NOC:Management of Field Sales


Lecture 1 - Introduction to Management of Field Sales


Lecture 2 - Sales Role and Activities


Lecture 3 - Value added selling and Non Verbal Messages


Lecture 4 - Communication Styles in Field Sales


Lecture 5 - Managing Product Life cycle


Lecture 6 - From Product To Benefit


Lecture 7 - The Sales Process


Lecture 8 - Prospecting


Lecture 9 - From Prospecting to Preparing the Sales Call


Lecture 10 - The Buying Process


Lecture 11 - Approaching the Customer with Adaptive Selling


Lecture 12 - Interactive Sales Presentation


Lecture 13 - Consultative Questioning Strategy


Lecture 14 - Account Evaluation - Long Term Approach


Lecture 15 - Negotiating Buyer Concerns


Lecture 16 - Sales Force Structure


Lecture 17 - Leading the Sales Force


Lecture 18 - Sales Force Motivation


Lecture 19 - Forecasting Sales and Developing Budgets


Lecture 20 - Understanding Sales Analytics