Lecture 1 - Introduction to Management of Field Sales
Lecture 2 - Sales Role and Activities
Lecture 3 - Value added selling and Non Verbal Messages
Lecture 4 - Communication Styles in Field Sales
Lecture 5 - Managing Product Life cycle
Lecture 6 - From Product To Benefit
Lecture 7 - The Sales Process
Lecture 8 - Prospecting
Lecture 9 - From Prospecting to Preparing the Sales Call
Lecture 10 - The Buying Process
Lecture 11 - Approaching the Customer with Adaptive Selling
Lecture 12 - Interactive Sales Presentation
Lecture 13 - Consultative Questioning Strategy
Lecture 14 - Account Evaluation - Long Term Approach
Lecture 15 - Negotiating Buyer Concerns
Lecture 16 - Sales Force Structure
Lecture 17 - Leading the Sales Force
Lecture 18 - Sales Force Motivation
Lecture 19 - Forecasting Sales and Developing Budgets
Lecture 20 - Understanding Sales Analytics
