Sales Operations/Management

Account Management & Sales Force Design introduces various sales methods, strategic planning, responsibilities of a sales manager, sales operations, and the personal selling process. Learners gain insight into the concept of a buying center.

Sales Force Management covers hiring, job design, recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople for organizational success.

Compensation, Expenses and Quotas delves into financial aspects of managing a sales force, including sales force compensation options, expense management plans, and the use of quotas to help salespeople achieve goals.

Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues details forecasting, budgeting methods, territory development, sales performance evaluation, and addresses legal and ethical concerns facing sales managers.

Sales Operations: Final Project requires learners to analyze real-world sales management practices in a business with a sales function, culminating in a critical analysis of a specific sales manager's practices.