Course Summary
Credit Type:
12 weeks
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 selling and sales management


The course objective is to provide students a step-by-step opportunity to learn the array of skills needed to build a comprehensive sales plan for a small, mid-size, or large company in a competitive market. Aspiring sales managers, current sales managers, and entrepreneurs will build or expand their business management skills through detailed case study simulations and role-play assignments.

Learning Outcomes:

  • deploy best practices in staffing and recruitment
  • understand the characteristics of six various sales compensation plans, including the four most common
  • understand how the life cycle of the organization affects commission payment strategy
  • calculate the sales volume and sales pressure needed for a seller to achieve total comp using a reverse engineering formula
  • understand the strategic importance of competitive compensation and promoting a healthy workplace
  • build in triggers to help ensure that short-and long-term organizational goals are met
  • understand key drivers that necessitate change on compensation strategy
  • identify and communicate key drivers in a go-market-strategy
  • define and articulate the target audience in the market
  • understand various models for territory design and appropriate application(s) for each
  • understand and communicate span of control (rep:manager ratio) best practices and how they influence organizational design recommendations
  • determine proper fit for sales role based on strategic need
  • understand the common drivers for sales plan structure changes
  • understand the application of generalist and specialist sales roles
  • execute on key conversations with sellers regarding changes in territory design, sales performance issues, and compensation plan changes
  • plan and deliver feedback conversations using best-practice guidelines for giving effective feedback
  • understand how to overcome internal reluctance to learn and use CRM
  • understand CRM reporting and the role of CRM data in managing team and individual results
  • participate in job marketing, candidate prospecting, interviewing, and finalist selection processes
  • develop or oversee onboarding and sales training aimed at optimum seller ramp-up and retention
  • be mindful of unconscious bias and its potential impact on employment processes

General Topics:

  • Go-to-market plan
  • Strategy for building territories
  • Managing mission-critical communication
  • Embracing benefits of CRM technology to maximize sales
  • Optimal hiring practices
  • Best practice compensation planning
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Computer Based Training
  • Discussion
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Case Studies
  • Performance Rubrics (Checklists)
  • Presentations
  • Written Papers
  • Role plays

Minimum Passing Score:

Supplemental Materials