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Indian Institute of Management Bangalore

Accelerating Sales Performance

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Description

The quality of field selling is an important factor in achieving revenue & profit targets and growth, and the sales force is a critical resource for most companies. While the context of particular industries often determines the activities the sales force has to carry out in the field, a noticeable trend across consumer, industrial and pressures on the field sales force are increasing day by day. In this context, companies are seeking to implement contemporary sales force management practices for upgrading the quality of their sales activities. This programme provides the latest thinking in the area of selling and sales management.

PROGRAMME OBJECTIVE

  • Provide mental models and frameworks for analyzing markets, customer segments and customers
  • Assist in developing plans for building and effectively utilizing sales resources
  • Present approaches to improving sales performance

CONTENT

  • Frameworks for analysing the sales environment
  • Drivers of sales productivity
  • Strategic decisions in sales force management
  • Structure
  • Territory design
  • Leadership
  • Motivation
  • Winning culture

Who should attend

Senior and middle level managers in the sales function, marketing managers, business unit managers and divisional managers responsible for revenue generation.

Experts

Avinash G Mulky has been a Professor in the area of Marketing at IIMB since mid-2006. Prior to joining IIMB, he was BPCL Chair Professor at IIM Lucknow. Professor Mulky has over 20 years of industry experience and has held senior marketing positions in several leading Indian and multinational com...

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