SALES MANAGEMENT

1. Sales communication
•Positive thinking and behaviour
•Customer focus
•Concentration
•Communication requirements
•Non-verbal communication
•Verbal communication

2. Recruiting the sales team
•Defining job requirements
•Job descriptions
•Professional profiles
•Seeking new employees
•Selecting the best candidates - preliminary screening, interviewing, assessment and development centres, subjective and objective evaluations

3. Calculating amount of team members
•Necessary information
•Sales Representative main tasks
•Time scheduling for sales reps
•Setting primary goals for sales reps
•Calculating the amount of potential and current customers
•Customer segmentation
•Time management
•Planning visits and conversations – sales rep’s working hours, calculating the number of necessary sales representatives

4. Educating and training the sales team
•Getting the job
•Introduction to the job
•Training objectives
- Sales tasks
- Sales objectives
- Amount of needed sales representatives
- Defining educational and training needs - sales competences, sales methods competences, social competences
- Training personal competences - training methods, training participation, training control
•IT education
•Personal development training
•Product and branch knowledge
•Working routes and time planning
•Sales techniques
•Sales psychology
•Sales controlling
•Special supplementary topics
•Educational forms - higher education, training, coaching, tutoring

5. Sales conversation stages

6. Sales and motivation management
•Sales manager roles
•Cases of insufficient sales representative’s performance
•Motivating sales representatives
•Customer interactions - sales conversation scenarios, sales rep instructions, sales manager behaviour, meeting evaluations
•Successful sales team management
•Motivation system – requirements, material and non-material remuneration
•Comments - the ideal sales motivator
•Motivating factors
•Value expectations
•Inequality
•Sales representative’s motivation models
•Enforcing motivation principles

7. Sales plan
•Planning sales - planning methods and planning types
•Sales strategy
•Organisational planning – functions, theories, products, customer groups, market strategies
•Planning contracts
•Personnel planning
•Allocating and determining sales territories – aspects, sales area allocation approaches
•Turnover planning – aspects, reference points, methods, planning cycle

8. Sales control
•Meaning
•Reference points
•Steps
•Control objects and tools
•Methods - internal administrative control, internal personal control, external personal control, attestation conversation, direct control, personal management example
•Sales rep evaluation – evaluation steps, quantity indicators, quality indicators, sales rep attestation assessment matrix

9. Communication technologies in sales

10. Sales development solutions