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Course11010411724 lectures

Management of Field Sales

Prof. Jayanta Chatterjee · IIT Kanpur

Start with lecture 1 At NPTEL

Lectures

Week 1 - Introduction to Management of Field Sales

  1. Introduction to Management of Field Sales Video
  2. Sales Role and Activities Video
  3. Value added selling and Non Verbal Messages Video
  4. Communication Styles in Field Sales Video
  5. Managing Product Life cycle Video

Week 2 - Understanding the Sales Process and the Buyer

  1. From Product To Benefit Video
  2. The Sales Process Video
  3. Prospecting Video
  4. From Prospecting to Preparing the Sales Call Video
  5. The Buying Process Video

Week 3 The Sales Presentation

  1. Approaching the Customer with Adaptive Selling Video
  2. Interactive Sales Presentation Video
  3. Consultative Questioning Strategy Video
  4. Account Evaluation - Long Term Approach Video
  5. Negotiating Buyer Concerns Video

Week 4 Sales Force Leadership and Sales Forecasting

  1. Sales Force Structure Video
  2. Leading the Sales Force Video
  3. Sales Force Motivation Video
  4. Forecasting Sales and Developing Budgets Video
  5. Understanding Sales Analytics Video

Live Session

  1. Live Session 13-03-2021 Video
  2. Live Session 03-04-2022 Video
  3. Live Session 07-02-2024 Video
  4. Live Session 08-03-2025 Video

Syllabus and materials

At NPTEL, as the course publishes them.

Credits and licence

Institution
IIT Kanpur
Department
Management
Teacher
Prof. Jayanta Chatterjee
Level
Undergraduate
Language
English
Subjects
Business and management
Source
NPTEL
Licence
CC BY-NC-SA, as NPTEL states it. Non-commercial use only. NPTEL's terms
Attribution
NPTEL states: "Distributed under Creative Commons Attribution-ShareAlike / CC BY - NC - SA", beside a BY-NC-SA badge.
Who can watch
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