Online Sales Management

Sales Management (130 hours)

The Course Module:

1.1 Structure of sales in the company.

1.2 Planning and forecasting sales in the company. New techniques and standards.

1.3 Management of distribution channels: branches, dealers, franchises. Sales agents and representatives.

1.4 Operational management in sales management. Monitoring and reporting. Sales Funnel.

1.5 Recruitment sales department. Education. Stimulation (smart-targets and KPI). Building a system of active sales in the company.

1.6 Customer focus and loyalty.

1.7 Customer Relationship Management company. Database. The value of the client. Control key and VIP-clients.

1.8 Management of retail sales.

1.9 Management of the wholesale.

1.10 E-commerce.

1.11 Evaluating the effectiveness of the sales department.

The "Sales Management" brought together the best practices of leading experts and major economic schools. It includes a range of modern methods and techniques for determining the efficiency of transactions and sales management.

This program will be interesting as the manager of the Human Resources Company: directors, head of the large production complexes, leading to sales managers and line staff: managers, sales representatives, merchandisers, as a comprehensive approach to the description of the sales management.

In operation, the module you get theoretical and practical knowledge to understand and analyze the behavioral characteristics of potential buyers, their motives, needs. A special category of study are the factors that influence the conclusion of the transaction. These include behavioral and psychological characteristics that determine the positioning of clients in detention commercial transaction.

Another aspect of this module is aimed at the acquisition of knowledge and skills in managing people, sells (managers, salespeople), competent staff recruitment and training Wholesale and retail sales as well as business process management services sales.

When teaching sales management major areas of knowledge are: control and expansion of sales channels, sales planning and forecasting, assessment of the effectiveness of the sales and customer service, personnel management of sales.