XAVIER SCHOOL OF MANAGEMENT

Home Academic Programmes Corporate Programmes MDP Programme Index

CORPORATE PROGRAMMES

MDP Programme Index Back

Professional Sales Management


18 Feb 2019 - 22 Feb 2019
MDP Number : 47
Area : Marketing
Venue : XLRI Jamshedpur
Programme Directors : Pingali Venugopal

Introduction and Objective :

Sales managers are to plan, lead and control the selling activities of an organisation. Few, if any, jobs in an organisation are more important, because sales is the only activity that directly generates income, all other activities support this revenue-producing function. In short, the ultimate success or failure of any business depends on how well it can manage the sales function.

In this programme, we have tried to describe an environment for the selling process which is constantly changing, and to present the need for flexibility in sales management. The programme has been designed with sales executives needs in mind.

The programme aims at providing marketing concepts for formulating effective sales management strategies.

Methodology :

The pedagogy will comprise lectures, case discussions, success stories, and experience sharing by participants. Concepts will be explained using examples drawn from an industry and the participants would be encouraged to relate them to their respective industries.

Expected Participant :

This programme is most suited to the Sales Executives at the Middle Level.

Programme Contents :

  • Marketing and Selling
  • Understanding Buyer Behaviour for Effective Selling
  • Identifying the Sales Strategy (Integrating Pull Push)
  • Channel Management
  • Sales Force Evaluation and Control
  • Receivable Management
  • Understanding Brand Management for Sales Function

Programme Directors :

Pingali Venugopal

Duration :

February 18-22, 2019 (Monday - Friday)

Venue :

XLRI, Jamshedpur

Fee (per participant) :

Residential (Twin Sharing)
Rs. 47,500/-
Luxury Tax (for Residential) and Service Tax extra, as applicable

Non Residential
Rs. 35,000/-
Service Tax extra, as applicable