{"id":649,"date":"2021-01-01T14:54:32","date_gmt":"2021-01-01T14:54:32","guid":{"rendered":"https:\/\/stellarconsultingandtraining.com\/?p=649"},"modified":"2024-12-12T16:10:57","modified_gmt":"2024-12-12T16:10:57","slug":"selling-sales-management-cmkt-302","status":"publish","type":"post","link":"https:\/\/stellarconsultingandtraining.com\/2021\/01\/01\/selling-sales-management-cmkt-302\/","title":{"rendered":"Selling &#038; Sales Management | CMKT 302"},"content":{"rendered":"\n<p>This course focuses on the activities of first-line field sales managers. It covers sales management functions and strategies, developing the selling function, sales goals and structure, building a sales program, and leading and motivating the sales force.<\/p>\n\n\n\n<p><strong>Learning Objectives:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>To gain a solid understanding of professional B2B sales including its planning and staffing, structure, and evaluation<\/li>\n\n\n\n<li>To understand how to manage and motivate a professional B2B sales force from the perspectives of a sales manager (authority) and a marketing manager (influence)<\/li>\n<\/ul>\n\n\n\n<p class=\"has-vivid-red-color has-text-color\"><strong>Enrolment is now open for January, April, July, or October. Please contact us for more information.<\/strong><\/p>\n\n\n\n<p>Course Name | Code: Selling &amp; Sales Management | CMKT 302<br>Pre-requisite: <strong><em><a href=\"http:\/\/stellarconsultingandtraining.com\/2021\/01\/01\/integrated-advertising-promotion-marketing-communications-cmkt-301\/\">CMKT 301 | Integrated Advertising, Promotion &amp; Marketing Communications<\/a><\/em><\/strong><br>Course Fees: $775<\/p>\n\n\n\n<p>Delivery: Virtual Instructor-Led<br>Platform: Zoom, Microsoft Teams, or similar<br>Duration: 11 weeks \/ 42 hours \/ 11 weekly sessions \/ 4 hours per session<\/p>\n\n\n\n<p>This course is one of the eight required courses to obtain the International Marketing Management Diploma. <a href=\"http:\/\/stellarconsultingandtraining.com\/en\/marketing-management-diploma\/\">more<\/a><\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-fill\"><a class=\"wp-block-button__link has-black-color has-light-green-cyan-background-color has-text-color has-background wp-element-button\" href=\"https:\/\/docs.google.com\/forms\/d\/e\/1FAIpQLSc4nbZvSXaydeP6WSb6AU4z21Kv2Zfl8FRVDiDpgAEklrpl3Q\/viewform\" style=\"border-radius:50px\" target=\"_blank\" rel=\"noreferrer noopener\">Enroll Now<\/a><\/div>\n<\/div>\n\n\n\n<p><strong>Course Outline<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-table is-style-stripes\"><table><tbody><tr><td class=\"has-text-align-left\" data-align=\"left\"><strong>Session<\/strong><\/td><td class=\"has-text-align-left\" data-align=\"left\"><strong>Topic<\/strong> <strong>&nbsp;<\/strong><\/td><td class=\"has-text-align-left\" data-align=\"left\"><strong>Learning Outcomes<\/strong><\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">1<\/td><td class=\"has-text-align-left\" data-align=\"left\">Introduction to Selling &amp; Sales Management<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Describe the major changes taking place in selling and the forces causing these changes.<br>* Define sales management.<br>* Describe the sales management process.<br>* Discuss the competencies required to be a successful manager. &nbsp;<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">2<\/td><td class=\"has-text-align-left\" data-align=\"left\">Sales Force\u2019s Strategic Role<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Describe the major elements of business strategy.<br>* State the basic elements of strategic marketing planning.<br>* Explain what is meant by strategic implementation process decisions.<br>* Describe the purpose of a sales force program and list its major elements.<br>* Tell what an account relationship strategy is and explain its purpose.<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">3<\/td><td class=\"has-text-align-left\" data-align=\"left\">Territory Management<strong>&nbsp;&nbsp;&nbsp;<\/strong><\/td><td class=\"has-text-align-left\" data-align=\"left\">* Describe effective steps for generating new accounts.<br>* Explain how to determine the minimum opportunity a salesperson should pursue.<br>* Describe four methods for setting opportunity priorities.<br>* Explain why emphasis is shifting from sales volume to profit flow.<br>* Tell how salespeople can manage their time more efficiently. &nbsp;<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">4<\/td><td class=\"has-text-align-left\" data-align=\"left\">Account Management<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Describe the steps in the professional purchasing process.<br>* Identify the different buying influences in the buying center.<br>* Explain how relationships are likely to evolve.<br>* Describe factors critical to gaining commitment to a relationship.<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">5 &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; 6&nbsp;<strong>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;<\/strong><\/td><td class=\"has-text-align-left\" data-align=\"left\">The Sales Presentation<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Describe the basic types of selling models.<br>* State the skills utilized in the pre-interaction phase.<br>* List the skills involved in the interaction phase.<br>* Explain the skills involved in the post-interaction phase.<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\"><\/td><td class=\"has-text-align-left\" data-align=\"left\"><\/td><td class=\"has-text-align-left\" data-align=\"left\"><strong>Midterm<\/strong><\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">7<\/td><td class=\"has-text-align-left\" data-align=\"left\">Sales Force Structure<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Explain the various ways by which sales forces can be organized.<br>* Explain what a strategic accounts management program means.<br>* State the reasons for the growth in telemarketing and its implementation issues.<br>* Tell why and when sales agents are utilized.<br>* Describe evolving trends in sales force organization.<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">8<\/td><td class=\"has-text-align-left\" data-align=\"left\">Salesperson Recruiting and Selection<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Discuss how to plan for recruiting and selection.<br>* Identify relevant hiring criteria for sales jobs.<br>* Identify the different sources of recruits.<br>* Understand the selection and validation process. &nbsp;<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">9<\/td><td class=\"has-text-align-left\" data-align=\"left\">Sales Force Development<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Understand the benefits of sales force training.<br>* Determine specific needs for the sales force.<br>* Discuss the topics to include in a training program.<br>* Describe the advantages of centralized and decentralized training.<br>* Understand the use of line, staff, and outside trainers.<br>* Recognize the value of alternative training methods.<br>* Describe the different methods for evaluating training results. &nbsp;<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">10<\/td><td class=\"has-text-align-left\" data-align=\"left\">Leading a Sales Force<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Explain what is meant by leadership.<br>* Understand how leaders manage change.<br>* Determine the appropriate leadership styles for a particular situation.<br>* Know when and how to coach salespeople.<br>* Discuss what is involved in planning and conducting a sales meeting.<br>* Recognize common people problems. <strong><br><\/strong> <strong>&nbsp;<\/strong> &nbsp;<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\">11<\/td><td class=\"has-text-align-left\" data-align=\"left\">Ethics in Sales Management<\/td><td class=\"has-text-align-left\" data-align=\"left\">* Explain why ethics are important.<br>* Explain the moral bases for business ethics.<br>* Understand how to make decisions that involve ethical problems.<br>* Recognize the issues of common sales ethics.<br>* Discuss how to build a sales ethics program. &nbsp;<\/td><\/tr><tr><td class=\"has-text-align-left\" data-align=\"left\"><\/td><td class=\"has-text-align-left\" data-align=\"left\"><strong>&nbsp;<\/strong><\/td><td class=\"has-text-align-left\" data-align=\"left\"><strong>Final Exam<\/strong> <strong>&nbsp;<\/strong><\/td><\/tr><\/tbody><\/table><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>This course focuses on the activities of first-line field sales managers. It covers sales management functions and strategies, developing the selling function, sales goals and structure, building a sales program, and leading and motivating the sales force. Learning Objectives: Enrolment is now open for January, April, July, or October. Please contact us for more information. [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":468,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[19],"tags":[],"class_list":["post-649","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-management-diploma"],"_links":{"self":[{"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/posts\/649","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/comments?post=649"}],"version-history":[{"count":17,"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/posts\/649\/revisions"}],"predecessor-version":[{"id":1494,"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/posts\/649\/revisions\/1494"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/media\/468"}],"wp:attachment":[{"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/media?parent=649"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/categories?post=649"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/stellarconsultingandtraining.com\/wp-json\/wp\/v2\/tags?post=649"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}