In UC Santa Barbara Professional & Continuing Education’s Sales Management I course, you will build a comprehensive sales plan for a small, mid-size, or large company, aspiring sales managers, current sales managers, and entrepreneurs will build their business management skills through detailed case study simulations and role-play assignments.

After completing a brief online pre-course survey to help you and your instructors determine an appropriate case study for your learning objectives and career aspirations, you will research and develop a go-to-market strategy for a company with this compelling problem/opportunity. A link to this survey will be sent to students upon enrollment in the course.

You’ll go on to study territory design and select structures appropriate for the specific case; define a best-practice staffing plan and the sales roles needed to meet revenue goals; practice with CRM technology and learn techniques for assuring its adoption by sales teams. You will practice communicating expectations and critical feedback effectively and define the optimum compensation plans for meeting goals. All these components come together in the main course deliverables—a capstone project paper and an oral presentation on the sales plan recommendation.