Sales Management The Marketing Association Of Australia And New Zealand

Hi my name is Bill and I found I had enough of the irregular time at uni and the administrative nonsense that seemed more important than helping me to learn. So I have been trying the MAANZ course.

Bill
Sydney

I would like to thank MAANZ for their outstanding learning resources. Your online courses have helped me refresh my skills, learn new skills and formalise skills that I have learnt "on the job". The MXpress courses provide people with an affordable and flexible means for pursuing further study. The course material is of an exceptional standard. I found it interesting to read, useful and relevant. I would also like to thank MAANZ for their support and exemplary customer service.

Darren Tollemache
Kingsford

Excellent and truly useful notes on marketing planning. Very good value!

Bianca Young
Perth

A Regional Association with a Global Perspective

» Education, Training and Development » Marketing Courses - MXpress » MXpress Courses by Subject » Sales Management


Introduction to Sales Team Management	AUD $75.00 Member price AUD $67.50

Power Point Lecture notes plus 25 Pages of Reference Notes highlighting the following: Sales Management and The Personal Selling and Process; What Do Sales Managers Do? Sales Management Activities; Planning; Organising; Setting sales objectives; Forecasting; Setting sales quotas; Budgeting; Staffing; Recruiting and selecting staff; Indoctrination and Orientation; Sales Training and Coaching; Directing the Salesforce; Leadership activities; Delegating; Implementing; Controlling; Appraisal and feedback; Developing Sales Strategies and Plans; Team selling; From product selling to systems selling;

Building Business	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture notes plus 13 Pages of Reference Notes Prospecting for Business & Qualifying Prospects; What Is A Prospect? A Qualified Prospect?; What Is Prospecting?; How You Can Locate New Prospects; How Can You Qualify New Prospects?; Using The Telephone To Find, Qualify, And Sell Prospects;

Prospecting for Business & Qualifying Prospects	AUD $35.00 Member price AUD $31.50



Inspiration, Motivation and Ethics in Sales Management	AUD $50.00 Member price AUD $45.00

Power Point Lecture notes plus 30 Pages of Reference Notes highlighting the following: Managing Through Motivation; What is Morale? Results of Low Morale; Common Causes of Poor Morale; Role Conflict and Ambiguity; Financial Motivators; Unfair Compensation; Motivating People; Why Do People Work? Appraising and Evaluating the Salesperson; Benefits of Organised Evaluation; Establishing Job-Standards; Adjusting Job-Standards to Individual Salespeople; Common Pitfalls Of Appraisal; Job-Related Factors that Influence Why Is Motivation Theory Rarely Applied? Motivating Individuals; Problem Salespeople; Performance Oriented Criticism;

Introduction To Sales Management	AUD $50.00 Member price AUD $45.00

Power Point Lecture notes plus 25 Pages of Reference Notes highlighting the following: Sales Management and The Personal Selling and Process; What Do Sales Managers Do? Sales Management Activities; Planning; Organising; Setting sales objectives; Forecasting; Setting sales quotas; Budgeting; Staffing; Recruiting and selecting staff; Indoctrination and Orientation; Sales Training and Coaching; Directing the Salesforce; Leadership activities; Delegating; Implementing; Controlling; Appraisal and feedback; Developing Sales Strategies and Plans; Team selling; From product selling to systems selling;

Introduction to Sales management	AUD $50.00 Member price AUD $45.00



Recruitment, Selection, Induction and Training	AUD $75.00 Member price AUD $67.50



Sales Force Organisation	AUD $75.00 Member price AUD $67.50

Sales Force Organisation Power Point Lecture notes plus 30 Pages of Reference Notes highlighting the following: What is an Organisation? Objectives; Roles; Sales Force Organisation and Strategic Planning; Basic Types of Organisations; Common Organisational Designs; Specialisation within a sales department; The Horizontal Organisation; Market Specialisation; Matrix Design; Combination of Organisational Bases; Characteristics of a Good Organisation; National Account Management; Is the Customer Developing Territories; Scheduling and Routing; Sales Force Size: Key Accounts

The Personal Selling and Sales Management Process	AUD $75.00 Member price AUD $67.50

Power Point Lecture notes plus 25 Pages of Reference Notes highlighting the following: The Personal Selling and Sales Management Process; What Do Sales Managers Do?; Sales Management Activities; . Planning; Organising; Developing the sales organisation structure; Deciding on task allocation and the distribution of territories.; Co-ordinating sales efforts with other organisational functions.; Setting sales objectives; Forecasting; Setting sales quotas; Budgeting; . Staffing; Determining the requirements for staff; Determining Hiring Objectives; Qualifications of Those Hired; Position Description.; Recruiting and selecting staff; Induction and Orientation; Sales Training; Coaching; Developing staff; Creating remuneration and compensation packages; Termination; . Directing the Salesforce; Leadership activities; Management activities; Supervisory activities; Motivating staff; The Supporting Role; Setting objectives; Supporting; Communicating; Delegating; Applying resources and leveraging technology; . Implementing; Planning implementation; Organising; Executing; Ensuring goal-directed actions; Assigning resources; Implementation planning involves:; Organisation; Scheduling; . Controlling; Evaluation and performance appraisal; Establishing reporting systems; Establishing performance standards; Measuring performance; Evaluating the effectiveness of the organisation; Appraisal and feedback; Taking corrective action; The Strategic Role of the Sales Function; A Strategic Perspective Focused on Customers; Developing Sales Strategies and Plans; Strategy; Policies; Tactics; Procedures; Account targeting strategy; Relationship strategy; Selling strategy; Sales channel strategy; Independent Distributors; Independent representatives; Team selling; Sales Management Trends; From transactions to relationships; From individuals to team selling; From sales volume to sales productivity; From management to leadership; From administrative to entrepreneurial/Business development; From a limited firm selling focus to a multiple sales channel selling focus; From a simple concept of partnering to a multiple partner/relationship focus; From product selling to systems selling; From a profit only focus to greater social responsibility; From local to global; Relationships of the Sales Manager; The Sales Force; The Customer; Others in the Organisation; Emphasis of Sales Department; Managing the Relationships of the Sales Manager; Appendix - Job Roles; Director of Sales; Sales Management; Account Executive;

Staff Appraisal and Criticism	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture plus 16 Pages of Reference Notes highlighting the following: Appraising And Evaluating The Salesperson; Further Benefits Of Organised Evaluation; How Often To Evaluate; Steps In The Evaluation Process; Gathering And Using Sales Data; Establishing Job-Standards; Adjusting Job-Standards To Individual Salespeople; Keeping The Salesperson's Performance Record; Gathering And Using Personal Data; Taking An Inventory Of Sales Attributes; Relating Sales Attributes To The Sales Record; Scoring Or Rating Systems; Making Note Of Change And Improvement; Common Pitfalls Of Appraisal; Problem Salespeople; What Causes Problem Salespeople?; Preventing Problems; The Troublemaker; Criticising The Salesperson.; Criticism And Correction Defined; Why Criticism Is Necessary.; When Criticism Is Inappropriate; The Goal Of Criticism; The Importance Of Consistent Criticism; Considerations Before You Criticise; Making The Criticism;

Controlling the Sales Operation	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 10 Pages of Reference Notes highlighting the following: Nature of Control; Standards; Fixed standards.; Variable standards.; Analytical standards.; What is the cause of success in selling?; Collecting the Information; Analysis of Variances; Corrective Action; Designing and Implementing an Effective Reporting System; Test the Report Layouts; Designing the Reports the Salespeople Complete; Check the Report Works; Monitoring the Sales Activity; Identifying the Problems and Opportunities; The Diagnostic Approach; Automatic Forecasting; Relation between Planning and Control; SETTING GOALS; Goals Are a Must; Sales Activity Equals Sales Results; Management by objectives; Benefits;

Demand Analysis - Sales Forecasting	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 12 Pages of Reference Notes highlighting the following: Organisational Demand Analysis; Potential Represents Opportunity; Absolute vs. Relative Potential; Potentials: Planning and Control by Segment; The Role of the Sales Forecast; Applying Market Potential and the Sales Forecast; The Essential Dimensions of Sales Forecasting; General Approaches to Forecasting; Top-Down;; Bottom-Up; Combination Approach; The Forecasting Time Frame; Forecasting Methods; Qualitative Techniques; Executive Panels; Sales Force Composite; Delphi Method; Delphi Application; Quantitative Techniques; Time Series Analysis; Trend; Seasonal; Cycle and Irregular; Regression or Causal Techniques; Limitations; Time Series vs. Causal Methods

Directing by Motivating	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture notes plus 12 Pages of Reference Notes The Environment For Motivation; Job Demotivators; Uncertain Job Requirements; Misapplied Qualifications; Inadequate Personal Development; Poor Working Environment; Poor Reward Systems; Managing Through Motivation; A Logical Approach To Individualised Motivation; Why Do People Buy?; Why Do People Work?; How Should Managers Manage?; The Open Management System; The Other Person's Point Of View; Build On Strengths; Individual Needs; Why Is Motivation Theory Rarely Applied?; Eliminating Job Demotivators; Identify The Job Clearly; Hire Qualified Or Qualifiable Candidates; Orient And Train Candidates; Provide Proper Supervision; Reward Equitably; Develop Personnel; Monitor Continuously; Motivating Individuals; Technical Resources; Individual Supervision; Individual Need Identification; Job Restructuring For Motivational Opportunities; Implementing Motivation Theories; Implementation By The Field Sales Manager; To Motivate New Representatives; To Motivate Experienced Representatives; Actions For Meeting Representatives' Needs; To Motivate The Older Representative; Implementation By The General Sales Manager; To Motivate Field Sales Managers; To Motivate Field Sales Managers To Motivate Others; Financial Motivators; Role Conflict And Ambiguity;

Staff Evaluation and Performance Appraisal	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture notes plus 17 Pages of Reference Notes Evaluation And Performance Appraisal; Overview; Analysis Of Performance Efforts; Developing Information On Salespeople's Efforts; Frequency Of Performance Appraisal; Analysis Of Performance Setting; Sales Managers' Activities; Procedures And Methods; Goals And Policies; Diagnosis; Diagnosing Organisational Performance; Diagnosing Individual Performance; Recommendations And Action; Realocation Of Effort; Personal Development; Changing The Performance Setting; How Evaluation Relates To Other Components Of The Sales Management Mix Model; Evaluation - Sales Organisation; Insights & Issues;

Legal And Ethical Aspects Of Personal Selling And Sales Management	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture Notes Plus 14 Pages Of Reference Notes Legal And Ethical Aspects Of Personal Selling And Sales Management; Foundation Of Ethics And Moral Conduct; Teleological Theories; Deontological Theories; Business Ethics Paradigm; Individual Ethics; Company Ethics; Societal Ethics; External Effecting Factors; Ethics Related To The Sales Management Mix; Ethics - Recruiting And Selection; Ethics;E ducation And Training; Ethics.- Compensation; Ethics - Motivation; Ethics - Evaluation; Ethics - Sales Forecasting; Ethics - Allocation Of Resources;

Morale and Motivation	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture notes plus 9 Pages of Reference Notes Why Morale is Important; Does Morale Vary?; Is Work Climate Related to Morale?; Attitudes and Morale?; How Does Competition Affect Morale?; What Else Influences Morale?; How Does Morale Affect Productivity?.; Can You Measure Morale?; Why Measure Morale?; What are the Signs of Low Morale?; Organisational Barriers; How to Help Build Morale;

Negotiating Your Way to New Partnerships	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture notes plus 12 Pages of Reference Notes Negotiating Your Way to New Partnerships; Formal and Informal Negotiations; Knowing With Whom You Are Negotiating; Why People Negotiate: Distributive and/or Integrative Gains; Types of Issues Around Which Negotiation Takes Place; EXERCISE Identifying the Variables; Recognising and Dealing with Needs; EXERCISE Recognising Needs; The Importance of External and Internal Environmental Factors; Composition of the Negotiating Team and Relationships to Members of the Other Team; Constituent Organisations; Negotiating Skills; Pacing and Shifting Positions; Turning Predicaments to Opportunities: From Win-Lose to Win-Win; Third-Party Interventions;

New Salesperson - Induction	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture notes plus 10 Pages of Reference Notes Your Role in Indoctrination and Orientation; A Common Error; Maintaining a Good Attitude in the New Salesperson; Establishing the New Employee's Status; Making the Organisation Seem Real; Keeping Ahead of the Grapevine; INTRODUCING THE NEW EMPLOYEE TO HIS/HER TERRITORY; Coaching the New Salesperson on the Job; Expect Him or her to Be Nervous; Letting the Old Salesperson Train His/her Replacement; Announcing the New Employee to Present Customers; Using Senior Salespeople to Train New Employees;

Recruiting and Selecting Personnel	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 12 Pages of Reference Notes highlighting the following- Analysing Sales Jobs; Realism of Job Analysis; The Job Description; Sales Qualifications; Matching Salespeople with Buyers; Personality Factors; Problems in Recruiting; Recruiting; Company sources; Classified advertising; Employment agencies; Customers and Competition; Selecting Prospects; Application blanks; Personal Interviews; Background Checks; Testing;

Sales Force Compensation	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture plus 20 Pages of Reference Notes highlighting the following- Compensation; What Do Salespeople Do?; Objectives Of A Strong Compensation Plan; Needs Of The Salespeople; Equitable; Stable; Provide Incentive; Understandable; Company Needs; Attract And Retain Desirable Salespeople; Encourage Specific Activities; Reward Outstanding Performances; Provide The Optimum Balance Between Costs And Results; Develop Long-Term Relationships With Customers; Provide Easy Administration; The Process For Developing The Compensation Plan; Major Decision Areas; Gross Level Of Compensation; The Compensation Mix; Measurement Criteria; The Process; Evaluate The Job Description; Establish Specific Objectives; Determine Levels Of Compensation; Develop The Compensation Mix; The Proportion For Incentives.; Regressive Versus Progressive Incentive.; Pretest The Plan; Administer And Evaluate The Plan; Basic Compensation Plans; Salary; Characteristics; Advantages; Disadvantages; Strategic Implications; Commission; Characteristics; Advantages; Disadvantages; Strategic Implications; Bonus; Characteristics; Advantages; Disadvantages; Strategic Implications; Combination; Characteristics; Advantages; Disadvantages; Strategic Implications;

Sales Management - Territory Management	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture plus 20 Pages of Reference Notes highlighting the following- Management of Resources; Time; Company Resources; Self; Planning; New Call Identification; Journey Planning; Appointment Scheduling; Making Travel Plans; Setting Call Objectives; Territory Management; Sales Presentations; Preparing Sales Aids and Equipment; Communicating; Administering; Decision Making; Market Intelligence; Overdue Payments; Planning Territory Call Coverage; Journey Workload Analysis; Cold Call Canvassing; The Costs of Selling; Checklist Functional Activities;

Sales Management and Leadership	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 30 Pages of Reference Notes highlighting the following- Leadership; Leadership and management; Leadership Skills; Skills; Types of Skills; Skill Gaps; Knowledge and Leadership; Velocity - the speed with which knowledge moves through an organisation.; Types of Knowledge; Principles of Leadership; Eleven principles of leadership:; Four Major Factors in Leadership:; Follower; Leader; Communication; Situation; Situational Factors; Environment; Goals, Values, and Concepts; Goals and Objectives; Roles and Relationships; Culture and Climate; Leadership Styles; Leadership Models; Four Framework Approach; Structural Framework; Human Resource Framework; Political Framework; Symbolic Framework; Managerial Grid; Authoritarian (High task concern- low people concern); Team Leader (high task, high relationship); Country Club Leader (low task, high relationship); Impoverished Leader (low task, low relationship); The Processes of Great Leaders; The Situational Leadership Model; The Four Leadership Styles Model; The Leader-Member Exchange (LMX) model; Salesperson's Maturity; Power and Leadership; Use and Abuse of Power; Communication Skills - Influence Strategies; Team Building; Internal system; External system; Leadership, Morale and Motivation; What is Morale?; What Is Motivation?; The Leadership Task; The Environment for Motivation; Understanding Motivation; Factors Affecting Motivation; Factors relating to the job; Factors relating to the organisation; Factors relating to the work environment; Factors relating to personal characteristics; Common Causes of Poor Morale;

Sales Management and Selling Skills	AUD $75.00 Member price AUD $67.50

Overview and Sales Planning Full Power Point Lecture plus 45 Pages of Reference Notes highlighting the following- Winners And Losers; Fear Of Failure; Imagination; Enthusiasm; Concentration; Persistence; Sincerity; Memory; Listening; What Makes A Successful Salesperson?; Confidence; Commitment To Succeed; Smarter Selling; The Other Factor; Product Differentiation; Selling Into The Buying Cycle; Conflict Between 'Selling' And 'Credit'; Marketing Vs Selling; What, Then, Is Marketing?; Marketing Strategy; Selling Strategy; Selling Concepts; Selling Skills; Relating; Questioning; Listening; Supporting; Controlling; Presenting; Introduction To The Sales Cycle; Exercise ; Customer Account Analysis; Customer Account Analysis; Exercise ; Planning Sales Calls; Perception Of Corporate Needs; Benefits For The Corporation; Personal Benefits; State Of The Competition; Pre-Call Preparation; Obtaining/Reviewing Information; Researching Customer Thinking; Customer Profile Questions; Devising A Tactical Call Plan; Tactical Call Planner; Obtaining The Appointment; Contacting; Setting Up The Call; Use Of Direct Mail; Using The Telephone; Overview Of The Sales Cycle; Contacting And Creating A Rapport; Identifying Customer Needs; Presenting Solutions; Agreeing The Next Step (Closing); Following-Through; Packaging Your Appearance;

Sales Management Control and Delegation	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture plus 23 Pages of Reference Notes highlighting the following- Directing By Delegating; Purpose Of Delegation; Process Of Delegation; Limitations Of Delegation; Coordinating; Team Building; Managing Conflict; When Do Conflicts Occur In Sales Management?; Conflict With Whom?; Resolving Conflict; Organisational Theories Of Conflict; The Effects Of Competition; Procedures For Dealing With Conflict; Repressing Conflict; Resolving Conflict; Attitudinal Change Solution; Collaborative Value Systems; Controlling Your Sales Operation; Maintaining Control Of The Sales Force; What Is Being Controlled?; Steps In Obtaining Work Control; Nature Of Control; Standards; Standards Of Success In Selling; Collecting The Information; Analysis Of Variances In Reports; Corrective Action; Designing And Implementing An Effective Reporting System; How Reports Can Be Misused; Test The Report Layouts; Reports As A Tool Of Control; The Use Of Performance-Standards For Control; Common Standards Used For Control; The Iceberg Effect; Getting Reliable Reports From Salesmen; Designing The Reports The Salespeople Complete; Check The Report Works; Monitoring The Sales Activity; Identifying The Problems And Opportunities; The Diagnostic Approach; Automatic Forecasting; Relation Between Planning And Control; Controlling Daily Activity; Control Through Day-To-Day Contact; Following-Up On Your Directions; Setting Goals; Sales Activity Equals Sales Results; Management By Objectives;

Sales Management Organisation	AUD $50.00 Member price AUD $45.00

Full Power Point Lecture plus 13 Pages of Reference Notes highlighting the following- What Is An Organisation?; Why Organise?; Common Organisational Designs; Functional Design; Line Design; Staff Designs; Specialised Designs; Matrix Design; How To Organise; The Job Description; Developing Territories; Why Have Territories?; Territory Designs; Establishing Territories; Breakdown Method; Buildup Method; Incremental Method; Scheduling And Routing;

Sales Management Overview	AUD $75.00 Member price AUD $67.50

Full Power Point Lecture plus 33 Pages of Reference Notes highlighting the following- What Makes A Successful Salesperson?; Confidence; Commitment To Succeed; Sales Management; The Other Factor; Product Differentiation; Selling Into The Buying Cycle; Conflict Between 'Selling' And 'Credit'; Marketing Vs Selling; What, Then, Is Marketing?; Marketing Strategy; Selling Strategy; Selling Concepts; Selling Skills; Relating; Questioning; Listening; Supporting; Controlling; Presenting; Introduction To The Sales Cycle; Exercise ; Customer Account Analysis; Customer Account Analysis; Exercise ; Planning Sales Calls; Perception Of Corporate Needs; Benefits For The Corporation; Personal Benefits; State Of The Competition; Pre-Call Preparation; Obtaining/Reviewing Information; Researching Customer Thinking; Customer Profile Questions; Devising A Tactical Call Plan; Tactical Call Planner; Obtaining The Appointment; Contacting; Setting Up The Call; Use Of Direct Mail; Using The Telephone; Overview Of The Sales Cycle; Contacting And Creating A Rapport; Identifying Customer Needs; Presenting Solutions; Agreeing The Next Step (Closing); Following-Through;

Sales Management Reporting Systems	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 10 Pages of Reference Notes highlighting the following- Why Salespeople Don't Like To Fill Out Reports; Why Management Needs Reports; The Secret To Setting Up A Successful Reporting System; Why Reports Should Be Reviewed Periodically; What Kind Of Reports Are Absolutely Necessary; Two Vital Sales Historical Records; The Sales Itinerary Sheet; The Infamous Call Report, Why Salespeople Hate It; Three Kinds Of Call Reports; The Detailed Report; The Summary Report; The Narrative Report; How To Design Your Own Call Report; How To Read A Call Report:; How To Insure That Sales Reports Will Be Turned In On Time; How Call Reports Benefit Salespeople; How To Use Call Reports To Unmask The Non Working Salesperson; Call Report Clues To The Non Worker; Ways To Detect The Non Worker; When Call Reports Should Be Verified; Six Signs That Point To A Phoney Call Report; How To Verify Call Report Entries; When Checking Up, Leave Room For Doubt;

Sales People's Morale	AUD $35.00 Member price AUD $31.50

Full Power Point Lecture plus 11 Pages of Reference Notes highlighting the following- Nature And Importance Of Morale; What Is Morale?; Results Of Low Morale; Unsatisfactory Sales Performance.; Excessive Turnover.; Impact On Expenses.; Effect On Fellow Employees.; Magnification Of Minor Complaints.; Development Of Outside Interests.; Common Causes Of Poor Morale; Business Reasons; Inadequate Channels Of Communication.; Unsatisfactory Status In Organisation.; Unfair Treatment.; Poor Working Conditions.; Lack Of Confidence In Ability Of The Manager Or Organisation.; Lack Of Recognition.; Poor Compensation Plans.; Nature Of The Job.; Lack Of Security.; Promotions.; Severance Of Personnel.; Poor Territories.; Unwise Sales Quotas.; Ill-Advised Reports.; Too Many Restrictions.; Old Sales People.;

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