The goal of the Sales Management course is to examine the elements of an effective sales force as a key component of the organization's total marketing effort. The course will extend student’s understanding of marketing's reach and potential impact in achieving its overarching goals.
The course is primarily composed of theories on Sales Management, interactive discussions thereon, case studies & simulations. Delegates would work in groups on case studies so they get a chance to experience the Sales Management processes that mimic the relevant real life situations in a market as closely as possible in a classroom environment.
Course objectives include understanding the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), uses of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople. Students learn to apply the discussion topics through an interactive project worked on throughout the course.
Direct or indirect exposure to sales management or experience as a Senior Sales Executive
Upon completing this course, students will be able to:
1. Explain how sales management fits into the current fast changing -environment
2. Describe customer relationship management
3. Assess selling as a career choice – that sky is the limit
4. Illustrate how to effectively organize a sales force
5. Forecast sales and prepare sales budgets
6. Evaluate salespeople’s performance
7. Develop motivation strategies for the sales force
8. Understand the characteristics of effective salespeople
9. Explain how to recruit and select salespeople
10. Apply different sales training methods and techniques
11. Prepare a compensation plan for a sales force.
Sales Skills & Techniques for ProfessionalsMarketing/ Sales
This module is based on solid real life sales experience ...Marketing/ Sales
After being enrolled in the course, participants will know ...Marketing/ Sales
The alignment of sales and marketing discipline to ...Marketing/ Sales
Mohammad Khaleque (Mak)
Soft Skill Consultant, Coach & Trainer
Mohammd Khaleque (Mak) is a coach & soft skills trainer who has more than 41 years of work experience in the airline, hospitality, & training industry.
While working at Emirates Group of Companies from 1979 to 2010 he held key positions in sales, commercial & the Aviation College of Emirates Airlines in Dubai. Prior to coming to Dubai, he worked briefly with British Airways & James Finlay & Co., in Dhaka, Bangladesh.
Working as one of the Regional Commercial Managers in Emirates Airlines for nearly ten years he had the privilege of mentoring & coaching many UAE National Management Trainees to take on important positions in Emirates Airlines mostly as Area Managers.
Mak has trained over 40,000 people from various corporates/industries mostly in the United Arab Emirates and also provided coaching services to many others mostly in the area of sales coaching, life coaching & career coaching.
He is an ardent fan of Neuro-Linguistic Programming (NLP) - he is a certified NLP Practitioner, Master Practitioner, Train The Trainer, as well as a certified NLP Coach. He brings a host of NLP skills & techniques to his training and coaching business and has been highly successful in making a positive difference in the lives of many that he trained & coached.
Mak is now self-employed and fully engaged in helping his clients through corporate training, one-to-one & group coaching and also dabbling with selling online video courses that include sales, customer service, self-development, leadership and other related soft skills.