Sales Management II

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.