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.

• Increase the amount of qualified recommendations for you or the company you work for by over 25%.
• Increase the conversion rate of each reference received by more than 50%.

“Participating in this program proved to be clarifying at the conceptual level, and in the area of applied know-how, I believe that I received the necessary skills to achieve quality networking.” – Laura Făcăleț, Marketing Manager – Matei Conf Grup