
About Course
The Certified Sales Manager course provides frontline sales managers with the knowledge, skills, and tools to achieve outstanding results in an increasingly competitive world. The course focuses on improving organization, forecasting skills, and other technical competencies to guide salespeople towards higher performance. Participants will explore the characteristics of exceptional sales managers and get practical ideas on how they can optimize their role as sales managers, whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting.
Course Content
Sales Management Definitions and Functions
The position of personal selling in the marketing mix
Sales planning and organizing sales operations
Formulating sales strategies
Sales forecasting techniques
Sales management capstone competencies
Training and coaching salesforce
Team leadership and motivation
Leadership principles and skills
Sales performance management
The critical importance of setting standards
Characteristics of an effective sales appraisal system
Sales evaluation models
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