# Management of Field Sales

- Institution: IIT Kanpur
- Department: Management
- Teacher: Prof. Jayanta Chatterjee
- Level: Undergraduate
- Language: English
- Subjects: Business and management
- Source: [NPTEL](https://nptel.ac.in/courses/110104117)
- Licence: [CC BY-NC-SA](https://nptel.ac.in/faq) (Non-commercial use only.)
- Syllabus: [at the source](https://nptel.ac.in/courses/110104117)
- Who can watch: Tweens profiles and older (sources give no ratings; placed by Invisible Network from the source's own words)

## Lectures

1. [Introduction to Management of Field Sales](https://invisiblenetwork.ai/learn/nptel/110104117/761627184d79) (Video)
2. [Sales Role and Activities](https://invisiblenetwork.ai/learn/nptel/110104117/c082124e98de) (Video)
3. [Value added selling and Non Verbal Messages](https://invisiblenetwork.ai/learn/nptel/110104117/b0cfd4781af7) (Video)
4. [Communication Styles in Field Sales](https://invisiblenetwork.ai/learn/nptel/110104117/6a51a52ac0a5) (Video)
5. [Managing Product Life cycle](https://invisiblenetwork.ai/learn/nptel/110104117/8aa3502883b1) (Video)
6. [From Product To Benefit](https://invisiblenetwork.ai/learn/nptel/110104117/a6c7b0f277df) (Video)
7. [The Sales Process](https://invisiblenetwork.ai/learn/nptel/110104117/c64619c0088d) (Video)
8. [Prospecting](https://invisiblenetwork.ai/learn/nptel/110104117/e2300f02e26b) (Video)
9. [From Prospecting to Preparing the Sales Call](https://invisiblenetwork.ai/learn/nptel/110104117/2d804a6654bb) (Video)
10. [The Buying Process](https://invisiblenetwork.ai/learn/nptel/110104117/cdddd72090e3) (Video)
11. [Approaching the Customer with Adaptive Selling](https://invisiblenetwork.ai/learn/nptel/110104117/a02afdefcec1) (Video)
12. [Interactive Sales Presentation](https://invisiblenetwork.ai/learn/nptel/110104117/b8a9f1a3c9c8) (Video)
13. [Consultative Questioning Strategy](https://invisiblenetwork.ai/learn/nptel/110104117/82807a7f5908) (Video)
14. [Account Evaluation - Long Term Approach](https://invisiblenetwork.ai/learn/nptel/110104117/2dc22c8a2394) (Video)
15. [Negotiating Buyer Concerns](https://invisiblenetwork.ai/learn/nptel/110104117/6e714c74a7e3) (Video)
16. [Sales Force Structure](https://invisiblenetwork.ai/learn/nptel/110104117/67bfe9c8d5db) (Video)
17. [Leading the Sales Force](https://invisiblenetwork.ai/learn/nptel/110104117/6f004661a504) (Video)
18. [Sales Force Motivation](https://invisiblenetwork.ai/learn/nptel/110104117/14d278e4b034) (Video)
19. [Forecasting Sales and Developing Budgets](https://invisiblenetwork.ai/learn/nptel/110104117/17fa442ea4eb) (Video)
20. [Understanding Sales Analytics](https://invisiblenetwork.ai/learn/nptel/110104117/4025dcb7c815) (Video)
21. [Live Session 13-03-2021](https://invisiblenetwork.ai/learn/nptel/110104117/761627184d79-2) (Video)
22. [Live Session 03-04-2022](https://invisiblenetwork.ai/learn/nptel/110104117/c082124e98de-2) (Video)
23. [Live Session 07-02-2024](https://invisiblenetwork.ai/learn/nptel/110104117/b0cfd4781af7-2) (Video)
24. [Live Session 08-03-2025](https://invisiblenetwork.ai/learn/nptel/110104117/6a51a52ac0a5-2) (Video)