Sales Management - For Practitioners

Winning the Sales Game

What you'll learn
Preparing a Lead Generation Report and plugging it into a Sales Budget
Forecasting sales for different categories of products
Gain familiarity with financial jargon used in Credit Management
Understanding WHY and HOW sales are lost in a B2B business
Create a Balanced Scorecard to evaluate channel partner performance
Preparing Sales Budgets from a practical perspective
Requirements
Foundation course in Marketing Management
Description
This course imparts hands-on sales skills to sales and marketing professionals. Students of Marketing in general and Sales Management in particular, executives from the industry who deal with Sales related assignments, entrepreneurs who wish to gain deeper insights into the domain sales to enhance the value of their business and manage it more effectively will find this course very useful.The course gives insights into the concept of Rebel customers, who they are and how to spot them, the role and functions of Channels of Distribution and Sales forecasting using demographic and psychographic information that is not covered by normal Qualitative and Quantitative Models. The topic on Finance for Sales provides inputs relating to the practical application of credit management concepts while managing Receivables. The topic also gives the student insights into the operation of a Letter of Credit, Usance and Demand Bills.Topics, such as Lost Call Analysis and Balanced Scorecard not covered by conventional Sales Management courses are explained in this course.What makes the course very useful to the student is the set of assignments on Personal Selling, preparation of Sales Budgets, creating a Lost Call format and structuring a Balanced Scorecard to evaluate dealers and channel partners. A detailed lecture gives insights into how Sales Forecasting is done in different categories from a practical perspective – information that is garnered from my years in the industry as well as interaction with senior executives of industries.

Overview

Section 1: Evolution of Sales Management

Lecture 1 Genesis of Sales Management

Lecture 2 Personal Selling

Lecture 3 Role of a Sales Manager

Section 2: Understanding Consumer Motives - A Precursor to Sales

Lecture 4 Understanding Consumer Behaviour

Lecture 5 Sales Value Chain

Section 3: Comprehending the market

Lecture 6 Role and importance of Segmentation

Lecture 7 Concept of 'Rebel Customers'

Section 4: Distribution Network

Lecture 8 Channels of Distribution

Lecture 9 Role and Functions of Channels

Lecture 10 Distribution Formats

Section 5: Models of Selling

Lecture 11 Business Markets

Lecture 12 Segmentation of B2B Markets

Lecture 13 Differences across various markets

Section 6: Managing Sales Related Information

Lecture 14 Role and importance of Sales Forecasting

Lecture 15 Answers related to given assignment

Section 7: Leads - The starting point

Lecture 16 Lead generation - concept, format and calculating ROI

Section 8: Finance for Sales

Lecture 17 Key financial terms in Sales

Lecture 18 Sales Budget - Role and importance

Section 9: Pre-empting Lost Opportunities

Lecture 19 What is a Lost Call

Section 10: Channel Partner Evaluation

Lecture 20 Discussion relating to Balanced Scorecard assignment

Section 11: Delivering Value Through Technology

Lecture 21 Role of Technology in Sales Management

Students who wish to pursue Sales roles in specific and Marketing roles in general,Mid-level Managers transitioning into Sales,Small and Medium business entrepreneurs,Faculty who are teaching Sales Management and wish to upskill their domain knowledge

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