The course consists of three parts:

Part 1 introduces sales management. After a brief introduction, the focus is on developing the sales strategy and understanding the sales process. In part 2, the focus turns to sales management. A sales manager achieves results through others. Important topics are sales force organization, recruiting, motivation, leadership, sales training, compensation and incentives. Part 3 focuses on analyzing results of sales efforts. Important topics are planning the sales effort and sales forecasting. Furthermore, profitability analysis and measuring sales effects are important. In addition, important ethical challenges will be discussed.

Course topics:

Introduction to sales management
Sales strategy
Sales process
Sales organization
Recruiting
Sales training
Motivation and leadership
Salary, compensation and incentives
Sales planning
Sales volume and profitability
Evaluation of sales performance
Ethics

Subject description 6271

Sales Management

Subject code

Version

English name

Subject points

Study level