Curriculum
- 17 Sections
- 159 Lessons
- 10 Weeks
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- Fundamental of Sales1
- Introduction to Sales Management16
- 2.1Introduction
- 2.2Importance
- 2.3Revenue Generation
- 2.4Customer Relationships
- 2.5Market Understanding
- 2.6Resource Allocation
- 2.7Profitability
- 2.8Role of a Sales Manager
- 2.9Setting Objectives
- 2.10Recruitment and Training
- 2.11Performance Monitoring
- 2.12Sales Forecasting
- 2.13Motivation and Incentives
- 2.14Relationship Management
- 2.15Strategy Development
- 2.16Rest
- Sales Planning and Strategy27
- 3.1Introduction
- 3.21- Setting Sales Objectives and Goals
- 3.3Strategic Alignment
- 3.4SMART Goals
- 3.5Performance Metrics
- 3.6Case Study Sales Planning
- 3.7Rest
- 3.82- Developing Sales Strategies and Tactics
- 3.9Market Analysis
- 3.10Strategic Segmentation and Targeting
- 3.11Tactical Implementation
- 3.123- Forecasting and Budgeting
- 3.13Sales Forecasting
- 3.14Case Study Sales Forecasting
- 3.15Budget Allocation
- 3.16Case Study Budget Allocation
- 3.17Financial Planning
- 3.18Rest
- 3.19Case Study Financial Planning
- 3.204- Continuous Monitoring and Optimization
- 3.21Performance Tracking
- 3.22Importance of Performance Tracking
- 3.23Strategies for Effective Performance Tracking
- 3.24Key Components of Performance Tracking
- 3.25Feedback and Adaptation
- 3.26Iterative Improvement
- 3.27Case Study
- Sales Organization and Structure9
- Recruitment, Training, and Development4
- Sales Processes and Systems8
- Sales Performance Management9
- Customer Relationship Management7
- Sales Forecasting and Analytics9
- 9.1Sales Forecasting Methods and Techniques
- 9.2Data Analysis and Interpretation
- 9.3Predictive Analytics
- 9.4Real-Time Analytics and Monitoring
- 9.5Forecasting Accuracy and Continuous Improvement
- 9.6Integration with Business Intelligence (BI) and CRM Systems
- 9.7Collaboration and Cross-Functional Alignment
- 9.8Case Studies: Sales Forecasting
- 9.9Rest
- Emerging Trends and Technologies3
- Key Account Management28
- 11.11- Identifying and Managing Key Accounts
- 11.2Customer Segmentation and Analysis
- 11.3Customer Segmentation
- 11.4Customer Analysis
- 11.5Value Proposition Development
- 11.6Risk Management and Mitigation
- 11.7Future Growth and Expansion
- 11.8Account Portfolio Management
- 11.9Revenue Potential
- 11.10Strategic Alignment
- 11.11Partnership Potential
- 11.12Industry and Market Insights
- 11.13Rest
- 11.14Account Portfolio Management
- 11.15Segmentation and Classification
- 11.16Portfolio Analysis and Optimization
- 11.17Relationship Management and Engagement
- 11.18Continuous Monitoring and Improvement
- 11.192. Relationship-Building Strategies for Major Clients
- 11.20Client Understanding and Alignment
- 11.21Strategic Account Planning
- 11.22Value Delivery and Collaboration
- 11.233. Account-Based Sales Techniques
- 11.24Personalized Engagement and Communication
- 11.25Solution Customization and Development
- 11.26Strategic Relationship Management
- 11.27Case Studies
- 11.28Rest
- Channel Sales and Distribution11
- 12.1Channel Sales and Distribution
- 12.2Types of Sales Channels
- 12.3Key Components of Distribution
- 12.4Channel Strategy and Management
- 12.5Channel Performance and Optimization
- 12.6Channel Partner Management and Collaboration
- 12.7Channel Strategy Development
- 12.8Channel Performance Measurement and Analysis
- 12.9Channel Expansion and Optimization
- 12.10Case Studies
- 12.11Rest
- Strategic Pricing and Revenue Management7
- Sales and Marketing Alignment7
- Risk Management and Crisis Response7
- Customer Experience and Journey Mapping3
- Sales Culture and Organizational Behavior3