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This Sales Management course will uncover all the sales skills and the elements that are crucial for effective selling approaches and used by successful sales organizations.
You will learn how to be effective and result-driven in sales. Different skills that you will master here are sales strategy, sales technique, and performance evaluation associated with sales management.
You will learn the following sales objectives
1. Brush up your knowledge on the basics of Sales Management
2. Learn how to Design and Manage a Sales force
3. Understand the Qualities required in a Sales Manager
4. Learn the Structures of the Sales Organization
5. Learn the relevance of Market Analysis
6. Learn the importance of Forecasting in sales management
7. Learn the Process of Selling
8. Understand the Methods of Closing a Sale
9. Learn the Reasons for Unsuccessful Closing of a sale
10. Learn the art of perfecting your selling skills
11. Learn the difference between Organizational and Consumer Selling
12. Learn how to Evaluate & Control Sales Performance
13. Learn how to Manage a Distribution Channel
14. Understand the Factors Affecting Distribution Strategy
15. Learn the finer nuances of Channel Partners
This video is on Sales Management Course and its Objectives and it has the following sub-topics.
Time Stamps
0:00 Sales Management Introduction
0:51 Role of the Sales Department
1:12 Sales Management Case Study of Apple
2:23 Role of the Sales Department
5:17 Qualities of a Sales Manager
7:34 Case Study - Ritz Carton
9:11 Structure of Sales Organization
14:01 Development in Sales Management
18:14 Case Study Starbucks
20:55 New Trends in Sales Management
25:17 Case Study - Amazon
26:50 Process of Selling
30:53 Selling Process - Steps
35:22 Example - Sales Process (B2B Sales)
37:03 Theories of Selling
41:57 Example - Tesla
42:54 National Selling Vs International Selling
45:08 Example of Under Armour
47:56 Organizational Selling Vs. Consumer Selling
50:03 Organizational Selling Example - Mclane
52:34 Market Analysis
55:01 Market Analysis Example _ Global Electric Car Market
57:40 Market Share
58:19 Importance of Market Analysis
1:01:41 Example of Market Share - Tesla
1:03:31 Sales Forecasting
1:04:12 Sales Forecasting - Importance
1:05:52 Methods of Sales Forecasting
1:10:45 Sales Forecasting Example
1:11:25 Personal Selling - Sales Force
1:12:18 Sales Representative - Covers Six Positions
1:12:57 Example - Indian Direct Selling Association
1:15:12 Selling Skills
1:20:13 Methods to Resolve Conflict
1:21:18 Methods of Closing a Sales
1:26:28 Reasons for Unsuccessful Closing
1:29:05 Example - Tesla
1:29:47 Selling Strategies
1:31:09 Selling Strategies - Client-Centred Strategy
1:34:35 Upselling
1:35:04 Advantages of Upselling
1:36:00 Upselling Examples
1:37:15 What is Upselling in a Hotel?
1:39:18 Upselling Techniques
1:40:49 Flash Sales
1:41:30 How Does Flash Sales Help?
1:42:42 Flash Sales Advantages
1:48:28 Flash Sales Disadvantages
1:44:09 Flash Sales Strategy
1:46:09 Flash Sales Example
1:47:02 Designing a Sales Force
1:48:20 Sales Force Structure
1:49:34 Sales Force Compensation
1:50:37 Sales Force Example
1:52:45 Managing the Sales Force
1:56:31 Managing the Sales Force - Example
1:59:23 Evaluation and Control of Sales Performance
1:59:59 Methods of supervision and Control of Sales Forces
2:03:10 Example of Ritz Carlton
2:04:50 Ethics in Sales Management
2:05:41 Unethical Sales Behaviour
2:06:13 Basic Types of Ethical Codes
2:07:11 Ethical Behaviour Example
2:07:58 Unethical Practices Example
2:09:46 Management of Distribution Channel
2:10:34 Distribution Channel Levels
2:12:49 Distribution Channel Examples
2:15:09 Choice of Distribution System
2:21:14 Channel Partners
2:21:59 Types of Channel Partners
2:30:48 Factors Affecting Distribution Strategy
2:33:43 Factors Affecting Distribution Strategy - Example
2:35:31 Factors Affecting Distribution Channel - Part - 1
2:40:43 Channel Conflict Example
2:43:25 Factors Affecting Distribution Channel - Part - 2
2:46:45 Channel Conflict Example
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