Sales Force Management

375,00  (fără TVA)

The program is designed for managers in different decision-making levels of the sales force (sales directors, sales managers, area managers, supervisors etc.), who want to improve their effectiveness and efficiency both at team level and individually.

Where – Calea Griviței no. 6-10, ground floor, Sector 1, Bucharest
When – the is no session scheduled yet
Period– 3 weeks

The course delivery depends on the registration of at least 10 participants.

This program can also be delivered in-house (personalized for a group of participants from your company). Send us the details by accessing the registration button below.


Dr. Carmen Bălan

She is one of the most renowned marketing experts, as a teacher, researcher and consultant. She attended training programs at Harvard Business School, Chartered Institute of Marketing, Wirtschaftsuniversitat (Austria). Member of the prestigious American Marketing Association.

  • Dr. Carmen Bălan

    Dr. Carmen Bălan


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    Your place to grow!

Inside the “Sales Force Management” course every participant will get the chance to develop their abilities to:

  • link sales and marketing positions in an organization;
  • project the most suitable structure of sales force;
  • select the right employees for the sales force roles;
  • choose the most effective mix of motivational tools for the sales force team;
  • use methods and tools suitable for effectiveness and individual & team performance evaluation;

1st Module: The strategic role of the sales position

  • Strategic organizational levels and sales position;
  • Peculiarities of the organizational buyer behavior;
  • Major coordinates of the sales strategy;

2nd Module: The structure of the sales force

  • Types of organizational structures of the sales force;
    Comparative analysis of the strengths and limitations of different structures;
  • Distribution of sales effort;

3rd Module: Recruitment and selection of the sales force

  • The importance of recruitment and selection;
  • Stages of the recruitment and selection process;
  • Job description;

4th Module: Motivating and rewarding the sales force

  • Motivation and reward systems;
  • Financial compensation;
  • Non-financial compensation;

5th Module: Evaluating sales force effectiveness and performance

  • Sales organization audit;
  • Benchmarking;
  • Evaluation methods;

6th Module: Assessing the performance of sales force members

  • The purpose of the evaluations;
  • Evaluation methods;
  • Sales force team members’ satisfaction with the activity they’ve carried out;

Case studies used
Inside the “Sales Force Management” program we will use mini-cases on sales force management themes.

EXEC-EDU certificate.

  • 375 EUR (VAT not included)
“A well structured course, tailored to every participant’s organizational culture. I liked the fact that at the beginning our needs and expectations for this course were set and they’ve been followed along the way.”
Nataia Ursu, Director vânzări - Machteam Soft
“This course it’s ok, it has practical application with the purpose to develop the whole company’s activity. Quote: “If life doesn’t smile to you, tickle it!”
Iulia Andrei, Reprezentant vânzări - Total Commercial Management
“Insightful, thought provoking, educational!”
Ana Solovăstru, Sales Manager - TradeAds Interactive

Do you have any questions?

Don’t hesitate to call or write us, full details can be found in the Contact section.


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Your place to grow



Tip de program

We train skills


Entrepreneur, Middle management


Dr. Carmen Bălan


EXEC-EDU certificate

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