# Strategic Sales Management - Institution: IIT Roorkee - Department: Management - Taught by: Prof. Sourabh Arora, Prof. Kalpak Kulkarni - Level: Undergraduate - Language: English - Subjects: Business and management - Source: [NPTEL](https://nptel.ac.in/courses/110107163) - Licence: [CC BY-NC-SA](https://nptel.ac.in/faq) (Non-commercial use only.) - Syllabus: [at the source](https://nptel.ac.in/courses/110107163) - Who can watch: Tweens profiles and older (sources give no ratings; placed by Invisible Network from the source's own words) 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 1. [Breaking the Myths and Learning the Basics](https://invisiblenetwork.ai/learn/nptel/110107163/b9e551a31a3d) (YouTube) 2. [Evolution and Role of Sales Management](https://invisiblenetwork.ai/learn/nptel/110107163/5fdd72d5a2d0) (YouTube) 3. [Tactical Role of Sales Management](https://invisiblenetwork.ai/learn/nptel/110107163/0539aadf5938) (YouTube) 4. [Complexities in Sales Management and Characteristics of Modern Selling](https://invisiblenetwork.ai/learn/nptel/110107163/549143748d2b) (YouTube) 5. [Difference Between Sales and Marketing](https://invisiblenetwork.ai/learn/nptel/110107163/be8c053f025c) (YouTube) 6. [Selling in a VUCA World](https://invisiblenetwork.ai/learn/nptel/110107163/fac60e011504) (YouTube) 7. [Place of Selling in Overall Marketing Plan](https://invisiblenetwork.ai/learn/nptel/110107163/3aebddd77630) (YouTube) 8. [Use of Marketing Principles in Creating Strategic Sales Plan](https://invisiblenetwork.ai/learn/nptel/110107163/b8cbf0623c64) (YouTube) 9. [Sales Forecasting Methods for Informed Decision-Making](https://invisiblenetwork.ai/learn/nptel/110107163/58bbec53886e) (YouTube) 10. [Tools to Assess Market While Developing Strategic Sales Plan](https://invisiblenetwork.ai/learn/nptel/110107163/b7d9f540a6d2) (YouTube) 11. [Models of Sales planning](https://invisiblenetwork.ai/learn/nptel/110107163/64b8e37c73e2) (YouTube) 12. [Types of sales man and what makes a good sales man. Understanding selling from a strategic perspective.](https://invisiblenetwork.ai/learn/nptel/110107163/7db1636b4436) (YouTube) 13. [Buying Centre and stages of sales call](https://invisiblenetwork.ai/learn/nptel/110107163/6479cb42d4b5) (YouTube) 14. [Transformative Factors And Evolved Selling Process And Theories](https://invisiblenetwork.ai/learn/nptel/110107163/e0cf90081155) (YouTube) 15. [Miller Heiman approach and virtual framework strategic selling](https://invisiblenetwork.ai/learn/nptel/110107163/89a713183dd8) (YouTube) 16. [Miller Heiman Approach And Virtual Framework Strategic Selling (Continued)](https://invisiblenetwork.ai/learn/nptel/110107163/9bd1999815f1) (YouTube) 17. [Buyer Persona and Consumer and B2B Decision Making process](https://invisiblenetwork.ai/learn/nptel/110107163/d77b4c9a2e0b) (YouTube) 18. [Consumer and B2B Decision Making process Selling and Consumer Behaviour](https://invisiblenetwork.ai/learn/nptel/110107163/39748f7b518a) (YouTube) 19. [B2B Decision Making Process and Difference in B2B and B2C Selling](https://invisiblenetwork.ai/learn/nptel/110107163/5c60b1467b54) (YouTube) 20. [Key Account Management and Customer Centric Selling](https://invisiblenetwork.ai/learn/nptel/110107163/1ab685715b33) (YouTube) 21. [Key Account Management, Customer Centric Selling and CRM Strategies (Continued)](https://invisiblenetwork.ai/learn/nptel/110107163/fa2eb5e2b066) (YouTube) 22. [Key Responsibilities of Salespeople](https://invisiblenetwork.ai/learn/nptel/110107163/c0fa5302f03b) (YouTube) 23. [Preparing for a Sales Role](https://invisiblenetwork.ai/learn/nptel/110107163/4e0c38ba168d) (YouTube) 24. [Preparing for a Sales Role (Continued)](https://invisiblenetwork.ai/learn/nptel/110107163/803148d15964) (YouTube) 25. [Personal Selling Skills and Motivating Sales Team](https://invisiblenetwork.ai/learn/nptel/110107163/569c3f0501c3) (YouTube) 26. [Personal Selling Skills and Motivating Sales Team(Continued)](https://invisiblenetwork.ai/learn/nptel/110107163/57b3c770b247) (YouTube) 27. [Meaning and Role of Sales Intelligence](https://invisiblenetwork.ai/learn/nptel/110107163/7c9c829630d6) (YouTube) 28. [Data for Sales intelligence](https://invisiblenetwork.ai/learn/nptel/110107163/4804b3faf543) (YouTube) 29. [Ideal Customer Profile](https://invisiblenetwork.ai/learn/nptel/110107163/1dd2aea45555) (YouTube) 30. [Data-Driven Approaches to Selling](https://invisiblenetwork.ai/learn/nptel/110107163/60e84af455e4) (YouTube) 31. [Social Media for Lead Generation](https://invisiblenetwork.ai/learn/nptel/110107163/43f4601ceede) (YouTube) 32. [Understanding International Selling](https://invisiblenetwork.ai/learn/nptel/110107163/5398af8eb2e4) (YouTube) 33. [Global Sales Dynamics and Sales Force Management](https://invisiblenetwork.ai/learn/nptel/110107163/2b5ea53358f4) (YouTube) 34. [Do's and Don'ts of International Selling](https://invisiblenetwork.ai/learn/nptel/110107163/7bb78fbc0587) (YouTube) 35. [Role of culture in International Selling](https://invisiblenetwork.ai/learn/nptel/110107163/56a1369ae841) (YouTube) 36. [Challenges of Selling in International Markets](https://invisiblenetwork.ai/learn/nptel/110107163/732948109cbb) (YouTube) 37. [Role of technology management in selling](https://invisiblenetwork.ai/learn/nptel/110107163/9d7b8761200a) (YouTube) 38. [Use of Sales force Automation for Effective Selling](https://invisiblenetwork.ai/learn/nptel/110107163/6e2c856dde9f) (YouTube) 39. [Role of AR/VR and AI in Selling](https://invisiblenetwork.ai/learn/nptel/110107163/0b994170abba) (YouTube) 40. [Managing a Diversified Sales-force](https://invisiblenetwork.ai/learn/nptel/110107163/559dc09429b0) (YouTube) 41. [Ethical and Social issues in Selling](https://invisiblenetwork.ai/learn/nptel/110107163/ed7f2050866a) (YouTube)