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St. Petersburg State Polytechnic University

Sales Management

St. Petersburg State Polytechnic University via Coursera

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Overview

Learn more about the skills-based elements of selling and the approaches used by successful sales organisations.
By taking this Introduction to Sales Management course, you can learn the key skills needed to be effective in sales. While using traditional selling tenets as its foundation and teaching you the role of sales in everyday life, this course adapts these concepts to the rapidly changing world of business, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers.

Syllabus

  • Welcome!
  • Lecture 1. Place of sales management in marketing
    • The topic examines the place of sales management in the marketing mix and communication mix;
      factors determining the leading role of sales in the complex of marketing; buying and selling processes;
      sales staff functions.
  • 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,
      discusses the types of organizational structures and their applicability in various situations.
  • 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
      seller management.
  • Case on GGR-movie
    • In this case you'll find GGR-movie links. You should watch this movie and answer the Quiz.
  • Exam
    • Now, you're ready to pass the exam. Firstly, try to pass the Training Exam.

Taught by

Anastasii Klimin and Aleksei Trykov

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Reviews

4.0 rating, based on 2 Class Central reviews

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  • Janvi Parmar


    "This is the first time I have attended a class in this format and wondered how effective it would be. It was very effective and therefore I would definitely be interested in attending other classes in the same format. The instructor was very knowlegeable and provided a wealth of information about the current version, especially since the last version I used was several releases ago."
  • Sandrine Edeme Dine
    It's a nice class to help you understand how sales management works. It's an interesting class for someone ho wants to be better in sales. I took this class just for my culture and I enjoyed it.
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