Course Details

Course Title:  Marketing & Sales Team Management

Course ID:  MS207E

Fees:  $3150

Days:  5

Introduction   

Modern sales managers increasingly need an understanding of where sales fit in the business model of their company. This course is designed to present the concepts of marketing in a way that will help participants to maximise the return from their own management input.  Participants are encouraged to bring examples from their workplace to discuss during the course so that the tools and techniques covered can be practiced on live case studies.

Using a mix of lectures and exercises, this five day seminar is designed for delivery to both new sales managers and to experienced managers seeking a ‘refresher’ and extension of their knowledge of business processes.

Course objectives      

By the end of the course, participants will be able to:

§         describe and apply the components of marketing

§         obtain and benefit from market information

§         understand market opportunities and how to plan/manage implementation

§         understand the role and responsibilities of the sales manager and how it differs from the roles of salespeople and other managers in a business

§         further develop their set of core sales management skills and to practice preparing for and running coaching sessions

§                       prepare and present their personal sales force management, development and control plan for their territory and team

Prerequisite              

Sales experience

Who should attend?  

New and experienced sales managers, salespeople with the potential to move into a management position and those who support sales who need a fuller understanding of marketing and sales

Course outline      

Day one

What Marketing Is

• Discussion: de-brief of pre-course exercise question, 'How do we define marketing and strategic?
• Presentation: definitions of marketing and the marketing process
• Exercise: in our business, what should marketing manage?

Tools of Marketing

• Presentation: the marketing mix
• Exercise: what does our own marketing mix look like?

Day two           

Market Segmentation & Research

• Presentation: market segmentation principles
• Discussion: de-brief of pre-course exercise question, 'In what ways are groups of our customers similar and different?'
• Presentation: researching markets and segments
• Exercise: what types of market research are we/could we be using?

Marketing Planning

• Presentation: the ingredients of a good marketing plan

§         Exercise: set an appropriate marketing objective for our business and identify the strategic options that will deliver against it, focusing particularly on the role of sales

Day three

The Role & Responsibilities of the Sales Force Manager

• Exercise: what is the role and what are the responsibilities of the sales force manager?
• Presentation: the aim of sales force management, its tasks and their prioritisation
• Exercise: analysis of pre-course time logs and discussion of their implications
• Presentation: sales force planning, organising, directing and controlling tools
• Exercise: Agreeing which tools are needed in our organisation

Day four

Sales Forecasting & Objective -Setting

• Presentation: sales forecasting techniques
• Case study: prepare a sales forecast
• Presentation: Setting and agreeing targets with the sales force
• Exercise: communicating and negotiating targets with salespeople

Effective Territory Management

• Exercise: territory management - what are the issues and challenges?
• Presentation: route management, journey plan development and time utilisation tools

Day five

Motivating, Evaluating & Coaching The Sales force

• Exercise: which factors motivate salespeople to work harder and which factors de-motivate them?
• Presentation: motivational theories
• Presentation: evaluating salespeople’s' performance and drawing up development plans
• Exercise: draw up an evaluation sheet to use during accompanied sales calls
• Presentation: Coaching salespeople - use of coaching models and frameworks
• Questionnaire debrief: analysis of the sales force management influence styles questionnaire
• Role play work: in pairs, prepare for and run coaching session role plays