Sales Management Programme

Sales management programme teaches techniques, tools and up-to-date practices that let you develop your role and responsibility, not only in those aspects related exclusively to the very commercial action, but also developing your management skills, relationships and leadership that facilitates the optimal management of the sales force.

Company strategies and sales objectives.

• Internal analysis. Spotting the company's strong and weak points
• External analysis. Spotting market opportunities and threats.
• The SWOT matrix
• Sector and competitive analysis. Research into competitors
• Commercial strategies

Planning the sales campaign.

• Distribution, retailing, point of sales survey, and merchandising policies
• Sales segmentation. Defining market objectives.
• Sales and business forecasts. Determining the T.T.M.
• Price fixing policies. Pricing strategies, discounts and rappels, etc.
• Setting sales objectives. Setting quotas.

Organising the sales team.

• The organisational chart adapted to the customer. Different organisational forms for sales networks
• The appropriate size of the sales network
• Sales routes and cycles

Selection policies and training sales personnel.

Motivation and sales network remuneration.

• Remuneration systems (fixed, variable, based on commissions, sales incentives)
• Sales contests
• Other systems of motivation

Control of sales activity.

• Setting the elements of control. Control ratios
• Information collection methods. Sales rep control. Product portfolio control
• Supervision tools

Financial Control

• Managing customer loans
• Budgetary control
• Profit and loss account management. Financial control ratios

Management skills.

• Leadership of people and groups.
• Motivating work teams.
• Selling ideas, public presentations.
• Chairing meetings.
• Negotiation.

Sales plan project.

Carrying out a sales plan for a real product or service and then presenting it in public.