Loader

Course Description

  • Recruitment and selection
  • Motivation and training
  • Organisation and compensation

  • Recruitment and selection
  • Motivation and training
  • Organisation and compensation

 

Additional Information

Target audience

  • Sales and marketing directors, managers, executives, practitioners and staff.

Learning outcomes

Upon completion of this course, you will be able to understand:

  • That salesperson selection is a key to ultimate selling success.
  • Interview and selection procedures in the context of recruiting salespeople.
  • The advantages and drawbacks of certain tests and procedures related to selection.
  • Certain motivation theories in the context of selling.
  • Motivation in practice.
  • How to set sales targets and quotas.
  • What is required to be a successful leader.
  • How to organise suitable sales training programmes and evaluate their usefulness.
  • The advantages and disadvantages of different salesforce organisation structures.
  • How to compute the numbers of salespeople needed for different selling situations.
  • Factors to be considered when developing sales territories.
  • How to strike a balance between various sales compensation plans.
  • How to establish priorities in relation to customers, travelling time and evolving call patterns.

Target audience Sales and marketing directors, managers, executives, practitioners and staff. Learning outcomes Upon completion of this course, you will be able to understand: That salesperson selection is a key to ultimate selling success. Interview and selection procedures in the...

Read More