Sales Training – Sales Management

Who is the course for?

This course is aimed at people who are currently involved in a sales operation or those that are Sales Managers.

What will I study?

Sales strategy: setting sales objectives; relationship of sales, marketing and corporate objectives; importance of selling in the marketing plan; use of marketing information for planning and decision making (sources and collection methods); role of sales forecasts in planning; quantitative and qualitative sales forecasting techniques; strategies for selling

Recruitment and selection: importance of selection; preparing job descriptions and person specifications; sources of recruitment; interview preparation and techniques; selection and appointment

Motivation, remuneration and training: motivation theory and practice; team building; target setting; financial incentives; non-financial incentives; salary and commission-based remuneration; induction training; training on specific products; ongoing training and continuous professional development (CPD); training methods; preparation of training programmes; the sales manual

Organisation and structure: organisation of sales activities (by product, by customer, by customer type; by area); estimation and targeting of call frequency; territory design; journey planning; allocation of workload; team building; creating and maintaining effective working relationships; sales meetings; sales conferences

Controlling sales output: purpose and role of the sales budget; performance standards: performance against targets (financial, volume, call-rate, conversion, pioneering); appraisals; self-development plans; customer care

Database management: importance of database building; sources of information; updating the database; use of database to generate incremental business and stimulate repeat purchase; use of database control mechanisms; importance of ICT methods in database management; security of data; Data Protection Act

Sales Environments and Contexts

Sales settings: sales channels (retailers, wholesalers, distributors, agents multi-channel and online retailers); importance of market segmentation: business-to-business (BTB) selling; industrial selling; selling to public authorities; selling for resale; telesales; selling services; pioneering; systems selling; selling to project teams or groups

International selling: role of agents and distributors; sources, selection and appointment of agents/distributors; agency contracts; training and motivating agents/distributors; use of expatriate versus local sales personnel; role, duties and characteristics of the export sales team; coping in different cultural environments; the role of ICT in communicating with an international sales team

Exhibitions and trade fairs: role, types and locations of trade fairs and exhibitions; how trade fairs and exhibitions fit in with corporate strategy and objectives; setting objectives for participation in an exhibition; audience profile and measurement; qualification and follow-up of exhibition leads; evaluation of exhibition attendance; setting budgets; financial assistance for exhibition attendance; principles of stand design.

How will the course be delivered?

Through classroom based activities alongside a tutor and other delegates at a similar level.

Course Entry Criteria

No specific entry criteria for this course however the course is aimed at people who are currently involved in a sales operation or those that are Sales Managers.

The college operates a no refunds policy as detailed below. Cancellations and transfer requests are subject to the following conditions:

• More than 4 weeks notice – no charge
• 4 weeks notice – 30% of the cost
• 2-3 weeks notice – 50% of the cost
• 1-2 weeks notice – 75% of the cost
• Less than 1 weeks notice – 100% of the cost

All cancellations must be made in writing and are subject to a £10 administration charge. The full fee’s policy is available on request.

What will I get at the end of the course?

You will receive a Blackburn College Certificate of Attendance.

What can I do next?

You may be interested in our other sales courses:

Sales Training – Personal Selling
Sales Planning & Operations (Edexcel)

These courses can be viewed here

How much does it cost?

The course fee for the 8 week course is only £350.00 per delegate including all tuition and a Blackburn College Certificate of Attendance.

(Prices are subject to change)