Sales Management and Getting your Beachhead Customers (19CI85561)
General information
Type:
OP
Curs:
1
Period:
S semester
ECTS Credits:
2 ECTS
Teaching Staff:
Group
Teacher
Department
Language
Prerequisites
None
Course Learning Objectives
COURSE LEARNING OBJECTIVES Learn about setting up the Sales Management and Sales including How to determine the overall goal sales goals and budgets? How to structure the sales process and the teams? How to recruit, retain and let go of sales people? How to manage day to day sales operations? How to sell different types of offerings?
ASSESSMENT
ASSESSMENT BREAKDOWN
Description
%
Oral Participation
20
Exam
40
Group Project on Development of the Sales Function
40
Assessment criteria
Oral participation, Exam, Group Project
Bibliography
Inbound Marketing Predictable Revenue The Sales Acceleration Formula
