Indian Institute of Management Indore
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.
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.
About the course
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
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...