Course abstract
This is a post graduate level course on Sales Management. The objective of the course is to familiarize the participants with methods for identifying opportunities and how to convert the opportunities into relationship based sales. Participants will be provided with practical illustrations of theoretical concepts. After attending the course participants will be familiar with various techniques, processes and models for developing personal selling competency as well as the strategies for managing the field sales teams.
Course Instructor
Prof.Jayanta Chatterjee
Prof. Jayanta Chatterjeeis is an Adjunct Senior Professor of Marketing, Sales and Strategy in the Department of Industrial and Management Engineering at IIT Kanpur. An Electrical Engineering graduate from Jadavpur University, M.Tech and PhD from IIT Delhi,(.) Prof. Chatterjee has eighteen years of Management teaching experience in India and abroad and 30 years of hands on management experience in different countries. He has risen through Sales, Marketing, Project Management, Technology and Business development functions in top multinationals like Siemens, Allen Bradley, and Rockwell International to CEO and Executive Director positions. He has founded two successful start-ups and mentored many. His earlier courses on Marketing Management I and II, Strategic marketing and Managing Services on NPTEL are well subscribed. The book on Services marketing co-authored by Prof Chatterjee and published by Pearson India is also well known.More info
Teaching Assistant(s)
No teaching assistant data available for this course yetCourse Duration : Jan-Feb 2019
View Course
Syllabus
Enrollment : 15-Nov-2018 to 28-Jan-2019
Exam registration : 28-Jan-2019 to 22-Feb-2019
Exam Date : 31-Mar-2019, 31-Mar-2019
Enrolled
1908
Registered
464
Certificate Eligible
417
Certified Category Count
Gold
1
Silver
37
Elite
126
Successfully completed
253
Participation
29
Success
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Category : Successfully Completed
Elite
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Category : Elite
Silver
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Category : Silver
Gold
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Category : Gold
Legend
>=90 - Elite + Gold
75-89 -Elite + Silver
>=60 - Elite
40-59 - Successfully Completed
<40 - No Certificate
Final Score Calculation Logic
- Assignment Score = Average of best 3 out of 4 assignments.
- Final Score(Score on Certificate)= 75% of Exam Score + 25% of Assignment Score
Management of Field Sales - Toppers list
Top 1 % of Certified Candidates
Top 2 % of Certified Candidates
Top 5 % of Certified Candidates
Enrollment Statistics
Total Enrollment: 1908
Registration Statistics
Total Registration : 464
Assignment Statistics
Assignment
Exam score
Final score
Exam score
Final score