Field Sales Management - The Sales Executive

Sales executives with the task of achieving good sales results via a staff of sales employees, often employees they do not have close contact with on a daily basis. Typical participants are sales executives, sales directors, district managers and others with responsibility for external sales staff.

As a participant in Field Sales Management you will get a clear picture of your tasks, and you will be able to prioritise in relation to creating success with your sales team. You will get a better picture of your management authority, gain understanding of your team and be able to pursue the success with your sales people. Your tool box will be loaded with elements of communication, motivation, delegation and sales coaching.

Inspiring theoretical presentations combined with the instructor's own practical experiences, exchange of experiences between participants, group work and individual tasks based on examined theory and cases. The course will be supported by a comprehensive compendium, which can be used as reference work later on.

• The Sales executive's tasks and functions
• The professional sales executive
• Your sales management authority
• Recruitment and selection of a 'Winning Team'
• Efficient communication with your sales strength
• Management and motivation of your salespersons
• Delegation
• Situational management
• Performance management
• Need for training and sales training
• Sales coaching
• Efficient sales meetings
• Problem solving and conflict management
• Personal efficiency
• Personal action plan

The course is held as a 3 day non-residential course. Tuition takes places at the following times:

1. Day 1 from 09:00 to 16.30
2. Day 2 from 09:00 to 16.30
3. Day 3 from 09:00 to 15.00