2.0

Average Course Rating

Sales is changing rapidly. In 2011, customers were completing 57% of the buying process before engaging a sales professional. Today, this proportion has passed 70%. In the face of well informed and digital-enabled customers, it is critical to engage them and to lead the sales process both during the 70% portion (i.e., digital-world sales process), and the 30% portion (i.e., physical-world sales process). A modern and well-staffed sales function and full knowledge of sales force management thus is vital for business success. This course takes a close examination into sales force management strategies with a hands-on approach through simulation, role playing, case studies, readings, and interaction with marketing professionals who are engaged in the dynamics of modern sales force management.