UNIVERSITY OF CAPE TOWN

SALES MANAGEMENT

Develop a sales strategy that supports business goals, and improve your ability to lead a sales team

Duration

9 weeks, excluding
orientation

Effort

8-10 hours per week,
entirely online

Learning Format

Weekly modules,
flexible learning

ON COMPLETION OF THIS COURSE, YOU’LL WALK AWAY WITH:

1

The ability to recruit, train, and direct a sales team, and develop an appropriate compensation plan.

2

An understanding of sales within the context of business development, and the tools to demonstrate results through measurement.

3

The skills to create a sales budget and identify pricing strategies.

4

An official certificate from Africa’s leading university1 as proof of your sales management skills.

1 QS Top Universities (Jun, 2019)

COURSE CURRICULUM

Module 1 Sales and Marketing in the 21st Century
Explore the nature of sales and marketing in the 21st century.

Module 2 The Personal Selling Function
Recognise the role of the personal selling function in maintaining customer relationships.

Module 3 Stages in the Personal Selling Process
Explore the seven stages in the personal selling process, and how to successfully handle negotiations.

Module 4 Sales Forecasting, Budgeting, and Pricing Strategies
Discover how to forecast sales targets and set accurate budgets.

Module 5 Sales Planning and Recruitment
Explore the principles of recruiting and structuring an effective sales team.

Module 6 Sales Training and Development
Explore the need for conducting frequent sales training, and the components necessary to create an outline for a sales training programme.

Module 7 The Role of Technology in Sales and Sales Management
Investigate how businesses can improve customer relationships through information and CRM systems.

Module 8 Leadership, Management, and Compensating the Sales Team
Learn how to motivate sales teams through recommended leadership practices and types of compensation.

Module 9 Analysis and Evaluation of Sales Team Performance and Customer Management
Explore how to analyse a business' sales profitability.

 

Please note that module titles and their contents are subject to change during course development.

 

COURSE CONVENOR

Siphiwe Dlamini

Head of Marketing, School of Management Studies, UCT

Siphiwe Dlamini has a PhD in business science – specialising in marketing – from Wits University, and is a senior lecturer and head of department at the UCT School of Management Studies. His research interests are in the areas of brand management, green marketing (environmentally sustainable consumerism), and the impact of marketing on low-income consumers.

AN ONLINE EDUCATION THAT SETS YOU APART

This UCT online short course is delivered in collaboration with online education provider GetSmarter. Join a growing community of global professionals, and benefit from the opportunity to:

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Gain verifiable and relevant competencies and earn invaluable recognition from an international selection of universities, entirely online and in your own time

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Enjoy a personalised, people-mediated online learning experience created to make you feel supported at every step

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Experience a flexible but structured approach to online education as you plan your learning around your life to meet weekly milestones

GET MORE INFORMATION

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