NOC | 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

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.
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Teaching Assistant(s)

No teaching assistant data available for this course yet

Course Duration : Jan-Feb 2021

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Syllabus

Enrollment : 18-Nov-2020 to 25-Jan-2021

Exam registration : 15-Jan-2021 to 12-Feb-2021

Exam Date : 21-Mar-2021

Enrolled

2124

Registered

466

Certificate Eligible

322

Certified Category Count

Gold

Silver

Elite

104

Successfully completed

169

Participation

Success

Elite

Silver

Gold

Legend

AVERAGE ASSIGNMENT SCORE >=10/25 AND EXAM SCORE >= 30/75 AND FINAL SCORE >=40
BASED ON THE FINAL SCORE, Certificate criteria will be as below:
>=90 - Elite + Gold
75-89 -Elite + Silver
>=60 - Elite
40-59 - Successfully Completed