Sales Team Management BTS MCO (Sales Management) Revision Sheets
The Sales Team Management block (U6, coefficient 3) prepares for piloting a sales team. The block distinguishing BTS MCO graduates destined for quick management (department head, assistant manager) from those staying simple sellers.
Sales Team Management curriculum in BTS MCO (Sales Management)
The curriculum covers recruitment (offer drafting, sourcing, interviewing), integration and training (onboarding, development plans), team animation (meetings, briefings, motivation), performance evaluation (KPIs, annual review, feedback), conflict management, and leadership (management styles, leadership theories).
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Tips to succeed in sales team management BTS MCO (Sales Management)
Master motivation theories: Maslow (needs hierarchy), Herzberg (hygiene vs motivation factors), McGregor (X vs Y). Appear at every exam
Learn the 4 situational leadership styles (directive, persuasive, participative, delegative) per collaborator autonomy level
Prepare sheets on 10 iconic companies (Amazon, Apple, Decathlon, Leroy Merlin) with management style: enriches papers
For the oral, practice a "managerial pitch": situation presentation, analysis, decisions to make
FAQ — Sales Team Management BTS MCO (Sales Management)
Which motivation theories to master in BTS MCO?
Three essential theories. Maslow: needs pyramid (physiological, safety, belonging, esteem, accomplishment) ranking motivations. Herzberg: distinguishes hygiene factors (salary, conditions — their absence demotivates but presence doesn't motivate) and motivation factors (recognition, responsibility — really motivating). McGregor: opposes theory X (lazy employees to constrain) vs theory Y (autonomous employees to empower). Vroom (expectancy theory) is a useful bonus.
How to succeed at a recruitment interview in BTS MCO?
STAR method to get the candidate telling concrete situations: Situation (context), Task (objective), Action (what they did), Result (impact). Avoid closed questions (yes/no) in favor of open ones. Prepare 8-10 questions targeted on expected competencies. At BTS MCO, you're expected to know how to analyze a CV, conduct a structured interview, and formalize a decision. Practice 5 interview role-plays.
How to manage conflict in a sales team?
4-step method: 1) Identify conflict type (interpersonal, intergroup, hierarchical, resource-based or value-based), 2) Listen to each party separately without judgment, 3) Bring parties together to confront versions and find common ground ("win-win" method), 4) Formalize a decision with mutual commitments and follow-up. Avoid avoidance and authoritarianism: the two postures aggravating conflict.
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