(Winter 2010)

A core course in the Specialized Studies Program in Sales.
Salespeople must manage their territory as a business by developing strategies supported by tactical action plans in order to focus efforts. The goal is to maintain sales productivity and not simply to be a product vendor. In this course students will learn how to build a sales funnel based strategic plan that will strengthen account relationships and maximize territory results and revenue; manage a sales territories as a business; produce strategies to develop and grow market share and achieve aggressive revenue goals; align company's product/service offering with current market demands; and implement scheduling techniques to ensure the sales plan is a success.

Al Delgado, B.S., president, Lauren Consulting Group. He is an international training consultant having delivered business process improvement, sales, marketing, customer service, and business management programs in the United States, South America, Europe, and Africa. Prior to forming his own company, he enjoyed a notable career with Hewlett-Packard Company for 24 years where his last assignment was to develop and manage the Hewlett-Packard Sales School.