Sales Management

(Duration : 2.5 Months (3 Days a Week) - 32 Classes)

Participants : Working Sales Professionals / Graduates / Final Year App.

» Introduction

Sales are the lifeblood of any businesses, being the only activity that contributes to profit. But even the best business plans will go wrong if the sales team’s selling and negotiating skills are not up to delivering the volume of business at the time it is needed.

» Objective

This Certification course will build a good foundation for the participants who are new to sales profession or for those who are already in this profession. It is for those who have a passion to work in the dynamic field of Sales Management. It gives you the basic knowledge of Sales along with the Professional Qualities to work as a competent, professional salesperson. "How to sell without resorting to high pressure techniques is the essence of professional selling" this philosophy is the foundation of this certification course. The principles of effective Sales Management are clearly explained with the help of Role Plays & Clippings.

» Course Contents

Unit 1 (Sales / Personal Selling & Training)

  • Introduction to Sales / Marketing
  • Evolution of Sales Function
  • Sales Management / Objectives
  • Qualities of a Good salesman
  • Personal Selling – Objectives / Steps
  • Recruiting Sales Personnel
  • Sales Training
  • Self Skill Management
  • Career Opportunities in Sales

Unit 2 (IMC, Sales Management Skills)

  • Nature & Scope
  • Consumer Behaviour
  • Relationship Strategies
  • Channel of Distribution
  • Sales Budget – Quotas – Territories
  • Sales Ethics & Reporting

Unit 3 (Grooming & Development)

  • Personality- Concetps
  • Positive Attitude
  • Time Management
  • Communication Skills
  • Motivational Skills
  • Interview Techniques & Group Discussions

Role Plays


Take Aways:- The programme helps the participants to start or develop their career in the profession of Sales Management.

» Resource Persons

  • Prof. Ajay Gidwani
  • Prof. S. Panchbhai
  • Prof. H. Deshmukh