Sales Management Course

Sales Management Course

Course Description

The sales team is the heart of an organisation. They must have the ability to correctly execute sales according to organisational structure and modern-day sales practices.

This fact means that the sales team needs to function like a well-oiled machine, being quick to follow up on prospects and convert these people into sales.

For them to do this adequately, the sales team needs to have a great leader in the form of a sales manager. The sales manager will need to inspire the team and motivate them to better the sales that they had previously achieved. Sales teams will also have to have the ability to think on their feet and have the know how to achieve the organisational goals of increasing the sales for the business.

The Digital School of Marketing’s (DSM’s) Sales Management Course will teach you how to understand sales goals and have a plan to achieve them. It will also give you the tools that you need to ensure that your sales team achieves the success of the organisational goals and objectives.

As a student you receive:

  • Login details for the course
  • Student Support throughout
  • Certificates for each successfully completed module (Digital copies)
  • a final certificate for the course (Hard copy and Digital copy)

How you will benefit

  • You will learn to take your sales techniques to new heights
  • You will learn how to effectively motivate the team
  • You will be empowered to lead a technologically advanced sales division
  • You will be empowered to understand how to marry marketing and sales together
  • You will understand how to set and comply with sales quotas
  • You will effectively be able to manage a sales team


*See the modular breakdown for an understanding of what you will learn on this Sales management course


Below is an exhaustive compilation of the course modules you will cover

Module 1 – The Role of Sales and Marketing

  • Communications strategies with sales and marketing teams
  • Sales management
  • Aligning strategies of sales and marketing
  • Sales in new digital environment
  • Customer relationship management
  • Adapting sales to the business environment

Module 2 – Marketing Communication Concepts

(SAQA ID 10064 NQF Level 5, 8 Credits)

  • Marketing communications concepts
  • Marketing communications channels
  • Lateral thinking in marketing
  • High and low thinking marketing strategies

Module 3 – Sales Funnels

  • Understanding the businesses sales funnel
  • Awareness in sales through sales funnelling
  • Purchase phase in sales
  • Retention in sales
  • Advocacy in sales
  • Multi-Channel marketing

Module 4 – Personal Selling

  • Understanding personal selling
  • Misconceptions about Personal Selling
  • B2B vs B2C Selling
  • Personal selling techniques
  • Time management in sales

Module 5 – Selling Processes

  • Selling processes of an organisation
  • Prospecting a new client through sales
  • Getting client buy in
  • Customer relationships building
  • Customer retention
  • Negotiation tactics

Module 6 – Sales Forecasting, Budgeting, and Pricing Strategies

  • Sales forecasting
  • Sales forecasting techniques
  • Pricing strategies in sales
  • Sales Budgeting
  • Sales quotas


Module 7 – Sales Planning and Requirements

  • Sales team structure
  • Centralisation and de-centralisation in sales
  • Departmentalising sales teams
  • Key account management
  • Recruitment and selection in sales teams 

Module 8 – Sales Training and Development

  • Sales team training
  • Sales training processes
  • Coordinating sales team training

Module 9 – Role of Technology in Sales

  • Introduction to information and technology
  • Sales management and IT
  • CRM systems in sales
  • CRM’s and Customer support
  • CRM implementation in organisations 

Module 10 – Leadership in Sales

  • Management and leadership
  • Motivational strategies in sales teams
  • Compensation Plan in sales management

Module 11 – Customer Service in Sales

  • Sales team evaluation
  • Sales volume analysis
  • Marketing cost analysis

Module 12 – Supervise a technical project team
(SAQA ID 10147 NQF 5, 14 credits)

  • Project management and supervision practices
  • Project team during the project initiating phase
  • Project planning
  • Project execution
  • Project monitoring and controlling phase

We offer an additional 10% upfront discount to students that are paying for themselves


R10450total payment
  • Deposit R3200
  • R2417 (3 months)

R10450total payment
  • Deposit R2900
  • R1258 (6 months)



Member of the IAB SA

How to Study

What you’ll learn:

  • Sales forecasts, budgets and pricing strategies
  • Sales planning and planning for sales training
  • Decoding the role of technology in sales
  • The role of leadership, management and compensation
  • Customer service evaluation
  • How sales and marketing function side by side
  • Personal selling best practices
  • Various selling processes
  • Sales marketing strategy
  • Using sales funnels in an organisational setting
  • Marketing communication concepts

What makes us different?

We have long been established in the Digital Marketing and design industry

We are SETA registered

We are BEE compliant

Courses are internationally transferable

Massive video library making your understanding of these applications a breeze

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    Frequently Asked Questions

    Is the Sales Management Certification accredited?

    Yes, the Course is accredited through MICT SETA. The course contains  22 credits with additional modules specifically designed for sales management and marketing.

    How long will it take me to complete a sales management course?

    On average students take 8 weeks to complete the course. However if you need longer to complete the course you will be able to.

    When can I start a sales management course?

    Courses can be started any time of the year. You may start the course whenever you are ready.

    Where can I work with the Sales Management Certification?

    The courses are designed for you to step into any sales management position in a private or corporate institution. You will also be fully qualified to work for yourself in your own business after you’ve finished a course with us. Alternatively, you’ll be able to consult or freelance in your area of specialisation.

    Do I receive a study pack?

    No study pack will be received. All course information is available online.

    Where is the Digital School of Marketing Head Office?

    Our head office is based in Randburg, Johannesburg. However, the marketing courses are available throughout South Africa and Internationally through online learning.

    Is there student support?

    There is student support available from Monday – Friday, 9am – 5pm, at the college with trained assessors and facilitators to assist you in your marketing studies. Contact our trained digital marketing assessors to assist in your marketing learning journey.

    Why choose the Digital School of Marketing?

    The Digital School of Marketing is fully accredited through the Media Information and Communication Technology (MICT) Sector Education and Training Authority (SETA). This means that the online digital marketing courses are specially designed for the digital industry. All industry benchmarks and standards have been met. Additionally, You can start studying the Basic Digital Marketing Course anytime during the year and the courses are available throughout South Africa.

    How old do I have to be to start a course at DSM?

    You have to be 17 years old to be eligible to start the Basic Digital Marketing Course, which provides the best digital marketing course in South Africa.

    What are the payment options available?

    There are many payment options available at the Digital School of Marketing. We offer discounts on full payments. Debit orders are available as well as structured payment plans with installments. – Studying Digital Marketing has never been this easy!

    When does the debit order run?

    The debit order runs for the Basic Digital Marketing course on the last working day of every month.

    If I choose the debit order option, will I be billed more than the monthly course instalments?

    No. You will only be billed for the monthly course instalment.

    Can I freeze my debit order?

    No. Your debit order runs automatically after the first payment is charged.

    Can My employers assist with payment for the course?

    Yes! – Please contact us for a customised quote for the basic digital marketing certification for your employers.

    Where Can I Study Digital Marketing Courses In Johannesburg?

    If you want to study digital marketing courses in Johannesburg, there are several options available. You can study in a classroom setting (such as at the University of the Witwatersrand) or – if flexibility is important to you – then going for an online option is your best bet.

    Where Can I Study Digital Marketing Courses In Pretoria?

    The digital marketing industry is skyrocketing and you need to be a part of it! If you’re on the hunt for digital marketing courses in Pretoria there are two options for you – either a classroom-based course or an online one such as the digital marketing courses on offer at the Digital School of Marketing.

    Where Can I Study Digital Marketing Courses In Durban?

    If you want to become a digital marketer or run your own business, you need digital marketing skills to promote your company. If you’re based in KwaZulu-Natal and are looking for digital marketing courses in Durban, in terms of face-to-face courses you should look at Pixel Craft Training. But if you’re looking for an online, anytime, anywhere course then the Digital School of Marketing is your best bet.

    Where Can I Study Digital Marketing Courses In Port Elizabeth?

    Marketing happens online now so marketers – who’ve been trained in traditional methodologies – need to upskill themselves with a digital marketing course. Are you looking for digital marketing courses in Port Elizabeth? If you are, you need to look into the Digital School of Marketing’s wide range of courses.

    Where Can I Study Digital Marketing Courses In Cape Town?

    When looking at digital marketing courses in Cape Town there are plenty of options to choose from. For instance, you could approach the AAA School of Advertising or Rosebank College as these institutions offer face-to-face classes. However, if you are looking for online options, try the Digital School of Marketing, we offer a wide range of courses.

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