Manage
'the good, the bad and the ugly' with styled success.Course
Overview
If
management means getting results through the efforts of others, then managing
a sales force must be one of the most demanding tasks in any organisation. Salespeople
get lonely. They are relatively unsupervised and expected to work on their own
initiative. They learn mainly by trial and error. And, unless they are relying
on repeat business, they fail more often than they succeed. This is not a pessimistic
view; we believe it is a realistic one. And solving the unique problems of sales
management is the keystone of this challenging programme.
All
the important functions of management are presented within a central theme. Management
is a science and an art. It requires careful analysis, planning and control -
the scientific element. It also calls for skilful human relations - the art of
motivating, leading and inspiring. The managers who can combine these two elements
successfully will raise their teams to their full potential.
This
programme is full of practical ideas. The pace is intensive, the content is up-to-date
and there is sufficient new material to excite the most experienced manager.
Topics covered include;
leadership, team building, motivation, coaching, communication, meetings, counseling
and performance management.
