Learn · Strategic Sales Management
Lecture 31 of 41Week 6
Social Media for Lead Generation
Prof. Sourabh Arora and Prof. Kalpak Kulkarni · IIT Roorkee
Credits and licence
- From
- Strategic Sales Management, IIT Roorkee (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.
- Who can watch
- Tweens profiles and older. How courses are placed
All the lectures
- 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
- 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
- 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)
- 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)
- 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)
- Meaning and Role of Sales Intelligence
- Data for Sales intelligence
- Ideal Customer Profile
- Data-Driven Approaches to Selling
- Social Media for Lead Generation
- 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
- Role of technology management in selling
- Use of Sales force Automation for Effective Selling
- Role of AR/VR and AI in Selling
- Managing a Diversified Sales-force
- Ethical and Social issues in Selling