Weeks | Topics |
1 |
Introduction to Sales Management
|
2 |
The Sales Function and Multi-Sales Channels
|
3 |
Leadership and the Sales Executive / Ethics, the Law, and Sales Leadership
|
4 |
Business-to-Business (B2B) Sales and Customer Relationship Management
|
5 |
Leveraging Information Technologies
|
6 |
Designing and Organizing the Sales Force
|
7 |
Midterm Exam
|
8 |
Recruiting and Selecting the Right Salespeople / Training and Developing the Sales Force
|
9 |
Supervising, Managing, and Leading Salespeople Individually and in Teams
|
10 |
Setting Goals and Managing the Sales Force’s Performance
|
11 |
Motivating and Rewarding Salespeople
|
12 |
Turning Customer Information into Knowledge
|
13 |
Assessing the Performance of the Sales Force and the People Who Comprise It
|
14 |
Internal and External Cultural Forces That Affect a Firm’s Sales Performance
|