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Sales Management

Course Name Sales Management
Schedule August 5, 2017 - August 19, 2017


9:00am - 5:00pm

Price: Php 19,200.00

Sales management requires a lot of patience, energy, and strong skills set that involves day to day decision-making, planning, organizing, controlling, and leadership. There is a high demand for well-rounded sales managers, who possess both business acumen and inspirational people management skills.

Sales Management is designed to provide you with an insight on the characteristics, skills, and tools that a sales manager must possess to effectively manage both business and people. The course will also help assess your  creative thinking and decision-making skills, while giving tips on how to improve the way you exercise these skills. Other topics to be discussed in this course include: planning, strategizing topics, and people management.


After the course, you will:

1. Gain a basic understanding of sales leadership and its relation to management;

2. Internalize the 7 characteristics of highly successful Sales managers;

3. Recognize the need for Creative thinking in sales and how to stimulate it by using  various tools;

4. Be able to examine the different sales leadership styles, models, and when to apply them;

5. Be able to differentiate group vs individual decision-making and their nuances; and

6. Get a good grasp of the fundamentals in developing the necessary plans, tools, and measures to ensure achievement of sales key deliverables.

Who should attend

This course is designed for managers, supervisors, and junior executives with at least one year experience.


I.    Role of supervisors and managers: Plan, Lead, Organize, Control (PLOC)


II.   7 Characteristics of highly successful sales leaders


III.  Situational leadership in sales management


IV.  Training the sales leader: Explain, Demo,  Apply, Critique (EDAC)


V.   Creative thinking module

       A. Stimulating creative thinking

       B. 4Ps of creativity

       C. Different types of thinkers

       D. Managing different types of thinkers

       E. The 6 thinking hats


VI.  Sales decision-making principles

       A. Sales leadership - What it is?

       B. Group decision making (types, assets,     

           and liabilities)

       C. Evolution of a group: Life cycle and facilitation

       D. Organizational learning

       E. Leadership style concepts and models


VII. Sales strategy: Development and deployment system

Resource Speakers
Mr. Rogerick P. Fermin

is the General Manager of Concept Foods Marketing Corp, a company that manufactures and distributes Ulalamm, a ready to eat (RTE) brand or instant meals. He is also the Business Development Manager of Leysam Commercial, Inc.

Mr. Ronald Zialcita

has been doing consulting work on sales training and development with companies in the agri-feeds, home/personal care, automotive consumables, adhesives, and apparel industries. He has extensive experience in sales and distribution in the consumer goods industry, particularly in general sales management, sales training and development, and operations management of distributors.