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Status

Open

Estimated Completion Time

18 weeks

Overview

Marketing 2b: Developing a Sales Team

How does a business make money? If you said sales, then you’re right! This course explores the secrets to sales. You’ll learn expectations, best practices, sales planning, building a clientele that becomes long-term buyers, and how to stay motivated to sell, sell, sell! If sales management is your goal, you’ll learn about management styles, how to find, hire, train, motivate, and compensate your team.

During this course, you will learn career-related skills and earn a badge for this accomplishment. A badge is a digital certification of your career-related learning that you can share on social media or with higher education platforms, colleges, potential employers, peers, and colleagues. Select this link to learn more about badges.

Major Topics and Concepts

Unit 1: Sales: People, Processes, and Strategies
Understand personal success characteristics for different sales positions
Explain key factors in building a clientele
Understand the best practices in selling that lead to exceeding customer expectations
Explain business ethics in selling

Unit 2: The Numbers Behind the Sales
Describe the nature of budgets
Understand the various methods sales managers use to develop sales forecasts
Discover proper procedures for maintaining sales records
Calculate sales productivity

Unit 3: Better Together: The Sales Team
Identify the purposes of sales organization
Understand the model of salesperson performance
Describe the sales territory design process
Discuss key approaches to determining sales force size

Unit 4: Finding and Hiring Good Salespeople
Understand personal success characteristics for different sales positions
Explain key factors in building a clientele
Understand the best practices in selling that lead to exceeding customer expectations
Explain business ethics in selling

Unit 5: Managing and Training Salespeople
Understand the process of new employee orientation
Compare and contrast management styles
Discuss the development of sales training programs
Analyze characteristics of good leaders

Unit 6: Sales Motivation and Compensation
Understand how an individual’s career stage influences motivation
Discuss the effect of personal characteristics on salesperson motivation
Examine the motivational aspects of sales contests
Demonstrate methods to recognize and reward team performance

Unit 7: Evaluating Sales Performance
Identify and explain key success factors for salesperson performance
Understand how a sales manager can make the performance review process more productive and valuable for the salesperson
Discuss the actions salespeople can take to ensure long-term buyer-seller relationships

Unit 8: Technological Tools and the Future of Marketing and Sales
Demonstrate mastery of computers and technology currently used in marketing
Identify use of virtual means of communication
Discuss the use of electronic presentation in demonstrations, sales meetings, staff meetings, and sales reports.
Identify trends affecting marketing research

Credits .5

Competencies

  • Sales Foundations
    Students will demonstrate an understanding of sales foundations by analyzing traits of successful salespeople, explaining sales techniques, and explaining the impact of selling on customer relationships.
  • Sales Numbers
    Students will demonstrate an understanding of sales numbers by explaining sales measurement, explaining methods of sales forecasting, and evaluating procedures for maintaining sales data.
  • Sales Teams
    Students will demonstrate an understanding of sales teams by describing the purpose of sales organizational structures, explaining models of sales team performance, and explaining sales territory design processes.
  • Recruitment of Salespeople
    Students will demonstrate an understanding of the recruitment of salespeople by describing the hiring process, summarizing the connection between sales and salespeople, and explaining equal opportunity employment.
  • Sales Management
    Students will demonstrate an understanding of sales management by describing the sales training process and comparing management styles.
  • Sales Compensation
    Students will demonstrate an understanding of sales compensation by describing sales motivation strategies, comparing sales compensation plans, and summarizing types of sales quotas.
  • Sales Performance
    Students will demonstrate an understanding of sales performance by describing techniques involved in building a sales team, explaining metrics used to measure performance, and describing sales skills.
  • The Future of Marketing and Sales
    Students will demonstrate an understanding of the future of marketing and sales by explaining the marketing ecosystem, comparing emerging technologies, and describing market research innovations.

Pre-Requisites

Marketing 2a

Attend a virtual open house

We offer regular online open house webinars where VLACS staff members provide parents and students with an overview of our programs and answer questions about online learning.