Principles of Sales Leadership & Management
Principles of Sales Leadership & Management
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Principles of leadership and management topics are as follows:
1.Understanding the principle of effective decision making
1.1 Explain the importance of defining the objectives, scope and success criteria of the decisions to be taken
1.2 Assess the importance of analysing the potential impact of decision making
1.3 Explain the importance of obtaining sufficient valid information to enable effective decision making
1.4 Explain the importance of aligning decisions with business objectives, values, and policies
1.5 Explain how to validate information used in the decision-making process
1.6 Explain how to address issues that hamper the achievement of targets and quality standards
2. Understanding leadership styles and model
2.1 Explain the difference in the influence of managers and leaders on their teams
2.2 Evaluate the suitability and impact of different leadership styles in different contexts
2.3 Analyse theories and models of motivation and their application in the workplace
3. Understand the role, functions, and process of management
3.1 Analyse a manager's responsibilities for planning, coordinating and controlling work
3.2 Explain how managers ensure that team objectives are met
3.3 Explain how a manager's role contributes to the achievement of an organisation’s vision, mission, and objectives.
3.4 Analyse theories and models of management
3.5 Explain how the application of management theories guide a manager’s actions.
3.6 Explain the operational constraints imposed by budgets
4. Understand performance measurement
4.1 Explain the relationship between business objectives and performance measures
4.2 Explain the features of a performance measurement system
4.3 Explain how to set key performance indicators (KPIs)
4.4 Explain the tools, processes, and timetable for monitoring and reporting on business performance.
4.5 Explain the use of management accounts and management information systems in performance management
4.6 Explain the distinction between outcomes and outputs
This course is an accredited unit from the level three certificate in management.