University of Cape Town
Sales Management
Learn how to lead, manage, motivate, assess, and compensate a sales team.
Start date
04 February 2021
Enroll by 29 January 2021
Course duration
9 weeks
Excluding orientation
Language
English
Access resources from start date
Effort
8–10 hours per week
Self-paced learning online
Course overview
A role in sales is one of the top 10 key emerging positions in South Africa.
World Economic Forum (2018).
The proportion of companies that list ‘closing more deals’ as their top sales priority.
HubSpot (2018).
Duration: 9 weeks (excluding orientation)
Despite the emergence of numerous different business models, many enterprises still rely heavily on sales for profit. As a result, sales management is a vital business function that can have a significant impact on a company’s bottom line.
The University of Cape Town (UCT) Sales Management online short course aims to prepare you for success in this important field. It’s designed to teach you skills that are both relevant and practical, so you can not only improve your understanding of personal selling best practices, but also enhance your ability to build, train, motivate, and assess a sales team. You’ll learn how to perform cost analyses, select appropriate customer relationship management (CRM) systems, identify pricing strategies, and measure the business impact of your operations.
Class-wide online discussions will give you the opportunity to learn from fellow students and discuss topical issues, like closing techniques and recruitment challenges. Alongside course content, these sessions are designed to help you gain confidence in your ability to lead the sales function within any organisation.
Is this course for you?
This course is suitable for both sales professionals pursuing a promotion into a management role, and existing sales managers looking to validate their skills and enhance their performance. Those who want to improve their knowledge of sales within a business development context will, most likely, also benefit from this content. To get value out of this course, it is recommended that you already have some experience in the sales field.
Course overview
Introduction
Duration: 9 weeks (excluding orientation)
Despite the emergence of numerous different business models, many enterprises still rely heavily on sales for profit. As a result, sales management is a vital business function that can have a significant impact on a company’s bottom line.
The University of Cape Town (UCT) Sales Management online short course aims to prepare you for success in this important field. It’s designed to teach you skills that are both relevant and practical, so you can not only improve your understanding of personal selling best practices, but also enhance your ability to build, train, motivate, and assess a sales team. You’ll learn how to perform cost analyses, select appropriate customer relationship management (CRM) systems, identify pricing strategies, and measure the business impact of your operations.
Class-wide online discussions will give you the opportunity to learn from fellow students and discuss topical issues, like closing techniques and recruitment challenges. Alongside course content, these sessions are designed to help you gain confidence in your ability to lead the sales function within any organisation.
Is this course for you?
This course is suitable for both sales professionals pursuing a promotion into a management role, and existing sales managers looking to validate their skills and enhance their performance. Those who want to improve their knowledge of sales within a business development context will, most likely, also benefit from this content. To get value out of this course, it is recommended that you already have some experience in the sales field.
What will set you apart
The skills to structure, train and lead a sales team, and the tools to measure team performance.
The ability to assess sales impact and align operations with the greater goal of business development.
The expertise to forecast sales targets and set accurate budgets.Course curriculum
Orientation module
Welcome to your Online Campus
Module 1
Sales and marketing in the 21st century
Module 2
The personal selling function
Module 3
Stages in the personal selling process
Module 4
Sales forecasting, budgeting, and pricing strategies
Module 5
Sales planning and recruitment
Module 6
Sales training and development
Module 7
The role of technology in sales and sales management
Module 8
Leadership, management and compensating the sales team
Module 9
Analysis and evaluation of sales team performance and customer management
Get course prospectus
Course Convenor
Siphiwe Dlamini
Lecturer, School of Management Studies, UCT
About the certificate
Develop sales management skills and earn an official certificate of completion from the University of Cape Town.
Assessment is continuous and based on a series of practical assignments completed online. In order to be issued with a certificate, you’ll need to meet the requirements outlined in the course handbook. The handbook will be made available to you as soon as you begin the course.
Get a course brochure
Want to know more?
Why choose GetSmarter?
GetSmarter, a 2U, Inc. brand, is an online learning expert with over 10 years' experience in developing high-quality online short courses from the world’s leading universities. We deliver market-led courses that equip working professionals with the expertise required for the workplace of the future. Through a data-driven approach, we analyze future skills requirements and ensure all courses address this need.
Students are supported at every stage of the learning journey, enabling them to thrive professionally through increased relevance, competence, and confidence. Find out more about GetSmarter’s approach to digital learning, course design, and online delivery here.
Payment options
You can pay your course fees before the course starts, or you may opt for a split payment plan on courses that are nine weeks and shorter. For courses 10 weeks and longer, there is a three-part payment plan available. To find out more about payment options please visit our Payment and Financing FAQ, or contact an Enrollment Adviser, to find out which option you qualify for.
Manage your time
GetSmarter's learning model is designed to help you, as a working professional, improve your skills without compromising on work and family responsibilities. The course work is broken up into weekly, manageable bite-sized modules, with incremental deadlines, designed to help you pace yourself over the duration of the course and allow you the legroom to work when it suits you best.
At the beginning of each module you'll be presented with the course content and assignments necessary for completion. You also have access to your Success Adviser who will help you manage your time, and support you with any administrative or technical queries you might have.
Seek employer assistance
By improving your skills and industry knowledge, you'll have an influence on the success of your organization. Why wouldn't you ask your boss to help you fund your studies if it's going to have an impact on the way you do business?
Of our past students, 37 percent have received financial assistance from their employers. You can ask for help, too. Here is a guide to show you how to request financial assistance from your employer.
If you are a Learning & Development (L&D) manager, or involved in training and upskilling for an organization, you can request information regarding our corporate offering on our GetSmarter for business page.
How to change your start date
As part of our commitment to your professional development, GetSmarter offers you a two-week period to change your course start date or request your money back if you’re not fully satisfied.
To qualify for a deferral of your course start date, or to cancel your enrollment and receive a refund of your course fee, your request would need to reach our Success Advisers before the release of Module 2. For more information, please read our Terms and Conditions.
Discover the Online Campus
The Online Campus will be your virtual classroom for the duration of your course. Through its easy-to-use interface you'll have access to a diverse variety of course content formats including: interactive videos, module notes, practice quizzes, presentations, assignment briefs, and additional web resources.
On the Online Campus, you'll also be able to ask questions and interact with your fellow students and teaching team through the discussion forums. If you are looking for your Online Campus login, please see the list of university partner login pages here.
Financing options
We've recently partnered with financial services firm, FeverTree, to offer you another convenient way to finance your short course education. Find out how you can apply for a short-term loan below.
How do I apply?
- You have the option of applying for a full course-cost loan agreement with FeverTree (South African citizens and short courses only)
- FeverTree works with GetSmarter to ensure your studies are financed right away, giving you the chance to join the soonest presentation
- You can find out if you pre-qualify in seconds. Send an SMS with your “Name*Surname*ID Number*Gross Salary” to 30082
- FeverTree’s application process is simple and quick – expect a 15-minute turnaround to find out if you’ve been successful with your loan application
- Even if you aren’t successful in your FeverTree application, you’ll still be eligible for the payment plan options with GetSmarter
