410-567-VA, Sales Management and Customer Service
In today’s world of going that extra mile in servicing our customers, the role of a company’s sales force cannot be underestimated. Sales Management is concerned with the management of the personal selling function. Course material will emphasise two key areas. One will include a thorough understanding of the actual selling function. Topics that will be discussed include locating and qualifying your customer, how to make effective sales presentations, and how to handle objections and close the deal. The second component of the course will be understanding the managerial implications of the sales force. Topics will include planning the total sales effort, recruiting of sales people, training, motivating, compensation, and evaluation of sales efforts. This material is best learned through actual field studies of companies employing personal selling as part of their promotional mix.