Upon completion of this course, the student should:

•  Understand the role of the sales force in achieving a firm’s
   marketing objectives
•  Be able to explain different ways of organizing and sales 
   force and know when each is most appropriate.
•  Be able to recognize and demonstrate professional selling 
   skills
•  Understand the importance of long term customer 
   relationships and the key sales strategies for developing 
   such relationships. 
•  Understand basic concepts of customer account management.
•  Understand key characteristics of successful sales people
•  Be familiar with and be able to develop/apply a
   training program for the sales force.
•  Understand and be able to apply effective motivation and 
   compensation systems
•  Appreciate the changing nature of personal selling and 
   customer account management.
•  Have developed/improved his/her decision making and analytic 
   skills related to sales management

•  Organizational purchasing function
•  Customer development and retention
•  Account management techniques
•  Review of selling skills with emphasis on leading, coaching, 
   and teaching sales people
•  Professional selling skills, including how to interact with 
   customers/clients
•  Team building techniques
•  Organizing the sales effort 
•  Personal characteristics and aptitudes of effective sales 
   people
•  Recruiting salespeople
•  Leading/Managing the sales force
•  Sales force Deployment 
•  Sales leadership of the supply chain
•  Coaching and mentoring sales people
•  Developing market plan input (4 to 5 P – key geographic
   market places)
•  Global sales management
•  Budgets and ethics
•  The changing sales environment and emerging topics