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Indian Institute of Management Indore

Enhancing Sales Team Performance

Oct 28—30, 2019
3 days
Mumbai, India
INR 42000 ≈USD 583
INR 14000 per day

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The program provides understanding of customer centric approach to the sales management. The customer centric approach helps in (a) integrating marketing, sales force and channel members by building non-conflicting and non-overlapping routes to fulfill the needs of the consumer and (b) developing frameworks for decision making keeping the customers as the primary focus.


  • Understanding levers of the sales: Sales Process, Structure and Incentive
  • Evaluating Sales performance: Developing qualitative and quantitative measures
  • Emotional Quotient for sales
  • Managing sales team
  • Enhancing sales productivity using social media

Who should attend

The Programme is primarily targeted for the executives or managers from the sales function who are handling sales team or are part of the team managing key accounts.


Mr. Manoj Motiani has done his FPM from IIM Ahmedabad. He also won IFCI award for best thesis at IIM, Ahmedabad (2014). He holds a bachelor degree in Electronics and Communication from Rajasthan University and MBA from Xavier Institute of Management, Bhubaneswar. Prior to his PhD he has worked in...