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M.Sc. In Air Transport Management Program  › Courses  › Sales Management
Sales Management
Course Description

Introduction to Sales Management, Sales Management's Nature, Rewards and Responsibilities, Staffing the Sales Team: Planning for and recruiting successful sales people
Selection, Placement and Socialization of Successful sales people, Planning the Sales Team’s Efforts: Building the Relationships through Strategic Planning, The Market-Driven Sales Organization, Training the Sales Team: Management of Sales Training and Development
Directing the Sales Team: Motivating Salespeople toward High Performance, Forecasting Market Demand and Sales Budgets, Design and Size of Sales Territories, Compensating for Higher Performance, Leading the Sales Team, Social Ethical and Legal Responsibilities of Salespeople, Key Account Management, Developing the relationship – Value and Trust in KAM

Course Objectives

  1. Examine the importance and responsibilities of sales management
  2. Develop strategies for  sales people  recruitment, motivation and  management
  3. Plan the sales territories and their sizes
  4. Make students understand the importance of key account management and its place in value and trust creation.

Course Outcomes

  1. Understand the duties and responsibilities of sales personnel and their importance for the firm
  2. Ability to manage the recruitment process of sales people
  3. Ability to apply the techniques to motivate sales people
  4. Developing sales forecasts and the sales budget
  5. Ability to design sales territories

Course Plan

  1. Introduction to Sales Management: Sales Management: Its Nature, Rewards and Responsibilities
  2. Staffing the Sales Team: Planning for and recruiting successful sales people
  3. Selection, Placement and Socialization of Successful sales people
  4. Planning the Sales Team’s Efforts: Building the Relationships through Strategic Planning
  5. The Market-Driven Sales Organization
  6. Training the Sales Team: Management of Sales Training and Development
  7. Directing the Sales Team: Motivating Salespeople toward High Performance
  8. Planning the Sales Team’s Efforts: (Continued) 
    Forecasting Market Demand and Sales Budgets
  9. Design and Size of Sales Territories
  10. Directing the Sales Team: 
    Compensating for Higher Performance
    Leading the Sales Team
  11. Social Ethical and Legal Responsibilities of Salespeople
    Key Account Management: What is it? Developing the relationship – Value and Trust in KAM