Sales Management
Course: Sales ManagementWithout sales there is not a business they say, and Beth Rogers will tell you that without a sales management process there are not sales. This 2 Hours course is focused on Negotiating Business Growth and Contract Sales Organizations.TARGET AUDIENCE: Intermediate to Advanced. Ideal for Sales and Marketing Professionals, Executives, MBA Students, Consultants and anybody that needs a strong knowledge of Sales Management. |
Topics included
Sales Management: Negotiating business growth
Course expertBeth Rogers
Principal Lecturer & Author - Sales Management
Sales Outsourcing: Contract Sales Organization
Course expertBeth Rogers
Principal Lecturer & Author - Sales Management
A Contract Sales Organization (CSO) is a firm or company that assists companies in the sales and marketing of their products and/or services. A CSO can provide many services ranging from sales/territory alignment, incentive compensation plans, call centers, hiring/training of reps, managing reps, etc. This course will focus on measure why and when is convenient for a company to use a CSO and when is better to focus on an internal sales team.
LEVEL: Intermediate to Advanced
RUNNING TIME: 55MIn
- What is a Contract Sales Organisation?
- Why sales managers use CSO?
- How sales managers use CSO?
- The theory of Contract Sales Organization
- Uniqueness
- Predictability
- External risk
- Minimising the risk
- A planning framework
- Summary