Full Sales Management Course (With Detailed Case Studies)

View all our courses and get certified on https://academy.marketing91.com 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 #sales