It seeks to enhance the management of the sales function and the sales team by thorough explanation of all related elements.

 Individuals responsible for sales including sales managers, managing directors, general managers, and team leaders.

·         Understand that salesperson selection is a key to ultimate selling success

·         Appreciate the position of sales forecasting in the marketing planning system

·         Understand certain motivation theories in the context of selling

·         Apply motivation theory in practice

·         Set sales targets

·         Organize suitable sales training programs and evaluate their usefulness

·         Strike the balance between various sales compensation plans