Learn more about the skills-based elements of selling and the approaches used by successful sales organisations.
À propos de ce cours
Résultats de carrière des étudiants
33%
33%
Ce que vous allez apprendre
Learn to determine the place and role of sales in the marketing mix of the organization.
Learn to formulate a sales strategy in various areas.
Learn to form the organizational structure of sales management.
Compétences que vous acquerrez
Résultats de carrière des étudiants
33%
33%
Offert par
Université polytechnique d'État de Saint-Pétersbourg
Peter the Great St. Petersburg Polytechnic University has a long-standing and successful history over 100 years where a great deal of important discoveries and inventions have been made. It was founded in 1899.
Programme du cours : ce que vous apprendrez dans ce cours
Welcome!
Lecture 1. Place of sales management in marketing
The topic examines the place of sales management in the marketing mix and communication mix;
Lecture 2. Sales strategy
The topic examines the relationship of marketing strategies and sales strategies; types of sales strategies are determined: Account Targeting Strategy, Relationship Strategy, Sales Channel Strategy, Selling Strategy.
Lecture 3. Salesforce size, budgeting and compensations
The topic of the lesson is the determination of the size of the sales department and the choice of the staff salary system. The topic also addresses issues of economic analysis and budgeting of sales.
Lecture 4. Organizational structures
The topic deals with the principles of formation of organizational structures of sales management,
Lecture 5. Sales techniques
The topic examines the job descriptions of sellers, the sales process and various sales techniques.
Lecture 6. Motivation and performance evaluation
The topic examines various theories of salespeople motivation and methods of salespeople performance evaluation.
Lecture 7. Recruitment, training and leadership
The topic deals with the recruitment, selection, training of sellers, as well as leadership-based models of
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Meilleurs avis pour GESTION DES VENTES
I am very thankful to Coursera and LJ Institutes to provide such an opportunity of Learning in Lockdown period. Nice and deep content helped me to enhance my knowledge.
Unable to assess some material. The excel spreadsheets were not in the course folder
Great course for FMCG sales managers. atharalrabie@gmail.com
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