Topic outline

  • General description

    This course aims to provide a detailed presentation of the sales process in various organizations, and how to manage, organize and plan it. It introduces the functions of sales managers and management of sales forces within the marketing objectives of the organization. The course focuses on the definition of the basic concepts of sales management and its relationship with other departments. It also describes how to organize sales management and the role and functions of the sales manager. Consequently, it discusses the management of sales forces with explanation of types of salesmen and clarifies the procedures for selection and recruitment, training and supervision of sales representatives; moreover, it explains the ways of compensation, motivation and evaluating the performance of the sales force activities. It moves then to review the strategies of planning and control of the sales actions, and describes the forecasting of sales and budget preparation, in addition to the planning of sales quotas and sales areas.