Diplomas and Degrees

Sales Management

Course Objectives

The course is designed to equip participants with hands-on management skills to examine the many challenges facing the sales manager in taking his sales team to a higher level.

Who should attend

The course is aimed at sales managers, sales supervisors, area sales managers and senior salespeople, but would be appropriate to anyone wishing to make a move into a sales management position in the future.

Course Outline

  • Marketing and sales management.
  • The truth about management and decision making.
  • The salesperson vs. the sales manager.
  • Setting sales targets and making the budget work.
  • Organising the company and setting a sales territory.
  • Recruiting, training and appraisal of salespeople.
  • Leading and motivating your sales team to their full potential.
  • Incentive schemes.
  • Managing a call centre team.
  • Sales management in a service environment.
  • Communication.
  • Evaluating sales performance.
  • Price setting and other general business issues.
  • Speaking assignments.
  • Case studies.

Assessment and certification

A two-hour examination will be written at the end of the course. A certificate will be awarded to participants achieving a minimum of 50% for the examination

Course Presenter

Mr Andre Raath

Venue of tuition

Education Building - Bellville Campus

Dates and times

First or Second Semester
Registration will take place in the Education Building,
on Wednesday 29 Jan 2013
Commencement: 07 Feb - 30 May 2013
Time: 18:00 to 20:00 (Tuesdays & Thursday Evening)
Duration: 30 Hrs

Course Fee

R4000.00 Payable in full on registration.

Enquiries (Points of delivery)

Centre for Continuing Education
Bellville Campus
Education Building
Symphony Road, Bellville South
P O Box 1906, Bellville
Telephone: +27 21 959 6412
Fax: +27 21 959 6107
Contact persons: Lee Ann Hopley