| Topic | Content |
| Place and role of the head of sales in the organization | - The role of the head of sales / commercial director in the company
- Requirements for qualifications and personal qualities of the head of the sales department / commercial director
- Purpose, tasks and functions of the head of the sales department / commercial director
- Factors that ensure success in the work of the head of sales / commercial director
|
| Leadership and tools for sales team management | - Personal characteristics of the head of the sales department
- Development of leadership skills, leadership style
- Audit of the sales department
- Building a sales model
- Active sales
- Working with key clients
- Negotiations in the work of the head of the sales department / commercial director
|
| How to pick the right people for your team | - Position profile and competency map for a sales employee.
- Recruitment of sales staff
- Candidate assessment tools for selection
- Interview as a way to evaluate an employee
- Stages of conducting a situational-behavioral interview
|
| How to motivate members of the trading team | - Manager-mentor or things that motivate employees more than money
- Building a successful system of material and non-material motivation
- How to improve the efficiency of the sales team
|
