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Indian Institute of Technology Kanpur

Management of Field Sales

Indian Institute of Technology Kanpur and NPTEL via Swayam

Overview

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.

INTENDED AUDIENCE : MBA students, senior B.Tech students, professional sales and marketing executives of consumer and industrial products.PREREQUISITES : Familiarity with the MM I course will be useful.l
INDUSTRY SUPPORT : Consumer Durables, FMCG, Automotive, Chemical, Pharmaceutical, Engineering and Service Industries

Syllabus

COURSE LAYOUT

Week 1 : Evolution of Field Sales, Relationship driven Selling-Fundamentals, Value based Selling strategies, Communication for Sales, Theoretical Foundation Product Life Cycle (PLC) and chasmWeek 2 : Products and Solutions, Approaches for Solution Selling, Buying Process Fundamentals-I, Buying Process Fundamentals- II, Opportunity classificationsWeek 3 : Account based sales management, Adaptive Selling strategy, Consultative Interactions for the sales person, Pitching and Presentation, Sales NegotiationWeek 4 : Adaptive Sales Closing, Service management post-sales, Managing Sales Teams, Sales Automation, Personal Development for the Sales manager

Taught by

Prof. Jayanta Chatterjee

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