Title: Sales management Delivery mode: Download PDF
This module forms part of: Professional Diploma in Sales & Marketing
Description: This unit details the activities, organisation and skills required for effective sales management. The unit commences by detailing sales planning. Students will first develop an appreciation for the need for holistic management and synergy in the overall planning process. The unit will then set out the various elements of sales planning; territory planning, target setting, action planning, HR planning and financial planning. Coupled with planning, is the vital role of sales monitoring and control, and the unit will detail how to monitor targets against forecasts, establish short, medium and long-term forecasts, assess the quality of the sales pipeline and establish the important link with performance reviews and rewards. The unit also covers sales organisational structure, and how organisations can be structured to balance the sales objectives of managing growth vs. market share, new business vs. existing business, profitability, and service levels. Next the key roles and responsibilities in modern-day sales organisations are examined, together with qualities required of effective sales management; sales leadership, and motivational skills and team development. The final sections of this unit focus on managing customer relationships and Key Account Management, both areas of vital importance in sales today. Key Account Management has become an area of strategic sales focus with the realisation that the vast proportion of revenue arises from repeat business from a few strategic customers. This compounded with the cost of sale associated with each new customer means that it makes good business sense to focus on a few strategic customers. The unit examines the role of the Key Account Manager and the selection, planning, and management of key accounts.
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