Sales Management - For Practitioners

What you'll learn
Preparing a Lead Generation Report and plugging it into a Sales Budget
Forecasting sales for different categories of products
Gain familiarity with financial jargon used in Credit Management
Understanding WHY and HOW sales are lost in a B2B business
Create a Balanced Scorecard to evaluate channel partner performance
Preparing Sales Budgets from a practical perspective
Requirements
Foundation course in Marketing Management
Description
This course imparts hands-on sales skills to sales and marketing professionals. Students of Marketing in general and Sales Management in particular, executives from the industry who deal with Sales related assignments, entrepreneurs who wish to gain deeper insights into the domain sales to enhance the value of their business and manage it more effectively will find this course very useful.The course gives insights into the concept of Rebel customers, who they are and how to spot them, the role and functions of Channels of Distribution and Sales forecasting using demographic and psychographic information that is not covered by normal Qualitative and Quantitative Models. The topic on Finance for Sales provides inputs relating to the practical application of credit management concepts while managing Receivables. The topic also gives the student insights into the operation of a Letter of Credit, Usance and Demand Bills.Topics, such as Lost Call Analysis and Balanced Scorecard not covered by conventional Sales Management courses are explained in this course.What makes the course very useful to the student is the set of assignments on Personal Selling, preparation of Sales Budgets, creating a Lost Call format and structuring a Balanced Scorecard to evaluate dealers and channel partners. A detailed lecture gives insights into how Sales Forecasting is done in different categories from a practical perspective – information that is garnered from my years in the industry as well as interaction with senior executives of industries.
Overview
Section 1: Evolution of Sales Management
Lecture 1 Genesis of Sales Management
Lecture 2 Personal Selling
Lecture 3 Role of a Sales Manager
Section 2: Understanding Consumer Motives - A Precursor to Sales
Lecture 4 Understanding Consumer Behaviour
Lecture 5 Sales Value Chain
Section 3: Comprehending the market
Lecture 6 Role and importance of Segmentation
Lecture 7 Concept of 'Rebel Customers'
Section 4: Distribution Network
Lecture 8 Channels of Distribution
Lecture 9 Role and Functions of Channels
Lecture 10 Distribution Formats
Section 5: Models of Selling
Lecture 11 Business Markets
Lecture 12 Segmentation of B2B Markets
Lecture 13 Differences across various markets
Section 6: Managing Sales Related Information
Lecture 14 Role and importance of Sales Forecasting
Lecture 15 Answers related to given assignment
Section 7: Leads - The starting point
Lecture 16 Lead generation - concept, format and calculating ROI
Section 8: Finance for Sales
Lecture 17 Key financial terms in Sales
Lecture 18 Sales Budget - Role and importance
Section 9: Pre-empting Lost Opportunities
Lecture 19 What is a Lost Call
Section 10: Channel Partner Evaluation
Lecture 20 Discussion relating to Balanced Scorecard assignment
Section 11: Delivering Value Through Technology
Lecture 21 Role of Technology in Sales Management
Students who wish to pursue Sales roles in specific and Marketing roles in general,Mid-level Managers transitioning into Sales,Small and Medium business entrepreneurs,Faculty who are teaching Sales Management and wish to upskill their domain knowledge
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