Overview

An efficient sales management process will help you provide a better experience for your customers. These customers will be more inclined towards purchasing your product or services. Effective sales management also helps businesses create better goodwill for themselves. Efficient sales management helps businesses –

• Set Sales Goals
• Monitor Sales Performance
• Discover current market trends.
• Building relationships with customers / clients

This course teaches participants both the theory and the practical applications of Sales Strategies and how to implement them in their organizations.

Objectives

This course’s goal is to teach participants how to effectively use the skills for Selling Strategies. Learn the art of building relationships with their prospective clients / customers for long lasting profits and generating new leads. 

Learning Outcomes

The participants will be able to comprehend how the practical applications and strategies can help in building better salesforce strategies. Building Value from Planning to Control Stage in a comprehensive approach. They will be able to comprehend and implement the different strategies of Professional Selling Skills, building relationships with CRM strategies.

Pedagogy

Delivering the content would involve a well-balanced combination of lectures, class discussions,

Case studies, and Simulations (Gamification). In order to complete practical assignments, groups will be formed for Role play discussions.

Who May Attend?

This programme is designed for Senior Managers and Middle Managers in Sales & Marketing from across various sectors and organizations like FMCG, MSME, Start-Ups, B2B companies & Service Industries.

Content of the Programme

Module 1:  Strategic

• Market Mapping
• Competition Analysis
• Portfolio Management
• Target Setting / Operating Plan

Module 2: Tactical

• Key Account Management ( Dealer / Distributors)
• Channel Conflict Management
• Negotiation Skills
• Designing Trade Schemes / Trade Sales Promotions

Module 3:  Implementations

• MIS Reports
• Monitoring Performance (KPI’s)
• Contingency Planning

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Programme Directors:

Dr. RamKishen

Dr. RamKishen is a Professor in Marketing and International Business Department at KJ Somaiya Institute of Management, Mumbai. He completed his MBA with specialization in Marketing from GITAM University in the year 1995. He has close to 10 years Corporate Experience and has served in Mahindra Holidays, Tata Communications and Lowe Lintas Advertising and shifted into Academics and is contributing his expertise in several B-Schools across India from the past 20 years. His research areas in Corporate Training and Consulting include Marketing Strategies, Sales & Distribution Management, Retail Management, Rural and Agricultural Marketing and Martech. He is a prolific author and has published 4 textbooks on Rural Marketing, Co-operatives, Retail Management and Strategic Brand Management. He is currently writing another 3 textbooks on Sports Marketing, Martech and Marketing with Mahabharat. He has also published several research papers in leading peer reviewed Journals and helped 10 start-ups to launch their brands successfully in India. He has handled Corporate Training and Consulting to reputed companies like Tata Group, Jet Airways, Mahindra Tractors, Pantaloon Retail, Pharmeasy, Fasoos, Global Logistics, Purple Cosmetics, and Inspired Consults.

Dr. Abha Wankhede

Dr. Abha Wankhede is an Associate Professor of Marketing at K.J Somaiya Institute of Management. She has total work experience of over 23 years, with 13 years in industry and 10 years in academics. Her thirteen years of corporate experiences encompasses various functions, sales and distribution, sales support, product management, market research and brand management She has worked in Philips India, Reliance Communication, Tata Communications and Vodafone. Her last corporate stint was in a senior management position as Marketing Head of a strategic business unit. Dr.Abha has many publications to her credit in national and international high impact journals. She teaches Customer Relationship Management (CRM) and (e-CRM), Market Research, Business to Business Marketing and Marketing Management. Dr. Abha is an Electrical Engineering graduate from Sardar Patel College of Engineering, Mumbai University. She has done her master’s in management studies (MMS) from Jamnalal Bajaj Institute of Management Studies, Mumbai University and her PhD from Jamnalal Bajaj Institute of Management Studies, Mumbai University. She is the program coordinator for MBA-IMC program.