Sales Management Courses

Gordon completed the Advanced Diploma in Business Management in 2005 and assisted in the definition of the Sales Management courses

A sales manager is expected to assume the responsibility and apply their skills to achieve their organisations goals for the current planning period and at the same time develop the people reporting to them. The WF Associates sales management courses develop these important attributes in sales managers consistent with modern business management concepts. At the same time talented sales managers can gain insights into alternate channel management, field marketing and understand how to develop long term customer relationships.

Please note: mapping between all of the workshops and competencies is in progress!

The Vocational Graduate Certificate in Sales Management (39186QLD) has been designed for people who are currently active in sales management or are about to step into a senior management role as a Sales Manager, Director or Vice President of Sales. A Sales Manager is responsible for developing selling systems that will provide predictable and stronger sales results that are consistent with corporate outcomes. Sales management integrates personal selling and marketing management, with an emphasis on relationship selling. The focus is primarily on industrial and services rather than retail sales.

The sales management aspects of the course is based upon material contained in the following texts:

Dalrymple Douglas J., Cron William L., & DeCarlo Thomas E. 2004. Sales Management 8th Edition. John Wiley & Sons, Inc. USA. ISBN 1 471 23060 X.
Weitz Barton A., Castleberry Stephen B., & Tanner John F. 2004. Selling: Building Partnerships 5th Edition. McGraw-Hill/Irwin. New York, NY, USA. ISBN 0 072 54928 9
Dalrymple Douglas J., Parsons Leonard J. 2000. Basic Marketing Management 8th Edition. John Wiley & Sons, Inc. USA. ISBN 0 471 35392 2.
Hoggett John., Edwards Lew., & Medlin John. 2006. Accounting 6th Edition. John Wiley & Sons Australia Ltd. Milton QLD. ISBN 0 470 80658 3.
Peppers Don., Rogers Martha. 2004. Managing Customer Relationships: A Strategic Framework. John Wiley & Sons, Inc. USA. ISBN 0 471 48590 X.

...and the following journals:

Journal of Personal Selling & Sales Management (JPSSM) Pi Sigma Epsilon National Educational Foundation ISSN 0885 3134.
Harvard Business Review (HBR) Harvard Business School Publishing ISSN 0017 8012.
Academy of Management Executive (AME) The Academy of Management ISSN 1079 5545.

It is finally recommended that students also have access to the following texts which are incorporated in the Advanced Diploma of Business Management.

Davidson Paul, Griffin Ricky W., 2006. Management – 3rd Australasian Edition . John Wiley & Sons, Milton, QLD, Australia. ISBN 0 470 80692 3.

Entry Requirements

The entry path that is recommended for this course is illustrated in the following diagram:

Career Opportunities

The careers that result from this qualification are at a senior management and executive level within organisations.

Course Duration

The time allocated to the course is 240 to 300 hours. This is equivalent to approximately 6 months of 10 hours study per week.

Qualification

Vocational Graduate Certificate

Recognition of Current Competency (RCC) or Recognition of Prior Learning (RPL)

With the Vocational Graduate Certificate in Sales Management students are frequently able to receive credit for their knowledge and skills through recognition of prior learning (RPL) upon completion of the RPL process, or current competence (RCC). This process is undertaken once a student has been offered and accepted a place in the program.

Cost

The cost of the course varies according to the institution where you will be studying, but typically is between AUD $3,200 to AUD $4,000.

How to apply for the Vocational Graduate Certificate in Sales Management

If you are interested in participating in the Vocational Graduate Certificate then complete the following form then click 'Send e-mail':

Competency
Description

39186QLDSM801

Manage Sales Process and Provide Sales Management

This unit addresses the management of the integration of all functions of the sales processes in a sales management context. This requires managing conflicting priorities between sales needs, with organisational authority (such as product committees and/or senior management). It involves directing salespersons in aligning their sales efforts to meet the quota goals of the internal environment with the needs and expectations of the external customer environment, and directing sales operations throughout their life cycle.

The 'Manage Sales Process and Provide Sales Management' competency is integrated with the workshop:

Business Ethics & Institutional Governance

Sales - Corporate, Consumer & Field Marketing

39186QLDSM802

Undertake Field Sales Marketing and Sales Territory Management Marketing

This unit addresses the positioning of products and services through the development of field marketing strategies. The unit closely aligns with the contents of SM801- Manage Sales Process and Provide Sales Management and provides a platform whereby sales can be achieved by efficient and effective field marketing. Field marketing occurs within a territory and may be unique or common between territories. The unit differentiates between corporate / head office marketing which is seen a more interested in corporate positioning, and field marketing which is concerned with maximizing and accelerating sales in a specific territory.

The 'Undertake Field Sales Marketing and Sales Territory Management Marketing' competency is integrated with the workshop:

Sales - Channel Management

Sales - Corporate, Consumer & Field Marketing

39186QLDSM803

Manage Territories and Achieve Successful Reward Management

This unit addresses the design and allocation of sales territories and the management of the salespeople that are assigned to a specific territory. A territory may be geographic, product, specific named accounts other delineation. The primary issue is for sales management to ensure that the sales territory is one in which customers receive the proper amount of attention and the workload is balanced across sales people so that the sales result is maximized through - increased sales, cost savings, higher morale. The unit also focuses on compensation to balance the need for motivating salesperson's wages against the territory plans and resources. It finally caters for recognition of salesperson plateauing and the need for sales succession planning.

The 'Manage Territories and Achieve Successful Reward Management' competency is integrated with the workshop:

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39186QLDSM804

Manage Partnership Selling and Partnership Sales Management

This unit addresses the management of business relationships with key accounts and/or key strategic customers. It focuses on the necessary skills that a sales manager needs to demonstrate to coach and tutor salespeople in speaking the vocabulary of business and analyse the customer's needs in the context of financially viable solutions that add value to the customer. The unit also requires the demonstration of the integration of customer relationship management into all aspects of the sales cycle, resulting on a highly effective and efficient organisation with the ability to meet sales targets through partnership selling and partnership sales management.

The 'Manage Partnership Selling and Partnership Sales Management' competency is integrated with the workshop:

Leadership

Networking and Communications

This competency may change. information that follows is indicative and provided for your interest. The expected date of availability is june 2006.

The Vocational Graduate Diploma of Sales Management (39187QLD) has been designed as a continuation qualification for those students who have completed the Vocational Graduate Certificate in Sales Management. The focus of the course is on alternate aspects of sales management - channel management and regional, international and global sales. In addition a major project is undertaken, firstly to plan the strategy and leadership role for the program, and secondly to involve and develop the people and channels that will be effected by the program.

The sales management aspects of the course is based upon material contained in the following texts:

Yukl Gary., 2006. Leadership in Organizations 6th Edition. Prentice Hall USA. ISBN 0 13 149484 8.
Kotabe Masaaki., Helsen Kristiaan. 2004. Global Marketing Management , 3rd Edition. John Wiley & Sons, Inc. USA. ISBN 0 471 23062 6.

Students must also have access to all the texts and journals referred to in the Vocational Graduate Certificate programme.

Entry Requirements

It is a requirement of this course that students have successfully undertaken the Vocational Graduate Certificate in Sales Management. As has been illustrated in the following diagram:

Career Opportunities

The careers that result from this qualification are at a senior management and executive level within organisations.

Course Duration

The time allocated to the course is 240 to 300 hours. This is equivalent to approximately 6 months of 10 hours study per week.

Qualification

Vocational Graduate Diploma

Recognition of Current Competency (RCC) or Recognition of Prior Learning (RPL)

With the Vocational Graduate Diploma in Project Management students may be able to receive credit for their knowledge and skills through recognition of prior learning (RPL) upon completion of the RPL process, or current competence (RCC). This process is undertaken once a student has been offered and accepted a place in the program.

Cost

The cost of the course varies according to the institution where you will be studying, but typically is between AUD $3,200 to AUD $4,000.

How to apply for the Vocational Graduate Diploma in Sales Management

If you are interested in participating in the Vocational Graduate Diploma then complete the following form then click 'Send e-mail':

Competency

Description

39187QLDSM901

Provide Contemporary Sales and Channel Management

This unit addresses the means of delivering and achieving sales in a variety of ways that go beyond simple personal or face-to-face selling. Specifically the unit measures the synergy obtained by the integration of personal selling and non-face-to-face sales techniques such as those based on the internet, mobile phones, and other non-personal communication. The unit also considers alternate sales channels, such as resellers, distributors. The competency may also be appropriate for environments that have virtual salespeople. In this respect the sales manager manages an environment that delivers sales where the interaction and relationship with a customer may exist physically through in-house resources, through a third party or electronically.

The 'Provide Contemporary Sales and Channel Management' competency is integrated with the workshop:

39187QLDSM902

Manage Regional, International and Global Sales Management

This unit addresses the management of the steps undertaken when establishing sales operations either through a direct sales force or through indirect channels. The unit assumes that the sales manager is not working in isolation and undertakes activities in cooperation with other specialist role within the organisation. This unit is a super-set of the sales management AQF level 8 competencies in that it applies many of the elements of those competencies with the added dimension of a regional, international or global setting.

The 'Manage Regional, International and Global Sales Management' competency is integrated with the workshop:

39187QLDSM903

Manage Strategic Organisational Sales Project - Stage I

This unit covers the skills required to undertake a significant sales management project to improve an organisation's performance as a consequence of taking responsibility for a major sales account opportunity or solving a known sales management issue, prepare a report on the findings and develop a brief implementation plan. It integrates the knowledge and skills developed from the following units:

SM801A Manage Sales Processes and Provide Sales Management
SM802A Undertake Field Sales Marketing and Sales Territory Management Marketing
SM803A Manage Territories and Achieve Successful Reward Management
SM804A Manage Partnership Selling and Partnership Sales Management
SM901A Provide Contemporary Sales and Channel Management

The 'Manage Strategic Organisational Sales Project - Stage I' competency is integrated with the workshop:

39187QLDSM904

Manage Strategic Organisational Sales Project - Stage II

This unit continues developing the skills required to undertake a significant sales management project to improve an organisation’s performance as a consequence of taking responsibility for a major sales account opportunity or solving a known sales management issue, prepare a report on the findings and develop a brief implementation plan. It integrates the knowledge and skills developed from the following units:

SM801A Manage Sales Processes and Provide Sales Management
SM802A Undertake Field Sales Marketing and Sales Territory Management Marketing
SM803A Manage Territories and Achieve Successful Reward Management
SM804A Manage Partnership Selling and Partnership Sales Management
SM901A Provide Contemporary Sales and Channel Management
SM902A Manage Global Sales & International Sales Management
SM903 Manage Strategic Organisational Sales Project - Stage I

The 'Manage Strategic Organisational Sales Project - Stage II' competency is integrated with the workshop: