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.
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.
- Unit 1 – Introduction to Sales Management
- The foundation of sales management
- Role of communications
- Unit 2 – Organisational Structure of the Company
- Nature of organisational structure
- Communications and job satisfaction
- Unit 3 – Company Department Functions
- Finance, production, research and development, and industrial engineering
- Despatch, human resources, systems technology and purchasing
- Unit 4 – How Your Role Affects the Wider Company
- Centralised control and informal methods
- Sales, production, R & D, engineering, and purchasing
- Unit 5 – The Sales/Marketing Relationship
- Marketing committees, sales and marketing research
- Sales, product design and development
- Unit 6 – The Importance of Information
- Information techniques, channels and resources
- Critical functions of sales office and sales force
- Unit 7 – What Is Market Research?
- Market research definition, types, techniques, and tools
- Unit 8 – Information Centres and Banks
- Management information systems, marketing and sales information
- Information reporting and strategies in designing report forms
- Unit 9 – Forecasting Sales
- Preparing sales forecasts
- Trend analysis, correlation analysis, and key indicators
- Unit 10 – Budgeting, Break-Even Point and Prices
- Sales budgeting, costs and costing, break-even point concept
- Uses of budgetary control
- Unit 11 – Channels Of Distribution
- Different types of distributors
- Control, coverage, and symbol group trading
- Unit 12 – Physical Distribution
- Approaches to distribution management
- Warehouse inventory controls, delivery frequency, and routing
- Unit 13 – Selling Through Distributors
- Selling through wholesalers and retailers
- Tips for using intermediary to sell the product
- Unit 14 – Selling Direct To Consumers
- Commercial, industrial and general service selling
- Specialty and special service selling methods
- Unit 15 – Selling via Third Party
- Selling tips for architects, consulting engineers, and designers
- Selling techniques for public works contractors, the medical and allied professions
- Unit 16 – Role of the Headquarters
- Important functions of the sales department
- Organisation and paperwork
- Unit 17- Sales Role In Product Planning and Pricing
- Price building and structuring for a new product
- What to do when new products fail
- Unit 18 – Role In Extension of Product Life Cycles
- Sales manager’s view of product life
- Short-term promotion and advertising
- Unit 19 – Headquarter’s Role in Territorial Planning and Performance Audits
- Territorial planning of work-loading
- Squaring the circle strategy and petal approaches to sales territories
- Unit 20 – The Sales Force
- Training the sales force
- Sales management operations in the field
- Unit 21 – Public Relations
- Making corporate images and selling a PR idea
- PR techniques and the PR role of sales management
- Unit 22 – Understanding Advertising
- Goals, structure, and purposes of the advertising department
- Methods of setting appropriations
- Unit 23 – What is Sales Promotion?
- Merchandising and the sales promotion selling sequence
- Store-within-store merchandising, sampling, couponing, and competitions
- Unit 24 – Direct
- Exhibitions, trade fairs, direct mail and mail order
- Direct mail shots and the strategies for starting a mail order operation
- Unit 25 – Literature
- Crafting an effective company literature and other types of promotional materials
- How to building a literature-creating team
Students who complete this course will receive a certificate of achievement from Touchawards, a recognized accrediting organisation. The certificate serves as an official recognition for the students’ educational experience, and can be used to add weight to their educational qualifications.
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.
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.
Questions and answers
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