NPTEL : NOC:Management of Field Sales (Management)

Co-ordinators : Prof. Jayanta Chatterjee


Lecture 1 - Introduction to Management of Field Sales

Lecture 2 - Sales Role and Activities

Lecture 3 - Value added selling and Non Verbal Messages

Lecture 4 - Communication Styles in Field Sales

Lecture 5 - Managing Product Life cycle

Lecture 6 - From Product To Benefit

Lecture 7 - The Sales Process

Lecture 8 - Prospecting

Lecture 9 - From Prospecting to Preparing the Sales Call

Lecture 10 - The Buying Process

Lecture 11 - Approaching the Customer with Adaptive Selling

Lecture 12 - Interactive Sales Presentation

Lecture 13 - Consultative Questioning Strategy

Lecture 14 - Account Evaluation - Long Term Approach

Lecture 15 - Negotiating Buyer Concerns

Lecture 16 - Sales Force Structure

Lecture 17 - Leading the Sales Force

Lecture 18 - Sales Force Motivation

Lecture 19 - Forecasting Sales and Developing Budgets

Lecture 20 - Understanding Sales Analytics