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University of Cape Town: Sales Management

Learn how to lead, manage, motivate, assess, and compensate a sales team.

Learn how to lead, manage, motivate, assess, and compensate a sales team.

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This course is offered by , an edX partner
9 weeks
8–10 hours per week
Starts Apr 18, 2024
Enroll by Apr 24, 2024
Instructor-paced
Instructor-led on a course schedule
9 weeks
8–10 hours per week
Starts Apr 18, 2024
Enroll by Apr 24, 2024
Instructor-paced
Instructor-led on a course schedule

About this Course

Despite the emergence of numerous different business models, many enterprises still rely heavily on sales for profit. As a result, sales management is a vital business function that can have a significant impact on a company’s bottom line.

The University of Cape Town (UCT) Sales Management online short course aims to prepare you for success in this important field. It’s designed to teach you skills that are both relevant and practical, so you can not only improve your understanding of personal selling best practices, but also enhance your ability to build, train, motivate, and assess a sales team. You’ll learn how to perform cost analyses, select appropriate customer relationship management (CRM) systems, identify pricing strategies, and measure the business impact of your operations.

Class-wide online discussions will give you the opportunity to learn from fellow students and discuss topical issues, like closing techniques and recruitment challenges. Alongside course content, these sessions are designed to help you gain confidence in your ability to lead the sales function within any organization.

This course is suitable for both sales professionals pursuing a promotion into a management role, and existing sales managers looking to validate their skills and enhance their performance. Those who want to improve their knowledge of sales within a business development context will, most likely, also benefit from this content. To get value out of this course, it is recommended that you already have some experience in the sales field.

Course curriculum

Skip Course curriculum

Learn how to measure sales impact within an organization as you work through the weekly modules of this online short course.

Orientation module: Welcome to your Online Campus

Module 1: Sales and marketing in the 21st century

Module 2: The personal selling function

Module 3: Stages in the personal selling process

Module 4: Sales forecasting, budgeting, and pricing strategies

Module 5: Sales planning and recruitment

Module 6: Sales training and development

Module 7: The role of technology in sales and sales management

Module 8: Leadership, management, and compensating the sales team

Module 9: Analysis and evaluation of sales team performance and customer management

About the certificate

Develop sales management skills and earn an official certificate of completion from the University of Cape Town.

Assessment is continuous and based on a series of practical assignments completed online. In order to be issued with a digital certificate, you’ll need to meet the requirements outlined in the course handbook. The handbook will be made available to you as soon as you begin the course.

Your certificate will be issued in your legal name and sent to you digitally upon successful completion of the program, as per the stipulated requirements.

Some facts about the subject

Top 10

A role in sales is one of the top 10 key emerging positions in South Africa.

World Economic Forum (2018).

75%

The proportion of companies that list ‘closing more deals’ as their top sales priority.

HubSpot (2018).

Why choose GetSmarter?

GetSmarter, an edX partner, delivers career-relevant, fully supported, and expert-led online courses from the world's leading universities and institutions. As an online learning expert with over 15 years' experience, GetSmarter leverages long-standing expertise in market research, data analysis, and business insights to ensure that you gain the skills critical to career growth.