COURSE OUTLINE: This is a post-graduate level course on Sales Management. The objective of the course is to familiarize the participants with methods for identifying opportunities and how to convert the opportunities into relationship-based sales. Participants will be provided with practical illustrations of theoretical concepts. After attending the course participants will be familiar with various techniques, processes and models for developing personal selling competency as well as the strategies for managing the field sales teams.
Overview
Syllabus
noc19-mg27-Introduction-Management of Field Sales.
noc19-mg27 Lecture 01 - Introduction to Management of Field Sales.
noc19-mg27 Lecture 02 - Sales Role and Activities.
noc19-mg27 Lecture 03- Value added selling and Non Verbal Messages.
noc19-mg27 Lecture 04 - Communication Styles in Field Sales.
noc19-mg27 Lecture 05 - Managing Product Life cycle.
noc19-mg27 Lecture 06 - From Product To Benefit.
noc19-mg27 Lecture 07 - The Sales Process.
noc19-mg27 Lecture 08 - Prospecting.
noc19-mg27 Lecture 09 - From Prospecting to Preparing the Sales Call.
noc19-mg27 Lecture 10 - The Buying Process.
noc19-mg27 Lecture 11 - Approaching the Customer with Adaptive Selling.
noc19-mg27 Lecture 12 - Interactive Sales Presentation.
noc19-mg27 Lecture 13 - Consultative Questioning Strategy.
noc19-mg27 Lecture 14 - Account Evaluation - Long Term Approach.
noc19-mg27 Lecture 15 - Negotiating Buyer Concerns.
noc19-mg27 Lecture 16 - Sales Force Structure.
noc19-mg27 Lecture 17 - Leading the Sales Force.
noc19-mg27 Lecture 18- Sales Force Motivation.
noc19-mg27 Lecture 19 - Forecasting Sales and Developing Budgets.
noc19-mg27 Lecture 20 - Understanding Sales Analytics.
Taught by
IIT Kanpur July 2018
