Learn · Management of Field Sales

Lecture 1 of 24Week 1 - Introduction to Management of Field Sales

Introduction to Management of Field Sales

Prof. Jayanta Chatterjee · IIT Kanpur

Credits and licence

From
Management of Field Sales, IIT Kanpur (at NPTEL)
Licence
CC BY-NC-SA, as NPTEL states it. Non-commercial use only.
Attribution
NPTEL states: "Distributed under Creative Commons Attribution-ShareAlike / CC BY - NC - SA", beside a BY-NC-SA badge.
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All the lectures

  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
  6. From Product To Benefit Video
  7. The Sales Process Video
  8. Prospecting Video
  9. From Prospecting to Preparing the Sales Call Video
  10. The Buying Process Video
  11. Approaching the Customer with Adaptive Selling Video
  12. Interactive Sales Presentation Video
  13. Consultative Questioning Strategy Video
  14. Account Evaluation - Long Term Approach Video
  15. Negotiating Buyer Concerns Video
  16. Sales Force Structure Video
  17. Leading the Sales Force Video
  18. Sales Force Motivation Video
  19. Forecasting Sales and Developing Budgets Video
  20. Understanding Sales Analytics Video
  21. Live Session 13-03-2021 Video
  22. Live Session 03-04-2022 Video
  23. Live Session 07-02-2024 Video
  24. Live Session 08-03-2025 Video