NPTEL : NOC:Strategic Sales Management (Management)

Co-ordinators : Prof. Kalpak Kulkarni, Prof. Sourabh Arora


Lecture 1 - Breaking the Myths and Learning the Basics

Lecture 2 - Evolution and Role of Sales Management

Lecture 3 - Tactical Role of Sales Management

Lecture 4 - Complexities in Sales Management and Characteristics of Modern Selling

Lecture 5 - Difference Between Sales and Marketing

Lecture 6 - Selling in a VUCA World

Lecture 7 - Place of Selling in Overall Marketing Plan

Lecture 8 - Use of Marketing Principles in Creating Strategic Sales Plan

Lecture 9 - Sales Forecasting Methods for Informed Decision-Making

Lecture 10 - Tools to Assess Market While Developing Strategic Sales Plan

Lecture 11 - Models of Sales planning

Lecture 12 - Types of sales man and what makes a good sales man

Lecture 13 - Buying Centre and stages of sales call

Lecture 14 - Transformative Factors And Evolved Selling Process And Theories

Lecture 15 - Miller Heiman approach and virtual framework strategic selling

Lecture 16 - Miller Heiman Approach And Virtual Framework Strategic Selling (Continued...)

Lecture 17 - Buyer Persona and Consumer and B2B Decision Making process

Lecture 18 - Consumer and B2B Decision Making process Selling and Consumer Behavior

Lecture 19 - B2B Decision Making Process and Difference in B2B and B2C Selling

Lecture 20 - Key Account Management and Customer Centric Selling

Lecture 21 - Key Account Management, Customer Centric Selling and CRM Strategies (Continued...)

Lecture 22 - Key Responsibilities of Salespeople

Lecture 23 - Preparing for a Sales Role

Lecture 24 - Preparing for a Sales Role (Continued...)

Lecture 25 - Personal Selling Skills and Motivating Sales Team

Lecture 26 - Personal Selling Skills and Motivating Sales Team (Continued...)

Lecture 27 - Meaning and Role of Sales Intelligence

Lecture 28 - Data for Sales intelligence

Lecture 29 - Ideal Customer Profile

Lecture 30 - Data-Driven Approaches to Selling

Lecture 31 - Social Media for Lead Generation

Lecture 32 - Understanding International Selling

Lecture 33 - Global Sales Dynamics and Sales Force Management

Lecture 34 - Do's and Don'ts of International Selling

Lecture 35 - Role of culture in International Selling

Lecture 36 - Challenges of Selling in International Markets

Lecture 37 - Role of technology management in selling

Lecture 38 - Use of Sales force Automation for Effective Selling

Lecture 39 - Role of AR/VR and AI in Selling

Lecture 40 - Managing a Diversified Sales-force

Lecture 41 - Ethical and Social issues in Selling