Empowering talent for business excellence

M 102
Augmenting Sales Force Performance
A.Objectives of the course
Developing understanding of the concepts, attitudes, techniques, and approaches required for effective decision making in the Sales management; Developing skills critical for generating, evaluating, and selecting sales strategies; and enabling participants to appreciate the various sales management practices to make effective decisions
B. Target participants
Middle-level managers engaged in sales management
C. Duration
20 hours (13 sessions of 90 minutes each) over a period two months
D. Pedagogy
Classroom lectures, case discussions, working in groups by students on case
studies and their presentations
E. Session Details
Session No. Topic
1. Introduction to professional sales
management
2. The professional selling process
3. SPIN selling
4. Sales force talent management
5. Sales force compensation
6. Sales budgeting, target setting and forecasting
7. Sales force systems
8. Sales force automation
9. Sales force effectiveness
10. Customer relationship management
11. Key account management
12. Ethical selling and sales leadership
13. Right message – right customer – right manner – right relationships
F. Course Director and Core Faculty
Name: Prof. Sandeep Puri
Brief profile
Sandeep Puri is an Associate Professor of Marketing at the Asian Institute of Management, Philippines. With around 26 years of work experience in Industry and teaching, he specializes in Sales and Marketing. He has worked with Novartis and Trident before shifting to academia. He has significant publications, including two publications in Harvard Business Review. He has more than 75 case study publications with Ivey Publishing, IMD, Lausanne, and WDI Publishing (University of Michigan). He has a book on Sales and Distribution Management co-authored with Still, Cundiff and Govoni (published with Pearson). He has also co-authored a textbook on Global Marketing Management with Keegan (8th edition, published with Pearson). In addition, he also has 10 edited books to his credit.
He is an alumni of IMT Ghaziabad and worked at IMT Ghaziabad for 9 years.