Effective Sales Management ON DEMAND
Available Until
Your Desk
11.0 Credits
Member Price $308.00
Non-Member Price $354.00
Overview
The sales department must obtain orders from customers as cost-effectively as possible, or else an organization will soon go out of business. In this course, we describe every aspect of how to run the department.
Highlights
Positioning of sales within the marketing mix. The sales manager position. The salesperson position. Types of sales strategies. The sales goal breakdown. The sales team. Managing sales opportunities. Managing existing accounts. Types of selling models. Customer relationships. Types of sales force structures, and more.
Prerequisites
None.
Designed For
CPAs, CFPs, and other financial advisers.
Objectives
Identify the responsibilities of the sales staff and sales manager. Specify the selling challenges in today’s business environment. Describe the traits of a good salesperson. Identify the situations in which it makes sense to recruit salespeople from competitors. Specify the different types of sales strategies. Identify the contents of a go-to-market plan. Recall the best possible customers for an in-house sales staff. Specify the circumstances under which sales teams should be used. Describe how to grow the customer base. Specify how to calculate the average cost of a sales call. Specify how up-selling and cross-selling are used. Recall the different types of purchases that a customer may make. Recall how a buying center operates, and more.
Preparation
None.
Notice
None.
Leader(s):
Leader Bios
Steven Bragg, Western CPE
Steven M. Bragg, CPA, is a full-time book and course author who has written more than 70 business books. He provides Western CPE with self-study courses in the areas of accounting and finance, with an emphasis on the practical application of accounting standards and management techniques. A sampling of his courses include the The New Controller Guidebook, The GAAP Guidebook, Accountants’ Guidebook, and Closing the Books: An Accountant’s Guide. He also manages the Accounting Best Practices podcast.
Steven has been the CFO or controller of both public and private companies and has been a consulting manager with Ernst & Young and an auditor with Deloitte & Touche. He holds an MBA from Babson College, a Master of Finance from Bentley College, and a BA from the University of Maine (summa cum laude).
Non-Member Price $354.00
Member Price $308.00