The course investigates factors influencing the optimal design and management of distribution channels with particular emphasis on sales force management and channel designs for improving efficiency. The objective of the Course is to provide an understanding of Sales Management, with particular emphasis on sales force management
For anyone keen to improve his/her sales and marketing skills,Elective Course,PG Course,MBA. PhD
This is a marketing elective which deals with effective and efficient sales force management. Every company that deals with customers sales will recognize the relevance of this course.
ABOUT THE INSTRUCTOR
Sangeeta Sahney is Professor at the Vinod Gupta School of Management, IIT Kharagpur A gold medalist in MBA, and a PhD. From IIT Delhi in Management, she served as a faculty member at U.P Technical University and IIT Roorkee, before joining IIT Kharagpur in 2005. With a specialization in Marketing, she also teaches Organizational Behavior and HRM. Her research interests include studies in consumer behavior, organizational behavior and service quality primarily quality management in education. She has also taught at AIT, Bangkok as a part of the Indian Secondment in 2009 and 2016. She has published research papers in many leading national and international journals, and has also received several awards and accolades. She has also authored a book, titled Consumer Behavior, published by Oxford University Press.
1. Join the course
Learners may pay the applicable fees and enrol to a course on offer in the portal and get access to all of its contents including assignments. Validity of enrolment, which includes access to the videos and other learning material and attempting the assignments, will be mentioned on the course. Learner has to complete the assignments and get the minimum required marks to be eligible for the certification exam within this period.
COURSE ENROLMENT FEE: The Fee for Enrolment is Rs. 2000 + GST
2. Watch Videos+Submit Assignments
After enrolling, learners can watch lectures and learn and follow it up with attempting/answering the assignments given.
3. Get qualified to register for exams
A learner can earn a certificate in the self paced course only by appearing for the online remote proctored exam and to register for this, the learner should get minimum required marks in the assignments as given below:
CRITERIA TO GET A CERTIFICATE
Assignment score = Score more than 50% in at least 6/8 assignments.
Exam score = 50% of the proctored certification exam score out of 100
Only the e-certificate will be made available. Hard copies will not be dispatched.”
4. Register for exams
The certification exam is conducted online with remote proctoring. Once a learner has become eligible to register for the certification exam, they can choose a slot convenient to them from what is available and pay the exam fee. Schedule of available slot dates/timings for these remote-proctored online examinations will be published and made available to the learners.
EXAM FEE: The remote proctoring exam is optional for a fee of Rs.1500 + GST. An additional fee of Rs.1500 will apply for a non-standard time slot.
5. Results and Certification
After the exam, based on the certification criteria of the course, results will be declared and learners will be notified of the same. A link to download the e-certificate will be shared with learners who pass the certification exam.
Week 1 : Introduction to Sales Management Week 2 : Determining Sales related Marketing Policies-Sales Organization; Sales Department Relations Week 3 : Sales Organization; Sales Department RelationsPlanning, Sales Forecasting and Budgeting Week 4 : Buyer-Seller DyadsDiversity of Personal-selling SituationsTheories of Selling Week 5 : The Selling Process-Sales Force Management Week 6 : Sales Force Management Week 7 : Management of Sales Territory & Management of Sales Quota Week 8 : The Sales Budget , Sales Control-Distribution Channel Management
Books and References
Text Books / Basic Material • Sales Management: Decisions, Strategies and Cases, Still, Cundiff & Govoni, Pearson Education.