Sales Team Management
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Keywords
sales manager,planning process,sales forecasting,sales budgets,leadership,motivation,compensation models,recruitment,interviews,training,evaluation,sales territory design
Project
Authors
Slattery, Ray
Date Submitted
2016
Material Type
Secondary Material Type
Syllabus
Institution
Industry Partner
College collaborated with the program advisory committee.
License
CC BY
Funding Source
Additional Public Access
Abstract
This project includes a complete course design for teaching the course with related learning materials. It also includes a sample schedule for delivering the course.
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This course will focus on the responsibility and functions of a sales manager including: an evaluation of various sales organizational structures, sales forecasting, budgeting, ethics in sales, and an overview of best practices in recruiting, selecting, testing and training salespeople. Special attention will be paid to retaining, compensating, and motivating sales teams.