This course is designed to provide students with an understanding and appreciation of the role of a sales manager operating in a global context. Topics are covered from the perspective of both a sales manager and a sales person. Specific topics include managing the interplay between the marketing and selling functions, setting and evaluating sales strategy on both a global and local scale, appreciating the cultural differences that impact global sales management, managing the day to day sales functions including recruitment, training, compensation and performance management as well as, the evaluation and control of global selling methodologies and activities.
This course is designed to provide students with an understanding and appreciation of the role of a sales manager operating in a global context. Topics are covered from the perspective of both a sales manager and a sales person. Specific topics include managing the interplay between the marketing and selling functions, setting and evaluating sales strategy on both a global and local scale, appreciating the cultural differences that impact global sales management, managing the day to day sales functions including recruitment, training, compensation and performance management as well as, the evaluation and control of global selling methodologies and activities.
