Course Name: Management Skills for Field Sales Managers
Discipline: Marketing and Sales Management
Faculty: Fermin A. Domingo
Description:

As a Field Sales Manager (FSM), you are tasked to deliver performance through direct reports. As such, you should be proficient particularly on the core functions, which are planning, organizing, controlling and leading.

This course provides insights on various issues pertinent to the activities of an FSM. You should be able to balance executive level work vs. field related work together with your direct reports. You will also benefit from an insightful discussion of the roles and functions of Managers vs. Leaders, since not all managers are leaders.

Schedules:
Date: December 1, 2010 - December 3, 2010
Faculty: Fermin A. Domingo
Day Schedules: 9:00 am-5:00 pm
Wednesday, Thursday, Friday

Objective: After the course, you will:
    1.  Manifest understanding of the FSM's roles and functions;
    2.  Learn, appreciate and apply the management functions of planning,
         organizing, leading and controlling;
    3.  Learn and apply the management tools for skillful management of the
         direct reports;
    4.  Learn how to effectively undertake people management to enhance
         performance from the direct reports; and
    5.  Learn and gain insights on leadership, its varied styles, and competencies.

Outline: Day One
A.  Communication skills for FSMs
B.  Personality styles and efficient interfacing
C.  Who and how are FSMs appraised
D.  FSM's key roles and functions
      1.  FSM's key role in the organization
      2.  Key issues on planning work
      3.  Major activities in the organizing function
      4.  The FSMs controlling function

Day Two
A.  Selling cycle
B.  Selling styles of field sales personnel
C.  FSMs leadership styles and authority styles
D.  Sales personnel's selling styles vs. FSM's
      leadership styles
E.  Coaching and Counseling
      1.  Definitions – coaching / counseling
      2.  Coaching / counseling process
      3.  Benefits of coaching / counseling

Day Three
A.  Motivating field sales personnel
B.  Conducting sales meetings
C.  Performance evaluation (why, when, how)
D.  FSM, the leader of his team
      1.  Leadership defined
      2.  Leaders vs. Managers
      3.  Leadership qualities (positive / negative)
      4.  Leadership attitude
      5.  Challenges in the new millennium

                                                                    TESTIMONIALS PAGE



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