Sales Management Certificate / SMC – Feb.

Module 1: Management principles

• Definition of management.
• Management function.
• Management levels .
• Management skills.
• Business and people skills.
• First line manager job description.

Module 2: Sales planning

• Sales planning process.
• Sales plan.
• SWOT / TWOS analysis.
• Sales forecasting methods.
• Sales analysis.
• Budgeting.

Module 3: Coaching for better performance

• What is coaching?
• Management versus coaching.
• Counseling & Mentoring.
• Coaching benefits.
• Coaching process.
• Coaching styles.
• Field coaching.
• GROW Model.

Module 4: Sales Leadership

• Importance of leadership.
• Sales leadership definition.
• Situational leadership model.
• Six Leadership Styles.
• Leadership Effectiveness.

Target participants:

First line managers, district managers, newly appointed supervisors and experience Medical reps who want to develop their management skills.

Duration :

48 hours , one session weekly for 12 weeks.