MKT 145 - Sales Management

1. Explain the role of the Sales Manager
   1. Discuss how sales management contributes to the overall goals of the company
   2. Identify the Sales Manager’s basic areas of responsibility.
   3. List qualities of an effective Sales Manager
2. Contrast traditional versus “new style” interview techniques
3. Compare various sales compensation plans
   1. Discuss the basic principles of compensation plans.
   2. Explain the motivational role a compensation plan has for salespeople.
   3. Identify objectives sales compensation plans can achieve
   4. Determine factors affecting compensation plan design.
   5. Discuss the pros and cons of different ways of compensating
4. Explain the motivational process as it relates to salespeople.
   1. Define motivation
   2. Explain internal versus external motivation
   3. Identify basic needs salespeople have
   4. Discuss motivational tools available to sales managers
5. Outline the importance of group dynamics to the development of a sales team
6. Discuss methods used in evaluating sales performance
   1. Set standards of performance
   2. Develop a formal performance appraisal program
7. Demonstrate group presentation skills
8. Develop a recruitment and selection program
   1. Describe what to look for in sales job candidates
   2. Identify sources to recruit salespeople from
   3. Write a job description for a sales position
   4. Differentiate what information is appropriate to ask on employment form and in interviews
   5. Develop a recruitment and selection program
9. Formulate strategies to reach planning and budgeting objectives.
   1. Identify basic planning guidelines
   2. Discuss the need to budget
   3. Explain simple budgetary procedures
   4. Structure sales territories for maximum selling coverage
   5. Assess whether sales expenses are worthwhile
   6. Explain the concept of management by objective.
10. Determine territory management through sales force specialization.
11. Develop a sales training program
    1. Discuss the importance of training.
    2. Identify training needs for salespeople
    3. Examine methods for training salespeople
    4. Contrast trainer and trainee responsibilities
    5. Evaluate training effectiveness
    6. Identify factors which cause training to fail/succeed
12. Demonstrate sales forecasting techniques
    1. Explain the steps to sales forecasting
    2. Examine sales forecasting techniques
13. Conduct a sales meeting