Course11010716341 lectures
Strategic Sales Management
Prof. Sourabh Arora and Prof. Kalpak Kulkarni · IIT Roorkee
About
The ongoing rapid transformation in the business world certainly calls for a strategic approach to sales and selling management. With the ever-increasing competition and high commoditization, an effective and skilled sales force undoubtedly plays a key role in retaining and capturing markets. Given the same, the present course aims at enhancing the understanding of the learners on sales management from a much-needed practical perspective in conjunction with the case-based discussions. The course is designed to discuss selling from a strategic standpoint in a highly volatile, uncertain, complex and ambiguous business world with the key objective of preparing learners for crafting effective sales management strategies.
Prerequisites: Graduates, the Course will aim at building Fundamentals of Sales Strategy at a Beginner’s level
Lectures
Week 1
- Breaking the Myths and Learning the Basics
- Evolution and Role of Sales Management
- Tactical Role of Sales Management
- Complexities in Sales Management and Characteristics of Modern Selling
- Difference Between Sales and Marketing
- Selling in a VUCA World
Week 2
- Place of Selling in Overall Marketing Plan
- Use of Marketing Principles in Creating Strategic Sales Plan
- Sales Forecasting Methods for Informed Decision-Making
- Tools to Assess Market While Developing Strategic Sales Plan
- Models of Sales planning
Week 3
- Types of sales man and what makes a good sales man. Understanding selling from a strategic perspective.
- Buying Centre and stages of sales call
- Transformative Factors And Evolved Selling Process And Theories
- Miller Heiman approach and virtual framework strategic selling
- Miller Heiman Approach And Virtual Framework Strategic Selling (Continued)
Week 4
- Buyer Persona and Consumer and B2B Decision Making process
- Consumer and B2B Decision Making process Selling and Consumer Behaviour
- B2B Decision Making Process and Difference in B2B and B2C Selling
- Key Account Management and Customer Centric Selling
- Key Account Management, Customer Centric Selling and CRM Strategies (Continued)
Week 5
- Key Responsibilities of Salespeople
- Preparing for a Sales Role
- Preparing for a Sales Role (Continued)
- Personal Selling Skills and Motivating Sales Team
- Personal Selling Skills and Motivating Sales Team(Continued)
Week 6
- Meaning and Role of Sales Intelligence
- Data for Sales intelligence
- Ideal Customer Profile
- Data-Driven Approaches to Selling
- Social Media for Lead Generation
Week 7
- Understanding International Selling
- Global Sales Dynamics and Sales Force Management
- Do's and Don'ts of International Selling
- Role of culture in International Selling
- Challenges of Selling in International Markets
Week 8
Syllabus and materials
At NPTEL, as the course publishes them.
Credits and licence
- Institution
- IIT Roorkee
- Department
- Management
- Taught by
- Prof. Sourabh Arora, Prof. Kalpak Kulkarni
- 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
- NPTEL gives no rating. Invisible Network shows it to Tweens profiles and older, judged from what the source says about it. How courses are placed