Account Management and Leadership

This course provides an introduction to Sales Management. It provides the opportunity for participants to learn and practice sales management skills. It also focuses on optimizing the techniques, processes and technology that are used by Sales Representatives to manage a Sales Territory, and by Sales Managers who manage a Sales Force. Role-playing and case examples will be emphasized, in addition to readings and group discussions. Each participant will be responsible for practicing and applying the theories and concepts to demonstrate an understanding of the sales process and management of the same and how these impact on the success of the organization.

Note: Check with the institution regarding start/end dates, prices, and delivery method. These may vary according to program, section, and/or semester.