Sales Management and Control aims to equip learners with an understanding of organising and managing sales and monitoring of sales performance in contemporary business organisations.
Main Topics of Study:
Sales Strategies
- Planning
- ~The planning process
- ~Marketing planning
- ~Establishing marketing plans
- ~Sales planning
- ~Selling as part of the marketing plan
- Pricing Tactics
- ~Price and Value Communication
- ~Price Structure
- ~Financial Analysis
- ~Specialised Strategies
Sales Talent
- Recruitment and Selection of the Salesforce
- ~Talent selection
- ~Designing job description and specification
- ~Selection process-recruitment methods, shortlisting, interviews, selection aids
- ~Motivation, training and leadership
- Evaluating the Salesforce
- ~Evaluation purpose and process
- ~Information gathering
- ~Performance measures and standards
- ~Conducting appraisals
Financial Aspects of Sales Management
- Structuring of Salesforce and Rewards
- ~Organisational structure
- ~The number of salespeople
- ~Establishing sales territories
- ~Compensation of salespeople
- Sales Forecasting and Budgeting
- ~Sales forecasting methods and techniques
- ~The sales budget
- ~Budget determination
- ~Budget allocation
Law and Ethical Issues
- Contemporary ethical and legal issues in selling
- Creating an ethical culture in the sales team
- Unethical practices
Example Candidate Response Booklet
Example Candidate Response (ECR) Booklets are a source of crucial information for Centres and Candidates as they use real candidate responses. We ask Senior Examiners to comment on five or more responses in terms of why the mark was awarded with commentary about how to improve the answer (if necessary).
