10104160Sales Management
Course Information
Description
The role of the Manager in the Sales process is explored in this advanced sales class. Creating a sales program, developing your sales force, motivating sales people, and developing companies to be more selling focused will all be explored through research, case studies, practical applications and projects. Sales skills will be enhanced though the role of a strong Sales Manager.
Total Credits
3
Course Competencies
  1. Assess the changing role in today’s sales management
    Assessment Strategies
    Online/Classroom Discussion, Written Product-Managerial Philosophy
    Criteria
    Identify the various duties as a sales manager
    Identify the differences in business-to-business and business-to-consumer sales
    Compare cases of successful and failed management styles
    Identify different managerial styles
    Self-assess personal managerial style
    Relate the function of sales to the overall structure of an organization

  2. Evaluate Customer Relationship Management tools
    Assessment Strategies
    Written Product or Project
    Criteria
    Explain the purpose of a CRM tool in the sales process
    Identify strengths and weaknesses of CRM tools
    Investigate at least two CRM tools

  3. Analyze the role of motivation in sales force management
    Assessment Strategies
    Case Study, Written Product
    Criteria
    Examine the extent to which money is a factor in sales motivation
    Explain different types of motivations such as money, time, recognition, career advancement
    Explain how people react differently to different types of motivations
    Create strategies for how to align motivations based on individual personality and preferences

  4. Design recruitment strategies for building a sales force
    Assessment Strategies
    Oral/Discussion Board, Recruitment advertisement
    Criteria
    Use non-biased language
    Locate a variety of recruitment sources
    Match potential employee skill set with sales position skill set
    Recruitment advertisement is grammatically correct, visually appealing, with appropriate copy
    Recruitment advertisement explains the level of position

  5. Develop a compensation program 
    Assessment Strategies
    Written product, discussion board or class presentation
    Criteria
    Determine different motivators and psychological influences behind sales positions
    Analyze relationship between reward and satisfaction
    Identify trends in compensation packages, such as flexibility, work hours, pay
    Your program is written from the managerial perspective

  6. Analyze costs in sales management
    Assessment Strategies
    Scenario, Budget Spreadsheet
    Criteria
    Spreadsheet includes fixed and variable costs for a business case study
    Spreadsheet includes minimum budget categories as specified by the instructor
    Spreadsheet is calculated accurately

  7. Create a sales manager portfolio
    Assessment Strategies
    Portfolio Project
    Criteria
    Identify a real or fictional business
    Project includes an a sales philosophy and vision statement for sales management
    Project includes a compensation package and recruitment strategy
    Project documents sales training program
    Project includes a recommendation for a CRM tool
    Project includes a budget showing income and expense categories, such as payroll, advertising, training, and supplies
    Project is completed within given time period
    Project meets minimum page number count