What I learn from this course?
In this comprehensive sales management course, you will learn the fundamental principles and strategies for effective sales leadership. From understanding the critical role of sales planning and strategy development to mastering the intricacies of customer relationship management, the course will equip you with the skills to drive future revenue growth. The emphasis on ethical considerations, international sales, and emerging technologies will broaden your perspective on the dynamic landscape of sales management. Overall, the course will empower you with the knowledge and tools necessary to lead high-performing teams, navigate global markets, and adapt to evolving trends in the sales industry.
* To find out the content of the course, click on “Curriculum” above.
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Curriculum
- 17 Sections
- 166 Lessons
- 10 Weeks
Expand all sectionsCollapse all sections
- Fundamental of Sales1
- Introduction to Sales Management16
- 2.1Introduction
- 2.2Importance
- 2.3Revenue Generation
- 2.4Customer Relationships
- 2.5Market Understanding
- 2.6Resource Allocation
- 2.7Profitability
- 2.8Role of a Sales Manager
- 2.9Setting Objectives
- 2.10Recruitment and Training
- 2.11Performance Monitoring
- 2.12Sales Forecasting
- 2.13Motivation and Incentives
- 2.14Relationship Management
- 2.15Strategy Development
- 2.16Rest
- Sales Planning and Strategy27
- 3.1Introduction
- 3.21- Setting Sales Objectives and Goals
- 3.3Strategic Alignment
- 3.4SMART Goals
- 3.5Performance Metrics
- 3.6Case Study Sales Planning
- 3.7Rest
- 3.82- Developing Sales Strategies and Tactics
- 3.9Market Analysis
- 3.10Strategic Segmentation and Targeting
- 3.11Tactical Implementation
- 3.123- Forecasting and Budgeting
- 3.13Sales Forecasting
- 3.14Case Study Sales Forecasting
- 3.15Budget Allocation
- 3.16Case Study Budget Allocation
- 3.17Financial Planning
- 3.18Rest
- 3.19Case Study Financial Planning
- 3.204- Continuous Monitoring and Optimization
- 3.21Performance Tracking
- 3.22Importance of Performance Tracking
- 3.23Strategies for Effective Performance Tracking
- 3.24Key Components of Performance Tracking
- 3.25Feedback and Adaptation
- 3.26Iterative Improvement
- 3.27Case Study
- Sales Organization and Structure9
- Recruitment, Training, and Development6
- Sales Processes and Systems8
- Sales Performance Management11
- 7.1Setting KPIs (Key Performance Indicators)
- 7.2Examples KPIs
- 7.3More KPIs
- 7.4Performance Evaluation and Feedback
- 7.5Motivation and Incentives
- 7.6Examples Motivations and Incentives
- 7.7Training and Development Programs
- 7.8Sales Culture and Collaboration
- 7.9Sales Leadership and Coaching
- 7.10Case Studies
- 7.11Rest
- Customer Relationship Management8
- Sales Forecasting and Analytics9
- 9.1Sales Forecasting Methods and Techniques
- 9.2Data Analysis and Interpretation
- 9.3Predictive Analytics
- 9.4Real-Time Analytics and Monitoring
- 9.5Forecasting Accuracy and Continuous Improvement
- 9.6Integration with Business Intelligence (BI) and CRM Systems
- 9.7Collaboration and Cross-Functional Alignment
- 9.8Case Studies: Sales Forecasting
- 9.9Rest
- Emerging Trends and Technologies4
- Key Account Management28
- 11.11- Identifying and Managing Key Accounts
- 11.2Customer Segmentation and Analysis
- 11.3Customer Segmentation
- 11.4Customer Analysis
- 11.5Value Proposition Development
- 11.6Risk Management and Mitigation
- 11.7Future Growth and Expansion
- 11.8Account Portfolio Management
- 11.9Revenue Potential
- 11.10Strategic Alignment
- 11.11Partnership Potential
- 11.12Industry and Market Insights
- 11.13Rest
- 11.14Account Portfolio Management
- 11.15Segmentation and Classification
- 11.16Portfolio Analysis and Optimization
- 11.17Relationship Management and Engagement
- 11.18Continuous Monitoring and Improvement
- 11.192. Relationship-Building Strategies for Major Clients
- 11.20Client Understanding and Alignment
- 11.21Strategic Account Planning
- 11.22Value Delivery and Collaboration
- 11.233. Account-Based Sales Techniques
- 11.24Personalized Engagement and Communication
- 11.25Solution Customization and Development
- 11.26Strategic Relationship Management
- 11.27Case Studies
- 11.28Rest
- Channel Sales and Distribution11
- 12.1Channel Sales and Distribution
- 12.2Types of Sales Channels
- 12.3Key Components of Distribution
- 12.4Channel Strategy and Management
- 12.5Channel Performance and Optimization
- 12.6Channel Partner Management and Collaboration
- 12.7Channel Strategy Development
- 12.8Channel Performance Measurement and Analysis
- 12.9Channel Expansion and Optimization
- 12.10Case Studies
- 12.11Rest
- Strategic Pricing and Revenue Management8
- Sales and Marketing Alignment7
- Customer Experience and Journey Mapping3
- Sales Culture and Organizational Behavior4
- Risk Management and Crisis Response7
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