Sales Management - An Introduction Short Courses
The short Sales Management course is aimed at both managers and members of sales teams. It gives an overview of sales management and introduces the various aspects of the sales manager's job. The Sales Management course covers the principles of sales management and ways of increasing the potential and performance of sales teams.
Course Information
| Start Date | Start Time | Duration | Cost | Course Code | Apply |
|---|---|---|---|---|---|
| Thursday 19 January 2012 | 18:30 - 20:30 | 10 weekly classes | £330.00 | CE1792 | Course Cancelled |
| Thursday 26 April 2012 | 18:30 - 20:30 | 10 weekly classes | £330.00 | CE1792 | Course Cancelled |
Tutor Info
Purnima Mehta joined City University London as a Visiting Lecturer in September 2006. She currently teaches on a variety of business programmes like Leadership and Management; Sales Management and Market Research.
Prior to embarking on a career with City University she was a Principal of a Business School in India. She holds an MCom from Rajasthan University, India; MPhil in Marketing and MA in Human Resource Management from University of Westminster. She also holds a degree in Education from India and a Certificate in Academic Practice from City University London.
Purnima helps people to learn and trains them to practice successful business strategies in their areas of work and interest.
English Requirements
Good written and spoken English.
What will I learn?
- To assess your personal areas for improvement with regards to the requirements for getting the most out of a sales team.
- To conduct sales team meetings based on guidelines provided and evaluate their success in doing so.
- To use different methods or strategies to motivate a sales team.
- To recruit new sales team members effectively.
- To understand delegation techniques.
- To understand the difference between teams and groups.
Teaching and Assessment
Informal assessment will take place through group discussion, class room activities and questions and answers sessions, as guided by your tutor.
Recommended Reading
Core Text:
• Jobber D & Lancaster G (2011); Selling and Sales Management; 8th Edition; FT Prentice Hall
• Kotler. P & Armstrong. G (2011); Principles of Marketing; 14th Edition; Prentice Hall.
Supplementary Reading:
• Cathcart. J & Alessandra. T (2010); Relationship Selling: The Eight Competencies of Top Sales Producers; Kindle e Book
• Miller. W (2009); Proactive Sales Management: How to lead, motivate and stay ahead of the game; 2nd Edition; Amacom
• Schultz. M & Doerr. J. E (2011); Rainmaking Conversations: Influence, Persuade and Sell in any Situation; John-Wiley & Sons
• Treace. J (2011); Nuts and Bolts of Sales Management: How to build a high velocity sales organisation; 1st Edition; Emerald Book Company
Suggested Web Resource: www.cim.co.uk