D099 – Sales Management focuses on giving you a clear understanding of concepts related to sales, customers, and sales processes in business-to-business and business-to-consumer contexts. This course focuses on macro and micro-management of sales with particular reference to the ways through which administrative management of the sales function contributes to the overall management of an organization. During the course of this module, you will examine crucial areas such as the sales process, CRM, sales analysis, and forecast as these are crucial in the field of sales management if one's wish is to work in the said field.

When you complete this course, you will understand how and where sales management exists in relation to overall business strategy and how you can maximize sales activities for the overall benefit of a business.

Perhaps, the most significant aspect of D099 is the extent to which analyzed topics are applied. Not only basic and advanced concepts of management will be covered but you'll also gain insights into the actual management of the sales team and how to set quotas and forecast sales for your business along with the challenges of B2B and B2C selling. The applied nature of this approach means that when you decide to leave this course, you are ready to handle sales management issues in any environment.

Furthermore, the subject D099 focuses on the connections between sales, marketing, and management. If you want to fully appreciate this interplay and be prepared to lead sales efforts that are consistent with other corporate objectives, then you need to turn to this book.

By the end of D099, you'll be able to:

• Understand Sales Roles: Understand various sales positions the position of sales in an organization and how organizations attract and train their salespeople.
• Master Sales Analytics and Forecasting: Introducing effective and accurate ways to utilize sales data for predictive means, and in effective budgeting of your sales, along with setting achievable and steady quotas for your sales force.
• Navigate CRM Systems: Learn about customer relationship management focusing on how to use CRM to enhance customer relations and increase sales.
• Apply Sales Compensation Strategies: Learn about designing compensation models to support sales compensation and enhance drive within the organization.
• Evaluate Salesperson Performance: Understand how to evaluate and coach staff performance of the salesperson and use performance indicators for the salespersons' growth and for remedial action.