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Sales Force Management

Post Graduate Program in Marketing and Sales

Explore Sales Force Management as part of Post Graduate Program in Marketing and Sales. Read the syllabus and available chapters online.

Academic programmePost Graduate Program in Marketing and Sales

LevelPost Graduate Diploma

Reading sections15

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Sales Force ManagementSyllabus

Foundations And Strategic Role Of Sales Force ManagementChapter 1

Buyer Behaviour And The Professional Selling ProcessChapter 2

Sales Strategy Planning And Go To Market DesignChapter 3

Sales Organization Structure And Workforce DesignChapter 4

Sales Forecasting Capacity And Sales Force SizingChapter 5

Territory Design Routing And Quota ManagementChapter 6

Sales Talent Acquisition Selection And OnboardingChapter 7

Sales Training Coaching And Capability DevelopmentChapter 8

Motivation Leadership Culture And Team ManagementChapter 9

Compensation Incentives And RecognitionChapter 10

Performance Management And Sales AnalyticsChapter 11

Crm Sales Enablement Automation And AiChapter 12

Key Account Relationship And Omnichannel ManagementChapter 13

Ethics Governance And The Future Of Sales LeadershipChapter 14