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Sales Management Strategies & Tactics


Welcome to our Sales Management Course

This course is meant for those who have either risen to the rank of Sales Managers or have all intentions of raising themselves to this level. The course intends to add to your managerial knowledge and skills in the context of the personal selling function, while making your attitude more flexible to make "out of the box thinking" a natural process. Emphasis will be on people and structural issues.

The text book prescribed for the course is:

"Sales Management", Robert J. Calvin, 2002-07

The course consists of five sessions, each lasting a week. Each session will involve reading 45 to 50 pages of the "Sales Management" book, in a week. The pages which are of more importance will be indicated in the weekly guideline to the students. The students will have to contribute to a discussion thread, on the topic of the week and also respond to a weekly online quiz. This will involve 10- 15 minutes of online work every day, apart from nearly two hours of reading, every week. Through the discussion board it will be attempted to connect the learning that the student has undertaken, to the real world of sales management.


On completion of the course the students will be able to:

  1. Understand the process of Sales Management.
  2. Design and able to implement a recruitment process.
  3. Train the sales force.
  4. Design an effective compensation package for the sales force.
  5. Organize the Sales Force architecture.
  6. Forecast sales at the territory level and evolve plans to realize the forecast.
  7. Motivate Sales people.
  8. Design and implement a performance evaluation system for the sales persons.
  9. Conceptualize the automation of the Sales Force.


K. Kathuria has both a B.Sc. and MBA, and over 16 years of professional experience behind him, and has been a Marketing Executive and an entrepreneur. For the last six years he has been teaching online courses in Marketing Management, Strategic and Sales Management, and Leadership.

course quick facts
course code DED1025
cost $79.00
estimated time to
complete course
24 Hours
course materials
5 Weeks

K. Kathuria has earned his B.Sc. and MBA from an Indian University, and has a total of 16 years professional experience behind him. He has been a Marketing Executive with Shivathene Linopack Ltd., Territory Manager with Ricoh and an entrepreneur. For the last six years he has been teaching Marketing Management and Strategic Management students enrolled in MBA program at accredited universities. He has also been counseling distance education students of sales management for the Indira Gandhi National Open University.


"My understanding and knowledge increased substantially providing me with a greater understanding of Sales Management. This is going to give me the leverage I need to land a potential job with a company I am looking to seek employment with. Nothing that I can think of, the course covered the material very well and the assignments and discussion threads were positioned nicely. It met my expectations and more, very professional, and well delivered. Great sales course, great instructor, and great organization! I hope to be enrolling in another one of your courses very soon!" - James Hyde

"I feel as though I am able to communicate better with the sales team.I feel more motivated towards my sales team. " - Jennifer Cisewski