The first part of the module introduces students to sales management. Students will be introduced to the selling process as well as the preparation and the strategic decisions required to undergo this process. Furthermore, students will be taught how one manages the sales territory and how the salesforce is, trained, motivated, compensated, and evaluated. Also, will taught how the sales force understand selling strategies, develop a strategic thinking, build a selling plan, set targets, prepare & provide forecasting, manage customer relationships. Finally, attention will be drawn to specific issues, such as B2B vs B2C sales, online & offline sales, and international sales management.
The second part of this module focuses Service Quality Management Excellence. Students will be introduced to activities that contribute to excellent service when your spa or wellness centre’s operational flow is oriented toward bringing value to your guests. Emphasis should be given to the need of the wellness function to be customer-oriented so as to contribute to the improvement of the overall customer excellent experience.