SALES MANAGEMENT COURSE

PROSPECTUS

For them to do this adequately, the sales team needs to have a great leader in the form of a sales manager. The sales manager will need to inspire the team and motivate them to better the sales that they had previously achieved. Sales teams will also have to have the ability to think on their feet and have the know how to achieve the organisational goals of increasing the sales for the business.

The Digital School of Marketing’s (DSM’s) Sales Management Course will teach you how to understand sales goals and have a plan to achieve them. It will also give you the tools that you need to ensure that your sales team achieves the success of the organisational goals and objectives.

The sales team is the heart of an organisation. They must have the ability to correctly execute sales according to organisational structure and modern-day sales practices.

This fact means that the sales team needs to function like a well-oiled machine, being quick to follow up on prospects and convert these people into sales.

What you’ll learn

How you will benefit

• Sales forecasts, budgets and pricing strategies• Sales planning and planning for sales training• Decoding the role of technology in sales• The role of leadership, management and compensation • Customer service evaluation • How sales and marketing function side by side • Personal selling best practices• Various selling processes• Sales marketing strategy• Using sales funnels in an organisational setting• Marketing communication concepts

• You will learn to take your sales techniques to new heights• You will learn how to effectively motivate the team• You will be empowered to lead a technologically advanced sales division• You will be empowered to understand how to marry marketing and sales together• You will understand how to set and comply with sales quotas • You will effectively be able to manage a sales team

Selling processes• Selling process overview• Prospecting a new client• Obtaining commitment

from the client• Building customer relationships

• Customer retention • Negotiation tactics in sales

Personal selling • Personal selling overview

• Misconceptions about personal selling

• B2B vs B2C selling• Different variations of selling

• Activities of a sales consultant• Non-selling activities in sales• Time management in sales

The role of sales and marketing

• Fundamentals of sales management

• Essence of marketing and sales collaboration

• Aligning sales and marketing• Sales in the new century

• Managing customer relations • Sales and the business

environment• Internal business factors

Marketing communication concepts

SAQA ID 10064:NQF Level 5, 8 Credits

• Identify and explain marketing communication concepts and ideas

• Implement low and high focus thinking

• Explain and apply lateral thinking processes

• Marketing communication mix

Sales funnel• Sales funnelling overview

• Awareness in sales• Consideration in sales

• Purchase phase in sales• Retention in sales• Advocacy in sales

• Multi-channel marketing

What you will master

Sales forecasting, budgeting, and pricing

strategies• Sales forecasting overview• Sales forecasting process

• Sales forecasting techniques• Pricing strategies

• Sales budget • Sales quotas

Sales planning and requirements

• Sales team structure overview• Centralisation and

de-centralisation• Departmentalising sales teams

• Key account management• Recruitment and selection in sales

Sales training and development

• Sales training fundamentals • Sales training processes

• Coordinating sales training

The role of technology in sales

• Introduction to information and technology

• Sales management and IT• CRM systems

• Customer support and CRM’s• CRM implementation

Leadership in Sales• Management and leadership

• Motivational strategies in sales teams

• Compensation plan in sales management

Customer Service in Sales

• Sales team evaluation• Sales volume analysis

• Marketing cost analysis

Digital School of Marketing Pty (Ltd) Reg no. 2017/377830/07

1st Floor 292 Surrey Avenue Ferndale Randburg

How you can learn at DSMAll courses at DSM are delivered on our state-of-the-art online learning platform. It is jam packed with videos and infographics so that you can take your learning experience to the next level. On our learning platform, there are:

200 videos 100 infographics Assessments

Slides Progress trackers Interactive feedback

Office 0861 428 710 | Fax 011 781 2941Email info@digitalschoolofmarketing.co.za www.digitalschoolofmarketing.co.za

AccreditationMICT | SETA

Online Access | Branded USB Stick | Branded Laptop Bag DMS coffee canister | DSM cap | Branded DSM Notepad & Pen

YOUR COURSE PACK INCLUDES

VIEW A VIDEO ON THE COURSE