Vertriebsmanagement

The following topics will be discussed in class during the week:
  • Introduction to Sales Management
  • Strategic Sales Management
  • Sales Leadership
  • Personal Selling Process
  • Recruiting and Selecting Sales Forces
  • Developing, Delivering, and Reinforcing Sales Training (This topic will be discussed if time permits)
  • Motivating the Sales Force
  • Compensating the Sales Force
  • Evaluating the Sales Force
Please download - print and bring the PPTs to class in order to take notes on them.  As you can see below, some of the topics have additional reading content assigned.  Please read them and prepare well for the exam.

Please email me if you have any questions. Thank you.

Dr. (Prof). Mohan Menon
Department Head - Management and Marketing
University of North Georgia
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  374k v. 3 Sep 7, 2015, 10:18 AM Mohan Menon
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Read the article titled, "7 Things Extremely Persuasive People Do."  460k v. 3 Sep 7, 2015, 8:59 AM Mohan Menon
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Read the article, "Data Driven Rebirth of the Salesmen."  937k v. 3 Oct 14, 2015, 6:56 PM Mohan Menon
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  541k v. 3 Sep 7, 2015, 8:42 AM Mohan Menon
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CINTAS Example / Case Study.  713k v. 3 Sep 7, 2015, 8:48 AM Mohan Menon
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Read the article titled, "The 10 Biggest Mistakes in Sales."  896k v. 3 Sep 7, 2015, 8:53 AM Mohan Menon
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How You Really Sound When You Are Interviewing Someone: http://www.fastcompany.com/3055097/how-you-really-sound-when-youre-interviewing-someone  667k v. 3 Jan 8, 2016, 3:50 PM Mohan Menon
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Read the article titled, "What Car Salesmen are Going to Disney to Learn?"  662k v. 3 Sep 7, 2015, 8:56 AM Mohan Menon
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Read the HBR article titled, "How to Really Motivate Sales People."  1120k v. 3 Sep 7, 2015, 8:51 AM Mohan Menon
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  548k v. 3 Sep 7, 2015, 8:43 AM Mohan Menon
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  599k v. 3 Sep 7, 2015, 8:43 AM Mohan Menon
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Time Magazine, Kevin Daum, Jan. 24, 2014 "Sometimes you absolutely have to make your point. Here are 7 tips on how to do it effectively with style and grace."  Sep 7, 2015, 9:00 AM Mohan Menon
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"Software tools that combine predictive smarts, automation promise to push sales into a new era of efficiency" Wall Street Journal.  287k v. 3 Oct 14, 2015, 6:57 PM Mohan Menon
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How to Really Motivate Salespeople Doug J. Chung FROM THE APRIL 2015 ISSUE  Sep 7, 2015, 8:50 AM Mohan Menon
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Entrepreneur Magazine, FEBRUARY 16, 2015 "Sales people, sales organizations and sales teams have to change the way they are handling customers today in this very competitive world. The old ways of selling are changing and require all sales people, sales managers and sales organizations to think differently."  Sep 7, 2015, 8:53 AM Mohan Menon
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Time Magazine, Sam Frizell, Feb. 18, 2015 "How your Chevrolet dealer is taking lessons from Disney, Apple and McDonald's. What do Disneyland and Chevrolet have in common? Car dealers."  Sep 7, 2015, 8:57 AM Mohan Menon
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