This course is an overview of the role of the sales manager, both at headquarters and in the field, in managing people, resources, and functions of marketing. The problems of organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. A variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force.
Course Topics: The SalespersonS Responsibilities Motivation And Consumer Behavior The Selling Process Sales Presentations Handling Objections Closing The Sale Ethics In Selling Sales Management Training Salespeople The Sales Force Of The Future
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