Certified Sales Manager (CSM)

Certificate Objectives:

After successfully completing this program, you will be able to:

• The changing sales environment
• How to utilize a system for analyzing your sales planning
• The dimensions of effective sales management
• Understanding people: the basis for sales motivation and effective communication
• Organizing and structuring the sales force
• The attributes of standards of performance
• Coaching, counseling and performance appraisals
• The challenges of special personnel situations
• Creative decision-making and problem solving techniques
• The implications of sales compensation

Who Should Attend?

• Seasoned sales managers who want to refine sales planning techniques, build leadership skills and become more powerful decision makers, motivators, communicators, coaches and counselors through advanced sales manager training.
• Sales and Marketing Professionals
• Sales Trainers
• Salespeople
• Brand Managers
• Public Relations (PR) Professionals
• Customer Service Professionals
• Anyone involved in Sales and Marketing

Certificate Outline

PART I: Introduction to Sales Force Management 
1: The Field of Sales Force Management
2: Strategic Sales Force Management
3: Personal Selling Process

PART II: Organizing, Staffing, and Training a Sales Force
4: Sales Force Organization
5: Profiling and Recruiting Salespeople
6: Selecting and Hiring Applicants
7: Developing, Delivering, and Reinforcing a Sales Training Program

PART III: Directing Sales Force Operations
8: Motivating a Sales Force
9: Sales Force Compensation
10: Sales Force Quotas & Expenses
11: Leadership of a Sales Force

PART IV: Sales Planning
12: Sales Forecasting and Developing Budgets
13: Sales Territories
PART V: Evaluating Sales Performance
14: Analysis of Sales Volume
15: Marketing Cost and Profitability Analysis
16: Evaluating a Salesperson’s Performance
17: Ethical and Legal Responsibilities of Sales Managers
Appendix A: Integrative Cases
Appendix B: Careers in Sales Management

Performance Evaluation (Optional):

• Performance will be evaluated on the basis of individual or team project deliverables
• Candidates can complete customized experiential / work-based projects such as developing a relevant analysis document, management strategy, action plan or a senior management presentation
• MSU/MDI Certificate trainer will review the deliverables and provide improvement feedback
• Multiple choice Exam through the Internet or on paper.
• Course Prerequisites:
• For accelerated team workshops, participants must have similar levels of experience. This is not required for public courses or individual self-paced distance-learning courses.

General information :

Duration : 40 Hours

Fees : 5500 L.E

Gitex for Training

EGYPT | Cairo – Alex – Mansoura

KSA – Qatar – UAE

E-mail: gitex-it@hotmail.com

Phone : +201022211012 – +201022211013