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Sales Management

Please note that we offer 1 and 2 day Sales Management courses. Please check duration and course content carefully before booking.

What is Sales Management? The course discovers how this fits into the organisational framework. More in depth than the one-day course, this two-day interactive course covers how to develop your sales strategy process, identifying and building your sales team, concepts of value in sales management, and drivers of competitive advantage.

Select specific date to see price, venue and full details.

Learning Objectives

  • To understand the importance of customer care in a sales environment
  • How to develop and maintain a prospect system
  • How to unlock profit growth through an effective marketing strategy
  • How to implement a sales quality process

Course Content


09:30 - 09:45 Coffee & Course Objectives

09:45 - 10:45 What is Sales Management? How Does it Fit Into the Organisational Framework?

11:00 - 12:00 Developing Your Sales Strategy Process

12:00 - 12:45 Identifying and Building Your Sales Team

12:45 - 13:45 Lunch

13:45 - 15:00 Concepts of Value In Sales Management

15:00 - 15:45 Drivers of Competitive Advantage in Sales Management

15:45 - 16:30 Developing an Optimal Sales Management Information Database. (Exploiting technology opportunities)

16:30 - 16:45 Day And Course Review/Close


09:00 - 09:15 Day 1 Recap/ Introduction to Day 2

09:15 - 10:45 Identifying and Building Your Client Target Market

11:00 - 12:45 The Role of Marketing and Distribution in Sales (Market/Segment Research Developing Marketing Strategies Product Development and Management Pricing Distribution and Productivity. The Economics of Marketing and Sales.)

12:45 - 13:45 Lunch

13:45 - 15:00 Introducing a Sales Quality Process

15:00 - 16:30 Countering Competition/ Risk Management In Sales

16:30 Summary and Action Plans Agreed

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