Program Overview

Sales Management Strategies and Techniques

Course Description

This course provides participants with an understanding of the key functions of the sales manager and explores the details for developing, motivating, and managing a successful sales team. Instruction focuses on leadership, motivation, prioritizing customers, managing team performance, developing business and sales plans, external and internal partnerships, and sales management processes designed to decrease sales expenses and increase sales revenues.

Course Details

• Course Code: MGMT X 460.45
• Availability:
  • Typically Available: Winter, Summer
  • Not available this quarter

Learning Outcomes

What you can learn:

• Understand the key functions of a sales manager
• Gain the skills to develop and motivate a sales team, including coaching and mentoring
• Learn to manage team performance through metrics and accountability, as well as rewarding and incentivizing a team

Course Content

Topics include:

• Recruiting, interviewing, and selecting sales representatives
• Coaching/mentoring and team development
• Ethics, integrity, and accountability
• Measuring/evaluating a salesperson's performance
• Compensation, sales recognition, and incentive programs
• Advertising/public relations, telemarketing, and other relevant areas of sales management

Institution

The course is offered by UCLA Extension, which provides world-class learning opportunities, allowing individuals to change their career, life, and world.