Sales Management

Improve your coaching skills

The success of the modern sales manager is determined by a large number of factors that will all be discussed in the 10-day Sales Management course.

The combination of role plays, practice cases and theory ensure results that immediately can be applied in practice.

Subjects

The training programme consists of five modules of two days each including an evening programme during the first evening of each module.

Module structure

Module I

  • Field coaching.
  • Funnel management.
  • The sales plan (evening programme).
  • Sales and salesman psychology.
  • Arguments.

Module II

  • Management versus coaching.
  • Styles of management.
  • Personal management style.
  • Personal presentations.
  • Guest speaker (evening programme).
  • Sales qualities.

Module III

  • Motivation processes.
  • Repeating and exploring.
  • Coaching-style management by means of MoRe Coaching©.
  • Presentations of the sales plan (evening programme).
  • Job assessment interviews.
  • Funnel management (continued).

Module IV

  • Negotiating for sales managers.
  • Presentations of the sales plan (evening programme).
  • Assessment interviews.
  • Higher closing techniques.

Module V

  • Networks.
  • Guest speaker (evening programme).
  • Non-verbal communication.
  • Dealing with apparent lost orders.
  • Budgeting talks.
  • Presentation of the certificates.
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Please note all open trainings are in Dutch unless indicated otherwise.

Practical information
  • 5 x 2 consecutive days, including an evening programme on the first day of each session.
  • In-company / Open training.
  • Maximum 8, minimum 4 participants.
  • Intermediate Vocational Education/Higher Vocational Education.
Relaterd course(s)

This course is often used simultaneously in combination with the commercial course for salesmen for sales management. In this way, all parties involved speak the same (sales) language and results in a greater mutual understanding and appreciation.

Look at our management program.