MKT 504 Study Guide - Final Guide: Sales Management, Needs Assessment, Performance Management

• School: Ryerson University
• Department: Marketing
• Course: MKT 504
• Professor: Daryl D' Souza

Document Summary

First step is to conduct a needs assessment: needs assessment: activities undertaken to determine the extent to which the members of the salesforce possess the skills, attitudes, perceptions, and behaviours required to be successful. Set training objectives: after determining the areas in which training is needed, training objectives should be set, objectives will vary by training need, but all should be specific, measurable, and obtainable to maximize their effectiveness. Setting objectives helps sales managers to determine training expectations and avoids training simply for training"s sake. Sales manager should monitor the progress of training and ensure that training topics are being adequately covered. Sales leadership: activities that influence others to achieve shared goals to advance the organization. Sales management: managing an organization"s personal selling function to include planning, implementing, and controlling the sales management process. Sale supervision: sales managers working with subordinates, including salespeople and sales staff, on an ongoing basis.