COURSE DESCRIPTION:

This course focuses on key human drivers of high-performance sales, from understanding individual motivations to balancing competitiveness with teamwork and providing the right support to enforce the right accountability.  It involves how leaders create high-performance sales teams using team building, sales representative involvement, empowerment, and continuous improvement additionally, the role of the sales force in supply chain management is presented.  The course (and textbook) describe a development program for effective sales management:  The planning, implementation, and evaluation of sales vis-à-vis, the current economic climate.  In keeping with the values of City Tech, both the role of technology and the impact of globalization will be assessed.  Consequently, virtual sales forces plus technology applications will also be covered in this course.  Finally, case studies will be used to help students understand the demands of selling in a dynamic, shrinking world.

SYLLABUS:

Sales Management Fall 2020 (3)

MAJOR WORK: 

SALES MANAGEMENT PROJECT