Sales Force Management

This course provides an understanding of the unique decisions regarding the organization and deployment of a sales force and the role of selling in a firm's overall marketing strategy. Beginning with an overview of professional selling concepts, the course proceeds to the discussion or prospecting, determining customer wants and needs, making sales presentations, overcoming objections, and closing the sale. The managerial components of the course include time and territory management, recruiting and training salespeople, sales forecasting, motivating and leading the sales force, and compensating and evaluating salespeople.