Sales management is a critical area for any business, as there is no business without sales.
In practice, it is the acid test that will dictate the survival and success of the organization, whether large or small, aimed at the consumer, industrial or service market, in a national or international context, in online, offline channels or both. To this end, companies must create a plan to know which products to sell, to which customers, how to approach them, conquer them, keep them, or recover them. These tasks require knowledge of various topics ranging from market research, competitor analysis and definition of a marketing plan, to the selection and training of salespeople, definition of sales approaches, determination of objectives, use of performance measures, performance evaluation, definition and articulation of channels and negotiation.
These are the tools and the topics associated with them that will be addressed in this programme, where we will have not only specialists in the area, but also practitioners, who will give testimony of their experiences and share their knowledge in these domains.
This programme is taught in Portuguese. For more information, click here.