1st Module: The strategic role of the sales position

• Strategic organizational levels and sales position;
• Peculiarities of the organizational buyer behavior;
• Major coordinates of the sales strategy;

2nd Module: The structure of the sales force

• Types of organizational structures of the sales force;
  Comparative analysis of the strengths and limitations of different structures;
• Distribution of sales effort;

3rd Module: Recruitment and selection of the sales force

• The importance of recruitment and selection;
• Stages of the recruitment and selection process;
• Job description;

4th Module: Motivating and rewarding the sales force

• Motivation and reward systems;
• Financial compensation;
• Non-financial compensation;

5th Module: Evaluating sales force effectiveness and performance

• Sales organization audit;
• Benchmarking;
• Evaluation methods;

6th Module: Assessing the performance of sales force members

• The purpose of the evaluations;
• Evaluation methods;
• Sales force team members’ satisfaction with the activity they’ve carried out;

Case studies used
Inside the “Sales Force Management” program we will use mini-cases on sales force management themes.

The program is designed for managers in different decision-making levels of the sales force (sales directors, sales managers, area managers, supervisors etc.), who want to improve their effectiveness and efficiency both at team level and individually.

Inside the “Sales Force Management” course every participant will get the chance to develop their abilities to:

• link sales and marketing positions in an organization;
• project the most suitable structure of sales force;
• select the right employees for the sales force roles;
• choose the most effective mix of motivational tools for the sales force team;
• use methods and tools suitable for effectiveness and individual & team performance evaluation;

“A very well-structured program and adapted to the organizational culture of each participant. I liked the fact that at the beginning the needs of each participant / expectations of the course were outlined and the response to them was followed along the way. ” – Nataia Ursu, Sales Manager – Machteam Soft

“It’s an ok program, which can have many practical applications, with the role of improving the entire activity of a company. Quote: “If life doesn’t make you smile, tickle it!” – Iulia Andrei, Sales Representative – Total Commercial Management

”Insightful, thought provoking, educational!” – Ana Solovăstru, Sales Manager – TradeAds Interactive