-
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
-
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
-
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
-
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
-
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
-
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
-
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