Sales Management Certificate / SMC

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 : 

36 hours , one session weekly for eight weeks.