Sales

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  • Scope
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  • Curriculum
  • Employers Council
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A sale is the act of selling products or services in return for money or other compensation. Sales is, therefore, the most important and critical activity for any business organization. Competent professionals in this field have tremendous job as well growth opportunities.

In our programme, you will become skilled at basic sales processes and their application in various business situations. Your learning will also include sales preparation, lead management as well as effective selling techniques. You will also be trained in the execution of sales process such as negotiations and closing exercises, industry-specific sales techniques and how to maximize the ROI per customer.

You will focus on sales potential estimations, channel management, advanced aspects of high probability selling, feedback mechanisms, overall market analysis and Customer Relationship Management. You will also develop skills in managing sales teams along with the ability to effectively implement various sales promotion schemes.

Sales as a function is easily the most valued function in an organization as this generates revenue for the business.

The demand for qualified and skilled Sales people is always very high in the industry. This function attracts very high remuneration both in the fixed as well as variable mode. This will easily be the ‘most in demand’ profession for entry-level job opportunities for the next decade as well.

Full Time Programmes

For Graduate
Professional Programme in Business Management with specialization in Marketing

For 10+2
Professional Programme in Business Management with specialization in Marketing (Integrated)

Programmes for Working Professionals
Specialist Level Programme in Sales
Deliverables                 Content
Sales PreparationMethods and techniques for sales preparation and meeting.
The Sales ProcessTypes of sales processes and implementation techniques.
Post Sales ManagementImportance of feedback & customer satisfaction in Sales, Seeking feedback, Seeking references, Post sales service process, Complaint Redressal, Retaining customers, Levels of post sales service, Building customer relations.
Channel ManagementTypes of Sales Channels, Channel structure & development,Channel conflicts, Target setting mechanisms for channels, Building sales distribution, Performance measurement.
Estimate Sales PotentialPotential of each customer, customer/account potential analysis, Territory management, Territory design.
Market AnalysisDirect competitor tracking. Market analysis tools & applications.
Analytics & CRMProcess & implementation of CRM, Customer Management Programmes, and Analysing data.
Employer's Council Members
Mr. Abhinav SaxenaAVP, HSBC
Mr. Abhishek MukherjeeAsst. Director-Marketing, WNS-Marketics
Mr. Alok DuggalHead of Marketing, ING Vysya Ltd
Mr. Behram SabawalaHead-Strategic Alliance, NIIT Limited
Mr. Amitabh SinghHead Sales - Food Services, DABUR
Mr. Anoop KapoorDirector, Lynx Tools & Components
Mr. Ashish DaftariRSM (N&E), Thompson Press
Mr. Atulit SaxenaCOO - Brands, Future Group
Dr. Dilpreet BrarDirector Operation, Max Healthcare
Dr. Manjunath HegdeCEO, Alpha Star Steel Pvt. Ltd.
Mr. N.K. AgarwalAssociate Vice President, Kent R.O. Systems
Mr. Nagendra ChaudharyZonal Manager, Cadila
Mr. P. ThiruvengadamSenior Director, Deloitte Touche' Tohmatsu India
Mr. Pankaj RastogiRegional Head (Retail Sales) Tata Assets
Mr. Pawan ChaurasiaVice President, Sales & Marketing, Indiabulls
Mr. Prashant Kishore SharmaNational Manager, Reliance Retail
Mr. Sandeep BatraCountry Manager Marketing, Lenovo India
Mr. Ramesh KumarStrategic Planning, O&M
Mr. Ravi KamatMD, Softbridge Solutions
Mr. Rohit MahajanCEO, Saviance Technology
Mr. S.ShivkumarDirector-Client Servicing, Crayon's Advertising
Mr. Sameer KapoorCEO, NDTV
Mr. Satpal ChaudharyCEO, Khoday's Group
Mr. Shivan GandhiRegional Business Head, Bunge India
Mr. Vishal DixitAdvisor to Reliance Trend
Mr. Vinay UpadhyayPresident, Escorts
Mr. Vikram MunshiHead - Sales & Marketing, Ranbaxy
Mr. Anil MalhotraHead - Commercial Business North, Elite Brands
Ms. Nidhi LauriaNational Sales & Operations Head - Internet Ventures
Mr. Rajesh BansalVP Sales, ING
Mr. Pawan ChaurasiaCEO, Ebony
Mr. Hemant ShahExecutive Director, Times OOH
Ms. Archana TomarCEO Blue Lotus Communications
Dr. A K GargVice President Marketing, KORES India
Mr. Govindan Senthil Territory Manager, IBM
Mr. Anurag Gupta President - Strategic Initiatives and Integration, Mudra Communications
Ms. Ashu Gupta AVP - Distribution and Logistics, Wockhardt Ltd.
Mr. Rajendra Gupta International Healthcare & Retail Expert
Mr. Suresh Iyer Vice President Marketing, Blue Star
Mr. Ashish JhaProduct Manager - Home Loans, ICICI Home Finance
Ms. Vanita Keswani Chief Operating Officer, Madison Media Sigma
Mr. Kewal KotianVP Marketing, Aditya Birla Financial Services
Mr. Arun Om Lal Director, Sunrise India
Mr. Ram ManoharHead Logistics, ACC
Mr. Janak MehtaPresident, LKP Securities
Ms. Sujata ModyDirector, BMR Advisors
Mr. NandkishoreSr. Product & Investment Analyst, Standard Chartered
Mr. Jiten RajputHead Exports, Bombay Dyeing
Mr. Ritesh Sampat Regional Manager, Bajaj Allianz
Mr. Abhijit SaxenaChief Executive Officer, Net Core
Mr. Jose Varkey Vice President Sales and Marketing, Reliance Retail
Mr. Vinod Warrier Vice President Sales and Marketing, Nilkamal