Sales management

Sales Management. Enhancing the effectiveness of Sales

Effective training for the acquisition of effective approaches, methods, and tools widely used for setting up effective sales systems in response to the contemporary industrial and FMCG market requirements which ensure that the desired amount of sales is achieved in expected time and within the planned budget in the conditions of high competition. By Alex Sementsov, EMAS Business Coach, one of the best experts in Sales Management in Central & Eastern Europe.

Acquisition of the most advanced competencies in Sales Management and setting up effective Sales systems in an unstable environment in B2C and B2B markets with strong competition, both local and global.

Suitable for small – medium – large business

Start of the program
Full-time on campus
2023-01-07
Part-time (blended)
2022-12-18
Online
2022-12-18
Full-time on campus
2023-01-07
Part-time (blended)
2022-12-18
Online
2022-12-18
Full-time on campus
2023-01-07
Part-time (blended)
2022-12-18
Online
2022-12-18
Languages
Prices
Full-time on campus
$ 800 (the price is after a 50% discount)
Part-time (blended)
$ 550 (the price is after a 50% discount)
Online
$ 450 (the price is after a 40% discount)
Full-time on campus
€ 960 (the price is after a 50% discount)
Part-time (blended)
€ 385 (the price is after a 50% discount)
Online
€ 290 (the price is after a 40% discount)
Full-time on campus
$ 1 100 (the price is after a 50% discount)
Part-time (blended)
$ 440 (the price is after a 50% discount)
Online
$ 330 (the price is after a 40% discount)
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Bonus

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EMAS Skills Test

EMAS Skills Test

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EMAS POSITIONS IN GLOBAL RATINGS

EMAS is one of the leading business schools in Central & Eastern Europe.

The best non-academic IMPLEMENTATION consulting business school in Russia, and one of the few IMPLEMENTATION schools in Europe.

Students of EMAS MBA, Executive MBA and DBA programs, as well as different business trainings, come from all over the World – the USA, the EU, Russia, Canada, Australia, various Latin American, Asian and African countries.

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EMAS is within the Top-900 best business schools in the World – 2 Palmes Award: GOOD BUSINESS SCHOOL WITH STRONG REGIONAL INFLUENCE, Eduniversal Business Schools ranking 2019 (France).

THIS TRAINING IS FOR YOU, IF YOU ARE

Business Owner

CEO, top manager or deputy manager

Sales Department Manager

Sales specialist

APPLY NOW AND CATCH A SPECIAL LOW PRICE!

THE MOST IMPORTANT TRAINING FOR THOSE WHO NEED SUCCESS IN BUSINESS AND CAREER!

If you want to build a successful business or to become a highly paid hired Sales-manager – then you need to study at this program at EMAS!

Because this is one of the best courses on Sales and Sales Management on the market. And it is one of the most important disciplines in contemporary business.

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You will be taught really sophisticated practical methods, which bring you to success on markets with severe competition! 

IMPLEMENTATION, NOT ACADEMIC TRAINING! - YOU WILL BE IMPLEMENTING AND REALLY IMPROVE YOUR COMPETENCIES!

Academic
Implementation consulting training
Abstract cases and empty lectures
Systematic holistic sales management competencies. The project "on Yourself" + its discussion with the lecturer *.
Your growth.
If you need a breakthrough, but not just learn "something new" in life, career, business.

* The project is assessed and discussed with the lecturer if you take the training in the On-campus or the Online + Personal consultation (Blended learning) formats.

FIND OUT WHY EMAS IS ONE OF THE STRONGEST BUSINESS SCHOOLS IN CENTRAL & EASTERN EUROPE!

APPLY NOW AND CATCH A SPECIAL LOW PRICE!

WHAT DO YOU GET?

Learn the effective techniques and instruments of sales and sales management

Practice modern tools for increasing your revenue, sales and average transaction amount

Increase your own effectiveness as a professional and a sales manager

Learning formats

Full-time on-campus

In Moscow. 3 days.

Full-time on-campus is the most prestigious format of the training!

At the classroom session, you will get up-to-date world-class practical knowledge. You will be consulted by our business trainers on every step of the way.

Students from different countries meet during on-campus sessions, including the students of the EMAS MBAs, Executive MBAs, and DBA who take the training together with other participants. This is an excellent opportunity to establish long-term business ties worldwide.

You will get unique opportunities for personal and professional development, including a wide circle of business contacts by keeping in touch with participants and graduates of the EMAS on-campus program.

Online + Personal Consultation (Blended learning)

Online training at any place and time convenient for you + 1 live webinar of Personal consultation with the lecturer according to the schedule.

The format which provides the perfect combination of the price and personal communication with the lecturer. Despite its low price, EMAS guarantees high-quality education, comprehensive knowledge, and extensive business connections.

Graduates of the Online + Personal Consultation (Blended learning) training at EMAS receive documents that are identical to the documents of graduates of the Full-time on-campus training.

Online training is a video of real full-time classroom sessions edited for online – not just presentations by teachers, but also questions, answers, analyzes of real examples of participants. This is the most advanced form of online learning, within the framework of which the effect of being present in a full-time on-campus audience is ensured. It surpasses the so-called "talking head" format when, instead of recording full-time classes, the listener watches a lecturer's abstract monologue – without students, real questions and answers to them.

EMAS regularly updates (overwrites) video tutorials – on average, every 1.5 – 2 years. Thus, we ensure the complete relevance of the materials and their identity to the full-time on-campus version of the training.

In addition to the video tutorials, a live themed webinar is held with Personal consultation.

Online

Online training at a place and time convenient for you.

The most affordable format of the training. Despite its low price, EMAS guarantees high-quality education, comprehensive knowledge, and extensive business connections.

Graduates of the Online training at EMAS receive documents that are identical to the documents of graduates of the Full-time on-campus training.

Online training is a video of real full-time classroom sessions edited for online – not just presentations by teachers, but also questions, answers, analyzes of real examples of participants. This is the most advanced form of online learning, within the framework of which the effect of being present in a full-time on-campus audience is ensured. It surpasses the so-called "talking head" format when, instead of recording full-time classes, the listener watches a lecturer's abstract monologue – without students, real questions and answers to them.

EMAS regularly updates (overwrites) video tutorials – on average, every 1.5 – 2 years. Thus, we ensure the complete relevance of the materials and their identity to the full-time on-campus version of the training.

Program description

1 module

Strategic Sales Management

1 day (8 hours)
Read more +
1 module

Strategic Sales Management

1 day (8 hours)
  • Strategic management and sales. Sales as a competitive advantage of the company
  • Strategic marketing and sales: product, pricing, sales model, advertising and sales promotion
  • Marketing strategy and sales strategy. Typical sales and marketing strategies
  • Sales tasks and sales features at various stages of company development
  • Scorecards. Choosing the optimal set of indicators for planning and controlling sales

Practice:

  • Selection and detailing of the trading and marketing strategy
  • Create a strategic sales plan
  • Create a balanced scorecard for sales in your own company

Assignments for independent study:

  • Diagnostic of the sales system in your own division
2 module

Sales Management

2 day (8 hours)
Read more +
2 module

Sales Management

2 day (8 hours)
  • Operative sales planning in the sales team
  • What are the tasks assigned to employees in the context of "automatic planning"
  • How to monitor employees tasks performance
  • Methods of sales forecasting. Quantitative and qualitative forecasting methods. Sales growth factors
  • Algorithm for effective sales planning at the level of the sales team
  • Documentation support of the forecasting and planning process. Plan of action for exceeding the plan for a realistic forecast
  • Effective sales control. Check-lists. Process control and results monitoring. Critical control points
  • Coordination in sales. Point of intervention of the head in the sales process
  • Negotiations for managers. Effective argumentation during negotiations
  • Communication techniques for negotiations. Influence on the course of negotiations
  • Control of the trading process. Quality control of the trading process operation. Control examination. Interaction with clients as a method of control

Practice:

  • Modelling of the sales business process
  • Self-assessment of the participants' negotiating style
  • Basics of effective interaction: behaviour and personality
  • A set of methods to counteract manipulation "Negotiations Aikido"
  • Determining the points of control of the sales process
  • Development of check-lists for sales control

Assignments for independent study:

  • Development of an individual methodology for planning and forecasting sales for your own unit aimed at achieving the goals of the project
3 module

People Management

3 day (8 hours)
Read more +
3 module

People Management

3 day (8 hours)
  • Basic Human Resource Management Skills
  • Work in the sales team
  • Time management for the head of the sales department: searching for time reserves for effective management
  • The role of sales personnel in effective sales. Sales systems focused on "human material" and on "masters": the pros and cons
  • Training. Adaptation training, product training, training in sales techniques, training scenarios for trading situations. Mentoring
  • Intangible motivation and involvement of sales personnel in the work. Game strategies for involving sellers in productive work.
  • Command effects in sales. Assessment of the need for teamwork in sales

Practice:

  • Tools for involving staff in work to improve productivity for 1 person
  • Rules for time management development
  • Internal field training system development
  • System for involving sellers development

Assignments for independent study:

  • Development of a program for non-material incentives and bonuses for sales managers
  • Creation of a motivation code for key components for the involvement of sales personnel

Certificate

Certificate of the Eurasian Management and Administration School (EMAS) on the successful completion of the training

APPLY NOW AND CATCH A SPECIAL LOW PRICE!

BUSINESS COACH

Alexey Sementsov
Alex Sementsov
EMAS Business Coach