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Management of a Sales Force

15 Hours (Live)

10 Sessions

Management of a Sales Force
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Prof Sreeram


The sales force in any organisation is often the most visible and critical resource. Due to the wide-ranging changes in business practices caused by technological advances, companies have had to adapt their sales force and sales management practices in recent years. This workshop will introduce participants to the role of the sales force and sales management practices and trace their evolution over the last few decades. The workshop will examine the latest theoretical advances in the area and the skills required to manage a sales team. It will provide participants with an in-depth understanding of the function of sales management and its role within an organisation’s marketing strategies. The workshop will also address sales management strategies, predominantly in the B2B selling context.

  • Topics Covered
    Functions performed and rationale for distribution channels Factors affecting channel decisions Major channel participants and their business models Developing an omnichannel strategy for products and services Designing and implementing an omnichannel distribution network Managing multi and omnichannel distribution systems Managing channel conflicts Managing channel performance using analytics
  • At the end of the workshop, a participant should be able to answer the following questions"
    How should one choose between omnichannel, multichannel or single-channel structures? How can customer purchase journeys be mapped for channel insights? How can effective and efficient distribution channels be designed? How can the performance of a distribution channel be measured? How can the right channel partners be chosen? How can channel partners be motivated and managed on an ongoing basis? How can channel conflicts be mitigated, and if they arise, how can they be resolved? How can channel-related data be analysed to gain actionable insights?
  • Who is this course suitable for
    Graduates and post graduate students with basic marketing knowledge and second-year MBA students Working executives who have a basic understanding of marketing concepts.
  • Roles for which this workshop will prepare you for
    Most positions in marketing and sales in consumer goods companies and enterprises Roles in B2B companies that use channels Roles in service companies that rely on channels Ilustrative designations: Area Sales Manager, Brand Manager, Product Manager, Category Manager, Merchandising Manager, Sales Manager, Channel Manager
  • What you can expect if you enrol in this workshop
    Access to 15 hours of live classes including 1-2 sessions by industry experts Access to one free 30-minute mentoring session with Prof Sreeram Access to selected notes and references to other reading materials Five participants will get an opportunity to work on a live company project Free enrolment in Prof Sreeram’s workshop on Life Planning

Minimum enrolment criteria – if the number of participants for any workshop is less, Prof Sreeram reserves the right to cancel the workshop. Enrolled participants, in such cases, will get a full refund within 7 working days from the final date of enrolment.

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