Media Storage Type : 32 GB USB Stick
NPTEL Subject Matter Expert : Prof. Kalpak Kulkarni, Prof. Sourabh Arora
NPTEL Co-ordinating Institute : IIT Roorkee
NPTEL Lecture Count : 41
NPTEL Course Size : 6.2 GB
NPTEL PDF Text Transcription : Available and Included
NPTEL Subtitle Transcription : Available and Included (SRT)
Lecture Titles:
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