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Strategic Sales Management

Course Reviews

Track :

Marketing
Course Presenter :

IIT Roorkee July 2018

Lessons no : 42

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What will you learn in this course?
  • Develop strategic sales plans aligned with organizational goals and market dynamics using data-driven insights and forecasting techniques
  • Identify and segment target customers effectively to tailor sales approaches and maximize engagement and conversion rates
  • Implement relationship management strategies to build long-term customer loyalty and enhance client retention
  • Analyze sales performance metrics to identify areas for improvement and optimize sales team productivity
  • Utilize sales forecasting tools to predict revenue trends and inform resource allocation and inventory planning
  • Design and execute sales campaigns that increase market penetration and drive revenue growth
  • Apply CRM systems and sales analytics to monitor sales activities and improve decision-making processes
  • Develop competitive sales strategies by analyzing industry trends, competitor activities, and customer needs

How to Get The Certificate

  • You must have an account Register
  • Watch All Lessons
  • Watch at least 50% of Lesson Duration
  • you can follow your course progress From Your Profile
  • You can Register With Any Course For Free
  • The Certificate is free !
Lessons | 42
Strategic Sales Management Prof sourabh arora Prof kalpak kulkarni
00:06:01

Strategic Sales Management Prof sourabh arora Prof kalpak kulkarni
Lecture 01 Breaking the Myths and Learning the Basics Prof Sourabh Arora
00:28:53

Lecture 01 Breaking the Myths and Learning the Basics Prof Sourabh Arora
Lecture 02 Evolution and Role of Sales Management Prof Sourabh Arora
00:37:27

Lecture 02 Evolution and Role of Sales Management Prof Sourabh Arora
Lecture 3 Tactical Role of Sales Management Prof Sourabh Arora
00:23:40

Lecture 3 Tactical Role of Sales Management Prof Sourabh Arora
Lecture04 Complexities in Sales Management and Characteristics of Modern Selling Prof Sourabh Arora
00:31:07

Lecture04 Complexities in Sales Management and Characteristics of Modern Selling Prof Sourabh Arora
Lecture 05 Difference Between Sales and Marketing prof sourabh arora
00:27:35

Lecture 05 Difference Between Sales and Marketing prof sourabh arora
Lecture 06 Selling in a VUCA World Prof sourabh arora
00:32:15

Lecture 06 Selling in a VUCA World Prof sourabh arora
Lecture 07 Place of Selling in Overall Marketing Plan Prof Kalpak Kulkarni
00:20:42

Lecture 07 Place of Selling in Overall Marketing Plan Prof Kalpak Kulkarni
Lecture 08 Use of Marketing Principles in Creating Strategic Sales Plan Prof kalpak kulkarni
00:25:04

Lecture 08 Use of Marketing Principles in Creating Strategic Sales Plan Prof kalpak kulkarni
Lecture 09 Sales Forecasting Methods for Informed Decision Making Prof Kalpak Kulkarni
00:41:15

Lecture 09 Sales Forecasting Methods for Informed Decision Making Prof Kalpak Kulkarni
Lecture 10 Tools to Assess Market While Developing Strategic Sales Plan Prof Kalpak Kulkarni
00:49:34

Lecture 10 Tools to Assess Market While Developing Strategic Sales Plan Prof Kalpak Kulkarni
Lecture 11 Models of Sales planning Prof Kalpak Kulkarni
00:26:14

Lecture 11 Models of Sales planning Prof Kalpak Kulkarni
Lecture 12 Types of sales man and what makes a good sales man Prof Sourabh Arora
00:27:58

Lecture 12 Types of sales man and what makes a good sales man Prof Sourabh Arora
Lecture 13 Buying Centre and stages of sales call Prof Sourabh Arora
00:34:25

Lecture 13 Buying Centre and stages of sales call Prof Sourabh Arora
Lecture 14 Transformative Factors And Evolved Selling Process And Theories
00:41:02

Lecture 14 Transformative Factors And Evolved Selling Process And Theories
Lecture 15 Miller Heiman approach and virtual framework strategic selling
00:36:09

Lecture 15 Miller Heiman approach and virtual framework strategic selling
Lecture16 Miller Heiman Approach And Virtual Framework Strategic Selling Continued
00:32:57

Lecture16 Miller Heiman Approach And Virtual Framework Strategic Selling Continued
Lecture 17 Buyer Persona and Consumer and B2B Decision Making process
00:28:56

Lecture 17 Buyer Persona and Consumer and B2B Decision Making process
Lecture 18 Consumer and B2B Decision Making process Selling and Consumer Behavior
00:37:07

Lecture 18 Consumer and B2B Decision Making process Selling and Consumer Behavior
Lecture 19 B2B Decision Making Process and Difference in B2B and B2C Selling
00:17:42

Lecture 19 B2B Decision Making Process and Difference in B2B and B2C Selling
Lecture 20 Key Account Management and Customer Centric Selling
00:23:48

Lecture 20 Key Account Management and Customer Centric Selling
Lecture 21 Key Account Management Customer Centric Selling and CRM Strategies Continued
00:17:02

Lecture 21 Key Account Management Customer Centric Selling and CRM Strategies Continued
Lecture 22 Key Responsibilities of Salespeople Prof sourabh arora
00:24:43

Lecture 22 Key Responsibilities of Salespeople Prof sourabh arora
Lecture 23 Preparing for a Sales Role Prof sourabh arora
00:22:14

Lecture 23 Preparing for a Sales Role Prof sourabh arora
Lecture 24 Preparing for a Sales Role Continued Prof Sourabh Arora
00:17:02

Lecture 24 Preparing for a Sales Role Continued Prof Sourabh Arora
Lecture 25 Personal Selling Skills and Motivating Sales Team Prof Sourabh Arora
00:16:59

Lecture 25 Personal Selling Skills and Motivating Sales Team Prof Sourabh Arora
Lecture 26 Personal Selling Skills and Motivating Sales Team Continued Prof Sourabh Arora
00:33:55

Lecture 26 Personal Selling Skills and Motivating Sales Team Continued Prof Sourabh Arora
Lecture 27 Meaning and Role of Sales Intelligence Prof Kalpak Kulkarni
00:24:46

Lecture 27 Meaning and Role of Sales Intelligence Prof Kalpak Kulkarni
Lecture 28 Data for Sales intelligence Prof Kalpak Kulkarni
00:32:02

Lecture 28 Data for Sales intelligence Prof Kalpak Kulkarni
Lecture 29 Ideal Customer Profile Prof Kalpak Kulkarni
00:24:32

Lecture 29 Ideal Customer Profile Prof Kalpak Kulkarni
Lecture 30 Data Driven Approaches to Selling Prof Kalpak Kulkarni
00:48:48

Lecture 30 Data Driven Approaches to Selling Prof Kalpak Kulkarni
Lecture 31 Social Media for Lead Generation
00:15:22

Lecture 31 Social Media for Lead Generation
Lecture 32 Understanding International Selling Prof Kalpak Kulkarni
00:22:57

Lecture 32 Understanding International Selling Prof Kalpak Kulkarni
Lecture 33 Global Sales Dynamics and Sales Force Management Prof Kalpak Kulkarni
00:38:11

Lecture 33 Global Sales Dynamics and Sales Force Management Prof Kalpak Kulkarni
Lecture 34 Do s and Don ts of International Selling Prof Kalpak Kulkarni
00:32:06

Lecture 34 Do s and Don ts of International Selling Prof Kalpak Kulkarni
Lecture 35 Role of culture in International Selling Prof Kalpak Kulkarni
00:24:56

Lecture 35 Role of culture in International Selling Prof Kalpak Kulkarni
Lecture 36 Challenges of Selling in International Markets Prof Kalpak Kulkarni
00:25:27

Lecture 36 Challenges of Selling in International Markets Prof Kalpak Kulkarni
Lecture 37 Role of technology management in selling Prof Kalpak Kulkarni
00:19:36

Lecture 37 Role of technology management in selling Prof Kalpak Kulkarni
Lecture 38 Use of Sales force Automation for Effective Selling Prof Kalpak Kulkarni
00:22:19

Lecture 38 Use of Sales force Automation for Effective Selling Prof Kalpak Kulkarni
Lecture 39 Role of AR VR and AI in Selling Prof Kalpak kulkarni
00:27:15

Lecture 39 Role of AR VR and AI in Selling Prof Kalpak kulkarni
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Vivekanandhan P 

Gain knowledge about course
2025-11-27

Naveen Sundu 

very good platform to gain more knowledge on marketing
2025-11-27

Saravanan 

Gooda
2025-11-27

Suryasree M 

GOOD
2025-11-27

Varshini Devaraj 

Good
2025-11-27

Praveen K S 

Good
2025-11-27

Giri 

Good
2025-11-26

Sreenidhi E 

VERY USEFULL SESSION AND EASY TO UNDERSTAND THE CONCEPT
2025-11-26

Arega Debu 

Very interesting. I like the way the course is delivered.
2025-11-15

Dev patel 

IT IS A GOOD PLATFORM AND THE COURSE WAS ALSO VERY GOOD.
2025-11-08

Shivani Panwar 

Great learning experience I had , cleared my concepts through videos l.
2025-11-05

Albert Yeo Boon Leong 

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2025-10-01

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.The Strategic Sales Management course provides insights into developing and implementing effective sales strategies. Learn about sales planning, customer segmentation, relationship management, sales forecasting, and sales performance analysis. This course equips you with the skills to align sales efforts with organizational goals, optimize sales processes, and drive revenue growth. Join us to enhance your strategic sales management capabilities and achieve sales success. IIT Roorkee July 2018