The purpose of this unit is to examine the role of sales management within an organisation. The unit looks at the various sales management functions and the role they play in meeting the organisation’s marketing and corporate objectives. This unit links these duties with some of the characteristics that Sales Managers need to have to be successful in their job and explores how Sales Managers plan their sales activities, organise their sales force, oversee the sales function and evaluate sales performance. Key concepts such as leadership, motivation and skills development and the impacts of technology are defined and examined within a sales management context. -- Course Website
Instructor: A Johns
