Training “b2b sales management. workshop "from the platform" global education "

what is sales management and its role.

marketing strategy and sales management:

• marketing concept and its implementation.
• market. market segmentation.
• product. product life cycle.
• pricing.
• promotion.
• distribution.

sales planning:

• analysis and definition of market potential.
• sales forecasting.
• development of a sales plan.
• allocation of required resources (sales budgeting).

sales organization:

• optimization of the organizational structure of the sales department.
• development of work standards. determination of qualitative and quantitative indicators of sales.
• determination of the number of specialists in the sales department.
• load distribution (clients).
• selection and recruitment of sales personnel.
• remuneration of sales personnel.
• preparing and conducting a meeting of department employees.

control and administration of sales figures:

• quantitative indicators of work and ways to control them: sales, customers, profits, orders, visits (contacts), expenses, and other criteria.
• qualitative indicators of work and methods of their control: skills and abilities in sales, knowledge, self-management, professionally important personal characteristics of a sales specialist.
• administration: customer base, customer card, reports: daily, weekly, monthly.