Sales Management Comprehensive Course Breakdown

Sales Management Comprehensive Course Breakdown

With this Sales Management Comprehensive Course you can expand your sales knowledge all via distance learning so you can work and study at the same time.
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What you need to know

Entrance Requirements

All you need to start this course is to be able to read and write in English. That’s right, you don’t need matric or any other qualifications to do this course.

Accreditation

This course is a provider programme which means that you won’t receive a certificate from an accredited body, however you will get an award issued to you by Skills Academy.

Assessment Structure

In this course you won’t have any exams. You will only have a Portfolio Of Evidence (POE). Your POE will be made up of two or more assignments and subject tests. To pass this course you will need to achieve a minimum of 50% on all your assessments.

Subject Outcomes

Below we have given you brief descriptions on each of the subjects you will be doing in your Sales Management Comprehensive Course. 

Subject Description
Communication
  • Develop an understanding of verbal communication, including the ability to distinguish and apply direct and indirect communication styles effectively.
  • Master non-verbal communication by interpreting body language, cultural nuances, and visual semiology to enhance message clarity.
  • Acquire skills in business correspondence, including writing professional letters, structured reports, and accurate meeting minutes.
  • Gain confidence in oral interface by mastering telephonic techniques, delivering impactful presentations, and participating effectively in group discussions.
  • Communicate with clarity, precision, and professionalism across various personal and professional contexts.
Sales Management
  • Understand the fundamental concepts and importance of sales management in business success.
  • Identify the key objectives of sales management, such as optimizing processes, ensuring customer satisfaction, and achieving profitability.
  • Explore sales force management, including recruitment, selection, training, performance evaluation, and motivation.
  • Develop strategic sales plans, including sales forecasting, budgeting, and quota setting.
  • Apply personal selling techniques to enhance customer engagement and drive sales.
  • Utilize Customer Relationship Management (CRM) systems to manage customer data and improve sales performance.
  • Design and manage sales territories and quotas to maximize efficiency and market coverage.
  • Implement effective sales techniques, including direct marketing, telemarketing, and technology-driven sales approaches.
  • Analyze buying and selling dynamics, including negotiation skills, customer decision-making processes, and key account management.
  • Explore international sales management, including global market entry strategies, cross-cultural sales approaches, and regulatory considerations.
  • Apply ethical and professional sales practices, ensuring integrity and compliance in all sales interactions.
  • Utilize market analysis tools to assess sales potential, demand forecasting, and competitive positioning.
Creating Customer loyalty
  • Develop skills to build successful customer relationships, including strategies for handling difficult customers and preventing burnout within teams.
  • Understand the foundation of customer satisfaction, including identifying customer needs, setting service standards, and managing expectations.
  • Master problem-solving techniques to address customer complaints, uncover hidden expectations, and take effective action.
  • Apply feedback tools and motivational strategies to improve customer service using both customer and employee feedback.
  • Enhance customer engagement through loyalty programs, communication strategies, technology integration (e.g., CRM systems), and data-driven decision-making.
  • Lead customer service teams by applying principles of leadership, making informed decisions, and measuring effectiveness in customer satisfaction initiatives.
Entrepreneurship:
  • Understand the fundamentals of entrepreneurship and intrapreneurship.
  • Identify the qualities and resources needed for successful entrepreneurs.
  • Develop creative ideas and transform them into business opportunities.
  • Conduct market feasibility studies, including market research and SWOT analysis.
  • Evaluate competitive advantage and target market positioning.
  • Learn financial feasibility concepts: start-up costs, break-even analysis, and sales forecasting.
  • Create a comprehensive business plan covering company description, marketing, and management.
  • Develop pricing strategies, promotional plans, and distribution methods.
  • Understand personnel roles, staffing needs, operational planning, and identify funding sources, financial management strategies, and long-term business sustainability.
Marketing Management: Advanced
  • Develop an advanced understanding of product development, branding, and competitive positioning.
  • Explore modern distribution models, including e-commerce and omnichannel marketing.
  • Learn different pricing strategies, cost structures, and market adaptation techniques.
  • Understand the impact of digital marketing, social media, and content-driven engagement.
  • Conduct marketing research and data analytics for informed decision-making.
  • Analyze crisis management strategies and reputation repair techniques in marketing.
  • Build expertise in interpreting data to support strategic marketing initiatives.
  • Design and manage effective customer loyalty and incentive programs.
  • Evaluate approaches for maintaining trust and managing brand crises effectively.
Sales Management Advanced
  • Understand the purpose and structure of a sales organization and its role in achieving strategic business goals.
  • Apply principles of organizational design such as hierarchy, unity of command, delegation, and span of control in sales teams.
  • Identify and implement effective recruitment and selection practices to build a capable and motivated sales team
  • Develop comprehensive training programmes tailored to the needs of sales personnel and evaluate their effectiveness.
  • Design and implement fair and motivational compensation systems that support retention and performance.
  • Analyze sales performance using tools like dashboards, volume analysis, and budgeting techniques.
  • Evaluate and apply different sales team specialization models (e.g., geographic, product-based, client-based, function-based, matrix).
  • Balance centralized and decentralized approaches to training and supervision for enhanced regional responsiveness.
  • Demonstrate understanding of ethical recruitment practices and ensure fairness and alignment with organizational culture.
  • Use CRM tools and structured evaluation methods to support decision-making and continuous improvement in sales management.

Study Upgrade

Once you have completed your Sales Management Short, Certificate and Comprehensive Courses you can move one of our great accredited  management courses.