The program provides an understanding of the customer-centric approach to 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 fulfil 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
Management Development Programmes (MDP) Office
Indian Institute of Management Indore
Prabandh Shikhar, Rau-Pithampur Road
Indore 453556, Madhya Pradesh, INDIA
Email : firstname.lastname@example.org
Tel. : +91-731-2439750, 2439752, 2439753, 24397544
Fax : +91-731-2439800
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.
GST, as applicable, will be additional
Prof. Manoj Motiani