PCM Sales Management study plan
PCM Sales Management · Give each week a clear focus.
8 weeks · About 6 hours per week
Sales Management
Define the sales management process end to end and label each stage in your own words
Distinguish sales planning, forecasting, and territory design by writing a one-line definition of each
Identify the roles and responsibilities of a sales manager versus a sales rep
Build a glossary of 20 core sales management terms with original examples
Your checkpoint
A one-page sales management process map plus a 20-term glossary written in your own words
Sales Management
Compare at least four sales forecasting methods and note when each is appropriate
Explain how quotas are set and how they connect to compensation
Outline a territory design approach that balances workload and opportunity
Calculate basic pipeline metrics such as conversion rate and average deal size from a sample dataset
Your checkpoint
A worked forecasting and territory exercise with all calculations shown
Sales Management
Describe how to recruit, onboard, and develop a sales team
Compare coaching models and explain how to give corrective feedback
Design a motivation approach that combines intrinsic and extrinsic levers
Explain how to diagnose performance gaps before prescribing a fix
Your checkpoint
A written 30-day onboarding and coaching plan for a new sales hire
Sales Management & Marketing Management
Review and consolidate all Domain 1 notes into a single outline
Explain the difference between sales management and marketing management
Map how marketing generates leads that feed the sales pipeline
Complete a timed 30-question self-test on Domain 1 and log every miss
Your checkpoint
A consolidated Domain 1 outline plus a scored self-test with an error log
Marketing Management
Define the marketing mix and explain each element
Summarize the segmentation, targeting, and positioning process
Distinguish marketing strategy from marketing tactics with examples
Describe how market research informs marketing decisions
Your checkpoint
A one-page STP and marketing mix summary applied to a fictional product
Marketing Management
Explain the product lifecycle and the marketing choices at each stage
Compare pricing approaches and their trade-offs
Outline channel and distribution decisions and their effect on reach
Design a promotion mix for a given budget and target segment
Your checkpoint
A marketing plan draft covering product, price, place, and promotion with rationale
Marketing Management
Describe how to measure marketing performance and choose relevant metrics
Explain customer relationship management and customer lifetime value at a conceptual level
Analyze how digital channels change marketing reach and measurement
Identify common marketing ethics and compliance considerations
Your checkpoint
A marketing metrics dashboard outline with five metrics and a definition for each
Sales Management & Marketing Management
Reconcile Domain 1 and Domain 2 notes into one integrated study sheet
Re-test every previously missed question and confirm the corrected reasoning
Complete two timed mixed-domain practice sets under exam conditions
Build a final one-page formula and concept sheet for last-minute review
Your checkpoint
A final integrated review sheet plus two scored mixed-domain practice sets with an error log
Milestones
Week 2: Can explain forecasting, quotas, and territory design without notes and complete pipeline calculations accurately
Week 4: Score at least 75% on the timed Domain 1 self-test and have every miss logged with a corrected explanation
Week 6: Can walk through STP and the full marketing mix for a sample product in under 10 minutes
Week 8: Score at least 80% on both timed mixed-domain practice sets and clear the full error log