management and the Sales Manager’s Role Affect the Wider Company
• Establishing the Relationship Between Sales and Marketing
• Information and Why It is Critical to a Business
• Explaining What Market Research is All About
• Systems and Centres of Information
• The Process of Sales Forecasting
• Zeroing in on Sales Budgeting, Costing, and Break- Even Point
• Various Channels for Sales Distribution
• Making Sense of Physical Distribution
• How to Sell Through Distributors
• Directly Selling to Consumers
• Making Sales Through a Third Party
• The Head Quarter’s Role in Sales Management
• The Role of Sales in Planning for and Pricing Products
• Sales’ Role in Extending Product Life Cycles
• The Role of Headquarters in Territorial Planning and Performance Audits
• Getting to Know the Sales Force
• Public Relations and Its Value in Sales
• Introduction to Advertising
• Sales Promotion—Definition, Value, Sequence and Techniques
• Approaches and Strategies for Direct Selling
• Development and Implementation of Company and Sales Literature

Course Aims

With the extensive coverage of this course, completing it should enable you to:

• Define sales management and understand its value, nature, scope and associated challenges.
• Know the structure of an organisation and the functions performed by different company departments.
• Make sense of the value of communication and information in sales management.
• Get to know the core activities involved in sales management, including market research, sales forecasting and budgeting, distribution, and marketing.
• Learn effective strategies for improving and reinforcing sales management.

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