Winning the Sales Game
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.
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.
Course Content
- Evolution of Sales Management –> 3 lectures • 33min.
- Understanding Consumer Motives – A Precursor to Sales –> 2 lectures • 17min.
- Comprehending the market –> 2 lectures • 21min.
- Distribution Network –> 3 lectures • 36min.
- Models of Selling –> 3 lectures • 34min.
- Managing Sales Related Information –> 2 lectures • 44min.
- Leads – The starting point –> 1 lecture • 13min.
- Finance for Sales –> 2 lectures • 30min.
- Pre-empting Lost Opportunities –> 1 lecture • 9min.
- Channel Partner Evaluation –> 1 lecture • 22min.
- Delivering Value Through Technology –> 1 lecture • 7min.
Requirements
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.