Course Name: Management of Field Sales

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

Media Object

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 yet
 Course 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

Elite

Silver

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

KUMARAN 91%

HOLIDAY WORLD

ANKITA SHAW 88%

HERITAGE BUSINESS SCHOOL

DR. SACHIN GUPTA 88%

UNIVERSITY COLLEGE OF MEDICAL SCIENCES

RUDRESH PANDEY 88%

ABES ENGINEERING COLLEGE


Top 2 % of Certified Candidates

SYED ARSALAN AHMAD 87%

JAMIA MILLIA ISLAMIA

V ASHWINE 87%

CENTRAL INSTITUTE OF PLASTICS ENGINEERING AND TECHNOLOGY

PURUSHOTH PRABHU T 87%

C L BAID METHA COLLEGE OF PHARMACY

GANESH S PRASANNA 86%

JOHN DISTILLERIES PRIVATE LIMITED

FEDRICK AKSHAY DSILVA.A 86%

ST.JOSEPH COLLEGE OF ENGINEERING, CHENNAI


Top 5 % of Certified Candidates

NITIN GAVADU PATIL 85%

VERTIV ENERGY PVT LTD

M SILAMBARASAN 85%

MEPCO SCHLENK ENGINEERING COLLEGE

YAGNA ATCHYUT RAVADA 85%

L&T CONSTRUCTION & MINING MACHINERY

SUPRATIM PRATIHAR 83%

IMIS

KIRTI ARORA 83%

JAIPURIA INSTITUTE OF MANAGEMENT, GHAZIABAD

V.VENKATA NARSIREDDY 82%

LAKIREDDY BALI REDDY COLLEGE OF ENGINEERING

ARUN RAGHU BABU 82%

NEW HORIZON COLLEGE OF ENGINEERING

SUJIT EVGIEN DANIEL 81%

GEA PROCESS ENGINEERING INDIA PVT. LTD.

SANJIV KUMAR SHARMA 81%

DEPARTMENT OF MANAGEMENT, VINOBA BHAVE UNIVERSITY

ITISHA AGARWAL 80%

HERITAGE BUSINESS SCHOOL

MADHURIMA ADHIKARY 80%

HERITAGE BUSINESS SCHOOL

SRIPRIYA DEVARAJAN 80%

FRYS ELECTRONICS

ARTHI V 80%

MADRAS UNIVERSITY

TABISH JAMSHED 80%

NARAYANA SUPERSPECIALITY HOSPITAL

MANAS TIWARI 80%

PRESTIGE INSTITUTE OF MANAGEMENT & RESEARCH , INDORE

Enrollment Statistics

Total Enrollment: 1908

Registration Statistics

Total Registration : 464

Assignment Statistics




Assignment

Exam score

Final score

Score Distribution Graph - Legend

Assignment Score: Distribution of average scores garnered by students per assignment.
Exam Score : Distribution of the final exam score of students.
Final Score : Distribution of the combined score of assignments and final exam, based on the score logic.