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.
CORE/ELECTIVE: Elective
UG/PG: PG
PREREQUISITES: Familiarity with the MM I course will be useful.l
INDUSTRY SUPPORT: Consumer Durables, FMCG, Automotive, Chemical, Pharmaceutical, Engineering and Service Industries
1908 students have enrolled already!!
ABOUT THE INSTRUCTOR:
Prof. Jayanta Chatterjeeis is an Adjunct Senior Professor of Marketing, Sales and Strategy in the Department of Industrial and Management Engineering at IIT Kanpur. An Electrical Engineering graduate from Jadavpur University, M.Tech and PhD from IIT Delhi,(.) Prof. Chatterjee has eighteen years of Management teaching experience in India and abroad and 30 years of hands on management experience in different countries. He has risen through Sales, Marketing, Project Management, Technology and Business development functions in top multinationals like Siemens, Allen Bradley, and Rockwell International to CEO and Executive Director positions. He has founded two successful start-ups and mentored many. His earlier courses on Marketing Management I and II, Strategic marketing and Managing Services on NPTEL are well subscribed. The book on Services marketing co-authored by Prof Chatterjee and published by Pearson India is also well known.
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 chasm Week 2 : Products and Solutions, Approaches for Solution Selling, Buying Process Fundamentals-I, Buying Process Fundamentals- II, Opportunity classifications Week 3 : Account based sales management, Adaptive Selling strategy, Consultative Interactions for the sales person, Pitching and Presentation, Sales Negotiation Week 4 : Adaptive Sales Closing, Service management post-sales, Managing Sales Teams, Sales Automation, Personal Development for the Sales manager
CERTIFICATION EXAM :
The exam is optional for a fee.
Date and Time of Exams: March 31 2019(Sunday) Morning session 9am to 12 noon; Afternoon Session 2pm to 5pm.
Registration url: Announcements will be made when the registration form is open for registrations.
The online registration form has to be filled and the certification exam fee needs to be paid. More details will be made available when the exam registration form is published.
CERTIFICATION:
Final score will be calculated as : 25% assignment score + 75% final exam score
25% assignment score is calculated as 25% of average of Best 3 out of 4 assignments
E-Certificate will be given to those who register and write the exam and score greater than or equal to 40% final score. Certificate will have your name, photograph and the score in the final exam with the breakup.It will have the logos of NPTEL and IIT Kanpur.It will be e-verifiable at nptel.ac.in/noc.
