Sales Management

Catalog description

Sales is one of the most critical functions of any business, directly driving revenue and customer relationships. This course provides students with a comprehensive understanding of modern sales management - from individual sales performance to the alignment of sales strategies with broader organizational goals. Students will explore how professional sales teams operate in complex business-to-business (B2B) environments, examining consultative selling techniques, structured sales processes, and effective communication skills. The course highlights the evolution of sales from a transactional, product-based role to a customer-centric, value-creating function that works in close partnership with marketing, HR, and strategic leadership. Key themes include how to build and manage a sales organization, how to adapt to buyer behavior and decision-making processes, and how to create sales strategies that align with corporate objectives. Students will learn about performance measurement, sales enablement tools, and how cross-functional collaboration strengthens sales effectiveness. Practical skill-building is emphasized through role plays, presentations, and case-based exercises.