X
GO
en-USsv-SE

An integrated approach to sales management has a direct effect on sales performance. As well as providing a thorough and up-to-date overview of the relevant theory and research evidence, this elective considers sales force management from a strategic perspective. Practical actions which sales managers can take to direct, influence and control sales staff are examined together with implementation issues such as sales force recruitment and selection, sales training, motivation and reward. Two more key aspects are evaluation and control of sales programmes.

Topics covered

  • Development and role of selling in marketing.
  • Sales strategies.
  • Consumer and organisational buyer behaviour.
  • Sales responsibilities and preparation.
  • Personal selling skills.
  • Key account management.
  • Relationship selling.
  • Direct marketing.
  • Internet and IT applications.
  • Sales settings.
  • International selling.
  • Law and ethical issues.
  • Recruitment and selection.
  • Motivation and training.
  • Organisation and compensation.
  • Sales forecasting and budgeting.
  • Sales force evaluation.
Benefits
  • You read on distance and can take the exam at another location in the world.
  • You will receive an international certificate from one of the world's leading universities.
  • You get a solid material.
  • You get strong support through the web.
  • You turn knowledge directly into “business in practice”.
  • You get academic credits and the benefit of the wider international studies (MBA, MSc and DBA).

 

References:

MBA education has been very stimulating and gave me the tools to apply the knowledge practically in the workplace. The flexibility to learn on distance fits perfectly with a job that involves lots of travelling.

Marie Lobéus, MBA, CFO, Hoist Technology AB

 

This training has far exceeded my expectations. Hugely inspirational speakers, good material, combined with a demanding level of education means that I can really recommend this MBA.

Henrik Jonsson, MBA Commercial Manager The Phone Hourse AB

 

More references...

+46 8-544 715 70

Profile

Manager and key persons

Level

Level 7 (according to the EU framework)

Width

About 200 hours. You will receive an international certificate from one of the world's leading universities, Heriot-Watt University. 10 ECTS (European Credit Transfer System) Credits.

Entry condition

Bachelor degree or equivalent.

Start

Distance learning starts individually.

Fee
  • SEK 13.000 excl VAT.
  • Examination fee is not included.