Excellence in Sales Management for Sales Managers
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Want to Build a Great Sales and Marketing Career by gaining Excellence in Sales Management?
Take a look at this course only where you will
· Not only learn in depth how to do sales management excellently with concrete actionable advice, tools, techniques, processes and methodologies but also
· Skill yourself by doing real life case assignments of different kinds
· Preview 50% of lectures to see the content for yourself
· Clear your doubts on this topic any time while doing the course
· Get Udemy’s 30 days Money Back Guarantee
I started my journey as a Sales Manager after successfully completing my Management Training with Hindustan Unilever in 1985 and continued in sales and marketing over the years becoming General Manager Sales and Marketing with Johnson & Johnson in 1994. Over further periods of time that led me to become Managing Director of what is now Danone Nutrition in 2005. It has been very rewarding career in sales and marketing starting with Area Sales Manager in HUL
What I am sharing with you here is my learnings over these almost 20 years in sales and marketing in great companies like HUL, Johnson & Johnson and Danone Nutrition. I am sure you can do even better than me with these learnings!
I have given a lot of real life assignments for you in this course from my experiences in sales management so that you can also skill yourself in addition learning the best practices in sales management
Look at what are students like you saying about this course
“Very enjoyable, a lot of value here. The tutor goes through the points and arguments pretty quickly, but if you reflect on them with the downloadable content there is much to think about and take away”
“Great course. Just what I needed to boost my sales targets and results! Highly recommend it.”
“The only course is, You need to have excellence in Management. Besides, you will also improve your soft skills by just following this course completely.”
“The course is very much informative and learned about how to be excellence in sales management and also thanks for explaining from the initial stage like recruiting onwards…”
“Yes, Course is a good match for me since it provides detailed way of attaining excellence in sales management”
“Overall, I found the course to be informative. The in-between points like SWOT were quite helpful. I feel more confident as i have gained and information through this course.”
Preview for yourself 50% of lectures covering each section. If you like the content, enroll for the course, enjoy and skill yourself to build a great career in sales and marketing by gaining excellence in Sales Management! If don’t like the content, please message about how can we modify it to meet your expectations.
Please remember that this course comes with Udemy’s 30 days Money Back Guarantee using which you can get a full refund if you are not satisfied even after doing the full course
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Overview IAt the end of this lecture you will learn the following
•What are they looking for in a Sales Manager?
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3
Role of Unilever Area Sales Manager
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Overview II
At the end of this lecture you will learn the following
•What are the excellence requirements of a Sales Manager?
•How can you do the Sales Management in excellent way- An Overview?
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Excellence requirements of Unilever Area Sales Manager
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Meeting and Exceeding Sales Targets I
At the end of this lecture you will learn the following
How to meet and exceed sales targets using the Deming Wheel
Plan
Setting Goals for sales targets (What)
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Meeting and Exceeding Sales Targets II
At the end of this lecture you will learn the following
How to meet and exceed sales targets using the Deming Wheel
Plan
Setting Goals for sales targets (How)
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Your annual goals
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Meeting and Exceeding Sales Targets III
At the end of this lecture you will learn the following
How to meet and exceed sales targets using the Deming Wheel
Plan
Identifying Enablers and Barriers
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Meeting and Exceeding Sales Targets IV
At the end of this lecture you will learn the following
How to meet and exceed sales targets using the Deming Wheel
Plan
Selecting Strategies & Developing Actions
Do
Check and Act
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Your Annual Sales Plan
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Implementing Your Annual Sales Plan
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Meeting Profitability Goals I
At the end of this lecture you will learn the following
•Recap what drives profitability
•Learn what can you do with one each of the drivers under your control
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Meeting Profitability Goals II
At the end of this lecture you will learn the following
•Learn what can you do on remaining drivers under your control
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Determining your profitability strategy
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Strategizing for your Area I
At the end of this lecture you will learn the following
•What detailing do we need to do?
•Month wise sales planning
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Strategizing for your Area
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Sales Planning
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Strategizing for your Area II
At the end of this lecture you will learn the following
•Territory Management
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Territory Management
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Strategizing for your Area III
At the end of this lecture you will learn the following
•Network Development
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Network Development
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Strategizing for your Area IV
At the end of this lecture you will learn the following
•Sales Promotions Management
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Sales Promotion Management
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Strategizing for your Area V
At the end of this lecture you will learn the following
•Logistics and Distribution Management
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Logistics and Distribution Management
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Strategizing for your Area VI
At the end of this lecture you will learn the following
•New Product Launches
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New Product Launches
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Strategizing for your Area VII
At the end of this lecture you will learn the following
•Arrange financing for customers at dealerships
•Market Research &Competitive intelligence
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30
Building a Strong Sales Team I
At the end of this lecture you will learn the following
•How to build a strong team
•How to recruit
–Defining the Right Job Requirements
–Sourcing the candidates
–Screening candidates
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Defining Job Requirements
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Building a Strong Sales Team II
At the end of this lecture you will learn the following
•How to recruit
–Evaluation of candidates
–Reference checks & Selection
–Offer & Acceptance
–Ensure joining
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Deciding the screening and selection interview criteria
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Building a Strong Sales Team III
At the end of this lecture you will learn the following
How to deploy strategy
•Area Strategies
•Team Work Plans
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35
Team Work- Planning
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Building a Strong Sales Team IV
At the end of this lecture you will learn the following
How to deploy strategy
•Channel Partner Plans
•Channel Partner Team Work Plans
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Channel Partner Work Planning
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Building a Strong Sales Team V
At the end of this lecture you will learn the following
How to motivate your team?
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Sales Rep Incentive Plans
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Building a Strong Sales Team VI
At the and of this lecture you will learn the following
How to train and develop your team?
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Sales Rep Capability Assessment
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Building a Strong Sales Team VII
At the and of this lecture you will learn the following
How to support your team?
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Developing Strong Customer Relations I
At the and of this lecture you will learn the following
•Process Overview
•Defining who are the customers
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Developing Strong Customer Relations II
At the and of this lecture you will learn the following
•Understand their drivers of strong relationships
•Measure current level of relationship with them
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45
Drafting a questionnaire to measure customer satisfaction of retailers
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Developing Strong Customer Relations III
At the and of this lecture you will learn the following
•Develop Action Plans
•Implement and track progress
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Drivers of Distributor Profitability
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Sound Debtors Management I
At the and of this lecture you will learn the following
Who are the debtors?
Why manage debtors well?
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Sound Debtors Management II
At the and of this lecture you will learn the following
•What do we mean by managing debtors well?
•How to manage debtors well?
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Credit Limit for Bangalore Distributors
