Upon successful completion of the learning experience, students will be able to: outline fundamental principles and theories underlying sales management, including sales process dynamics, customer relationship management, and sales forecasting; analyze market trends, consumer behavior, and competitive landscapes to inform strategic sales planning and decision-making; develop skills in sales planning, territory management, and resource allocation to optimize sales team performance and productivity; evaluate different sales management strategies and techniques for building and maintaining customer relationships, including prospecting, lead generation, and customer retention; apply ethical considerations and professional standards in sales management practices, including integrity, transparency, and respect for diversity; cultivate effective communication, negotiation, and persuasion skills to influence purchasing decisions and resolve customer objections; analyze sales performance metrics and Key Performance Indicators (KPIs) to assess individual and team performance, identify areas for improvement and make data-driven decisions. Students develop a strategic mindset for sales leadership, honed their communication and negotiation skills, and gained the confidence to tackle complex sales challenges in a dynamic business environment.