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Fall semester - MA - IBM Calendar view

Sales Management - MA (2022-2023)


Class
Vera Champagne
Enrolment for this class is currently closed.

Lessons

Here is the class outline:

Presentation and Remote class link

Module overview and link to follow the class remotely

3 sections
Joing the class remotely
Overview Sales Management - Level 7 Master
Module Study Guide

Week 1

Introduction to Sales Management

1 section
Week 1: Introduction to Sales Management

Week 2

Sales Preparation and Strategic Planning

1 section
Week 2: Sales Preparation and Strategic Planning

Week 3

Consumer and organizational buyer behavior

1 section
Week 3: Consumer and organizational buyer behavior

Week 4

The Sales Process, Networking, Prospecting and approaching

1 section
Week 4: The Sales Process, Networking, Prospecting and approaching

Week 5

Communication and listening

1 section
Week 5: Communication and listening

Week 6

Presentation technique and Storytelling

1 section
Week 6: Presentation techniques and Storytelling

Week 7

Negotiation and overcoming objectives

1 section
Week 7: Negotiation and overcoming objectives

Week 8

Key acount management and the Sales organization

1 section
Week 8: Key account management and the Sales organization

Week 9 - 10

Sales Team Management

1 section
Week 9_10: Sales Team Management

Week 11

Sales Forecast and Budget

1 section
Week 11: Sales Forecast and Budget

Week 12

Technology applied to Sales

1 section
Week 12: Technology applied to Sales

Week 13

International Selling, Law and Ethics

1 section
Week 13: International Selling, Law and Ethics

Week 14

Sales Plan Presentations and preparation for submissions

1 section
Week 14 : Sales Plan presentation and preparation for submission