sales force
STEPHEN M. ROSS SCHOOL OF BUSINESS
WINTER 2007
M609: Designing and Managing the Sales Team
Follett Carter
E-mail: fcarter@umich.edu Phone: (415)336-8622 M (734)222-0089 H (239)395-3244 H
Class hours: Tuesdays, 7:00-10:00pm, Ann Arbor Office Hours: before and/or after class by appointment Conference calls also possible Textbook: Assembled readings and case studies
Course Description
The objectives of this course are to improve your understanding of the role of the sales force in the achievement of a firm's business objectives, and to enhance your decision-making skills in the development and management of sales programs. The course is divided into four sections;
1. Customer Interface Strategies and Selling Effectiveness. In this section we develop an appreciation of interfacing with customers. We also examine what constitutes effective selling since this is key to designing and managing an effective sales organization. The interrelationship between the sales program and a firm's overall market strategy will be addressed in how it impacts sales management.
2. Creating a Sales Dynasty. Here we focus on creation of the sales organization and the impact organizational decisions have on sales productivity. We will look at selling and sales management in areas of emerging importance such as the global arena and developing sales programs across channels. As part of the organization discussion we also focus in this section on the recruiting and training strategies of the sales organization.
3. Beating the Sales Plan. This topic will focus on the critical decisions made by sales executives. Issues of sales force quota, compensation, motivation, and evaluation will be considered.
4. Managing for Success. This section deals with the role and importance of the first-level sales manager and some of the challenges faced by a person in this position. Topics cover will include sales forecasting, the role of
WINTER 2007
M609: Designing and Managing the Sales Team
Follett Carter
E-mail: fcarter@umich.edu Phone: (415)336-8622 M (734)222-0089 H (239)395-3244 H
Class hours: Tuesdays, 7:00-10:00pm, Ann Arbor Office Hours: before and/or after class by appointment Conference calls also possible Textbook: Assembled readings and case studies
Course Description
The objectives of this course are to improve your understanding of the role of the sales force in the achievement of a firm's business objectives, and to enhance your decision-making skills in the development and management of sales programs. The course is divided into four sections;
1. Customer Interface Strategies and Selling Effectiveness. In this section we develop an appreciation of interfacing with customers. We also examine what constitutes effective selling since this is key to designing and managing an effective sales organization. The interrelationship between the sales program and a firm's overall market strategy will be addressed in how it impacts sales management.
2. Creating a Sales Dynasty. Here we focus on creation of the sales organization and the impact organizational decisions have on sales productivity. We will look at selling and sales management in areas of emerging importance such as the global arena and developing sales programs across channels. As part of the organization discussion we also focus in this section on the recruiting and training strategies of the sales organization.
3. Beating the Sales Plan. This topic will focus on the critical decisions made by sales executives. Issues of sales force quota, compensation, motivation, and evaluation will be considered.
4. Managing for Success. This section deals with the role and importance of the first-level sales manager and some of the challenges faced by a person in this position. Topics cover will include sales forecasting, the role of