Sales Negotiation and Salesforce Management (GRAV026)


None tangible business result is achieved until a sale is made. This simple point underlines the critical importance of sales to the business. Almost every business “assumes” a certain amount of sales, but that assumption is just a tipping point.  Without sales, the entire business model is an exercise in frustration and futility. The purpose of this course is to demystify sales process and help students to understand how to make the sale and how to manage sales force.  The course presents techniques for identifying, recruiting and training sales people, managing sales effort; forecasting and evaluating sales results. Special attention is being paid to the seller’s interaction with a buyer (negotiations) and the selling process in general. At the end of this course students will be able to clearly understand the role of sales function in a company.

Course Aims and Objectives

This course aims to provide students with a systematic knowledge and understanding of the core concepts of sales management and negotiation between sellers and buyers in the context of the modern challenges of international marketing and management.

Learning outcomes

  • Understand content of selling and sales management.
  • Know the essence of the most important sales management functions.
  • Determine the best organizational structure for its sales force.
  • Understand the main methods of sales forecasting and be able to relate forecasts with budgeting process, sales force planning and organizing.
  • Know personnel recruiting, training and motivation techniques.
  • Understand sales force leadership styles and to be able to relate sales force motivation with compensation systems.
  • Be able to analyse sales results and sales force performance.
  • Know the typical sequence of the selling process and its variations when targeting customers and final consumers.
  • Determine possible ethical/legal implications and assess management's responsibility to the customer, the salesperson, and the firm.
  • Know the typical sequence of negotiation process, team members and their roles.
  • Understand the value of preparation before negotiations.
  • Understand different negotiation styles and pros and cons and their possible usage in practice.