BUKD-M 535 Sales Leadership

• 12 weeks
• 3.00 credits
• Prerequisite(s): Core 2

The focus of this class is to help you become recognized in your organization as someone who knows how to get the greatest impact out of one of your most important assets and most sizable investments: your sales force. Regardless of the type of organization, personal selling typically plays a prominent role. The relationships your salesforce develops with channel members and end-users is often one of your company’s most valuable sources of competitive advantage. In this course, you will learn how to effectively use the Sales Force Effectiveness Framework. It’s a tool for examining the rapidly changing sales environment, assessing the strategic role of the sales function in your organization, drawing implications from changes in customers’ buying dynamics, leveraging the influence of technology, and shaping the sales and marketing structure of the future. Additionally, you will learn how to develop a high-performance sales team through establishing excellence in recruiting, training, motivating, compensating, and coaching to improve salesperson performance. Course projects are individualized as you apply these concepts to drive your personal growth and directly impact your organization. After completing this course, you will understand and address the challenges of leading a sales organization and how to leverage the sales function to execute your personal and organizational initiatives.