This program is designed for sales managers and supervisors, but much is also relevant for marketing managers as well. It deals with three important aspects of managing a strategic sales program. Developing such a program involves deciding how to organize the company’s overall selling function, establishing and managing budgets and quotas, and managing a portfolio of customer accounts. Implementing such a program involves recruiting, selecting, training, motivating, compensating, and leading the company’s customer-contact persons. Finally, evaluating such a program involves reviewing and evaluating performance at two levels: individual members of the sales team, and the sales organization as a whole.
