Goal

At the end of the course, trainees should be able to:

• Organize and structure a sales force respecting functionality and operability criteria;
• Plan and streamline the activity of the sales team so that the company sells more and better.

Program

1. The Evolution of the Concept of Sales Management
2. The Role of Sales in the Marketing-mix
3. The Sales Force Manager
4. Roles and Personality of the Salesperson
5. Planning Sales Activities
6. Sales Planning Management
7 Concept and Determinants of Supervision
8. Concept of Recruitment
9. Recruitment Needs
10. Origin of Candidates
11. The Recruitment Process
12. Personnel Selection
13. Integration of New Workers
14. The Importance of Sales Training and its Objectives
15. Training and the Career Life Cycle of a Salesperson
16. Types and Techniques of Training
17. Types of Salespeople to Train
18. Training Assessment
19. Animation of Sales Teams
20. Motivation and Incentive Campaigns
21. Sales Meetings and Coaching/Monitoring
22. Salesperson Assessment and Team Remuneration
23. Control of Sales Activity Sales
24. Marketing Plan
25. Promote Career Development