What is Sales Management all about?
Sales managers direct the distribution of the product or service to the customer. They assign sales territories, set sales goals, and establish training programs for the organization’s sales representatives. Sales managers advise the sales representatives on ways to improve their sales performance. In large multiproduct firms, they oversee regional and local sales managers and their staffs. Sales managers maintain contact with dealers and distributors, and analyze sales statistics gathered by their staffs to determine sales potential and inventory requirements and to monitor customers' preferences. Such information is vital in the development of products and the maximization of profits.
Sales Management, however, is concerned with the process of encouraging customers to exchange their funds for your services or goods. By contrast, marketing might concern itself with expanding opportunities for installing more processes in more places and expanding or creating new sales channels. For example, a firm might have "walk-in customers." Sales management would concern itself with the customer experience, the sales dialog ("what’s in it for me," suggestive selling, up-selling, positioning statements, consultative sales), and ultimately closing the sale. This organization's marketing department, on the other hand, would be concerned with developing sales channels other than "walk-in" customers or increasing the volume. For example, out-bound telephonic out-reach might be a viable additional sales channel. Sales management, in turn would be tasked with developing this channel's compensation plan, customer experience, sales dialog, and closing. Developing a sales management process for the 'walk-in customer sales process' might be very different from the 'out-bound telephonic sales management process.'
Discover your skill level in these five key areas.
Selling combines these skills into a high-impact, non-manipulative procedure that moves the sale forward - naturally, by following the decision making process of the buyer. In other words, Sales Management shows sales professionals how and when to use key sales skills that matter most while following a research proven, step-by-step process; a sales management process used during every milestone of the sale from planning, nurturing, and closing, to building long-lasting customer loyalty.
The main duties of a sales manager usually include:
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recruiting and training a team of sales representatives
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devising a marketing plan and setting sales targets for the team
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monitoring the work of the team against sales targets
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advising and motivating the team
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compiling and analysing sales figures using computer spreadsheets
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writing of reports.
Sales managers should be:
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excellent organisers, able to prioritise and allocate work
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good communicators in person, on the phone and in writing
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enthusiastic, ambitious and self-motivated
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good at managing and motivating people
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able to work on their own initiative
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able to work calmly under pressure and meet deadlines
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interested in the specific products or services they are responsible for selling.
Prerequisites for doing the course:
Minimum Grade 12. Excellent command of the English language.
