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Sales Management II

Course Description

Sales Management II builds on concepts learned in Sales Management I: teaching higher-level skills for using data to forecast revenue, identifying upcoming challenges, managing representative performance, communicating revenue news to different audiences, and getting revenue back on track for goal achievement. Students will start by developing a go-to-market strategy that identifies a relevant problem or opportunity faced by managers enrolled in the course. Through detailed case study simulations and role play assignments, students learn and practice various forecasting methods and learn how to build, communicate, and execute realistic gap plans that build the manager’s credibility and earn the confidence of the sales team and senior management. The main course deliverables, a Capstone Project paper and presentation of a Sales Plan, will demonstrate students’ mastery of market and product knowledge, forecasting, gap analysis and mitigation, and optimal coaching and collaboration for sales performance.

  • Details
  • $810
  • September 20, 2021 to December 12, 2021
  • Delivery Mode: Online
  • Reg#: 00265
  • ID/Units: MGMT X463.12  (4.50)
    ( Section 1 )
  • Quarter: FALL 2021


Bernice F. Burns has more than 30 years of experience leading successful national and local sales teams at companies including Dow Jones & Thomson Reuters. As a leader at Dow Jones & Company, parent company of The Wall Street Journal, Burns led the Western regional sales team and the digital team for, the recruitment channel of She also led a team to maximize revenue as Vice President of Advertising for the Los Angeles Business Journal. For four years before joining Virtanza, Burns went back to her roots as a key account sales representative at Gannett. She is currently an instructor at The Ohio State Fisher College of Business, teaching Virtanza’s Sales Readiness Course every half-semester.

Textbook Information

Textbooks for your course may be purchased from any vendor or bookseller of your choice.

No textbook information is available for this course.

Meeting Schedule

EventDateDayStart TimeEnd TimeLocationRoom
START09/20/2021Monday------Online (Access Begins)---
END12/12/2021Sunday------Online (Access Ends)---