In an increasingly competitive market place, the theory and practice of Marketing, Public Relations and Advertising is also explored as a means to meet sales objectives and achieve real growth for you and your organisation. This is a comprehensive programme which seeks to educate and train the Sales Managers of the future. The course is delivered by experienced Sales Managers with experience in several different industries.

Diploma in Sales Management - Core Subjects

There are 9 core subjects to study:

1. Managing the Salesforce
2. Sales Management Skills
3. Territory Management
4. Sales Techniques
5. Motivating & Managing Teams
6. Recruitment, Selection & Salaries
7. Issues in Sales Management
8. Leadership & Supervision
9. Sales Promotion

Course Overview
Managing the Salesforce:
Functions and Organisation of the Sales Force, Choices in Sales force Organisation
Sales force and strategy, Determination of Salesforce size, Organisation of the Selling effort, Sales Management Information Systems

Sales Management Skills:
Delegation, Responsibilities & Duties, Organising Sales Meetings, Running stimulating Sales Meetings and Conferences, Presentation & Communication skills, Monitoring Activity Reports, Following Leads, Enquiry Generation, Push & Pull factor, Forecasting Budgets and Sales Targets, Sales Planning – Research and Projections, Managing the Sales Force, working the territory, Graphs, Percentages and Figures

Territory Management:
Issues in Territory Design, Call and Contact Routing and planning,
Time Management, Implementing a Territory Plan

Sales Techniques:
Relationship Selling, Consultancy Selling, Strategic Selling, Partnership Selling, Personal Selling Skills, Negotiating Skills

Motivating & Managing Teams:
Motivating the team,
Implementing motivation programmes that will work, Designing Reward Schemes, Managing a Telephone Sales Team, Managing a Field Sales Team, Create a positive working environment, Basic Sales Training and Developing the Sales Force, Controlling Sales Activities and Improving Sales productivity, Performance Monitoring, Performance Review & Appraisal

Recruitment, Selection & Salaries:
Preparing for interviews, Sources of recruitment, Selecting the right candidate, Calculating Salary, commission, bonuses and expenses, Financial incentives, Assessing pay and performance, Evaluation of sales personnel,

Issues in Sales Management:
Principles and Practice of Irish Law in relation to Sales, Company Rules & Regulations, Ethical concerns in Sales & Sales Management, Ethical Behaviour, Legal constraints, Terms & Conditions of Trade

Leadership & Supervision:
Leadership Styles, Means of supervision

Sales Promotion:
Developing the Business and penetrating markets, Marketing, Public Relations and Advertising, Key Account Management, Online/Cyber Marketing, E-Commerce,
Direct Marketing, Internet & IT Applications in Selling and Sales Management, Database Marketing & Telemarketing, Organising Exhibitions, Conferences and Events
Rewarding clients and customers, Implementing Loyalty schemes, International Selling, The importance of Customer service, Consumer & Organisational Behavior, Achieving real growth for you and your organisation

Methodology
The principal method of learning is through lectures, course notes, assignments and projects. Students are expected to read recommended texts to complement course materials. The Diploma in Sales Management is only awarded to students who successfully complete twenty weeks of assignments, projects, lectures as well as a compulsory exam.

Duration and Cost
The Sales Management Diploma course is twenty weeks in duration and takes place one evening per week. The cost is 1,650.00 Euro plus 350 Euro exam fees.

Scheduled Dates 2008
Thursday 9 October 2008. 18:30-20:30, 20WKS.