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ICTD International Centre for Training and Development

Sales Management

Nov 3—7, 2019
5 days
Abu Dhabi, United Arab Emirates
USD 3300
USD 660 per day

How it works


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This Sales Management course teaches participants the fundamentals of sales team management. Participants will learn how to be successful sales managers, select sales professionals, build unity and trust in a sales team, interview successfully, train sales professionals, set performance standards, conduct performance evaluations and much more. The course is filled with interactive exercises that help ensure your success.

## Course Objectives

Upon successful completion of this Sales Management training class participants will be able to:

  • Know how to Select Sales Professionals for your Team.
  • Build Unity and Trust in your Sales Team.
  • Encourage top Sales Performance with Appropriate Training.
  • Set Performance Standards.
  • Evaluate Performance.
  • Conduct Effective Sales Meetings.
  • Choose a Territory Strategy and conduct Territory Reviews.
  • Predict Sales Revenue by using different Forecasting Models.
  • Motivate your Sales Team by creating an Effective Compensation Plan.
  • Set Goals and Monitor Motivation.
  • Improve Substandard Sales Performance.

Course Outline

Effective Sales Teams

  • Identify the skills and daily tasks of a sales manager
  • Interview sales professionals
  • Identify relationship-building processes
  • Identify trust-building processes

Effective Sales Performance

  • Train sales professionals
  • Set performance standards and evaluate performance
  • Conduct a sales meeting

Managing Sales Performances

  • Identify the steps for choosing the best territory strategy
  • Identify factors to consider when conducting territory reviews

Forecasting Sales Revenue

  • Identify sales forecast factors and types of sales forecasts
  • Discuss various types of sales forecasting approaches

Motivating Sales Teams

  • Motivating sales professionals
  • Monitor and increase motivation levels
  • Address sub-standard sales performances

## Course Methodology

A variety of methodologies will be used during the course that includes:

  • (30%) Based on Case Studies
  • (30%) Techniques
  • (30%) Role Play
  • (10%) Concepts
  • Pre-test and Post-test
  • Variety of Learning Methods
  • Lectures
  • Case Studies and Self Questionaires
  • Group Work
  • Discussion
  • Presentation

Who should attend

This Sales Management training course is designed for Sales Managers, newly appointed Sales Managers and Sales Staff who are expecting to be appointed to Sales management in the near future.


Detailed Description
Detailed Description

Next dates

Nov 3—7, 2019
5 days
Abu Dhabi, United Arab Emirates
USD 3300
USD 660 per day

How it works

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