ניהול מכירות אסטרטגי

תוכן הקורס

1. 1Strategic Sales Management #Prof_sourabh_arora #Prof_kalpak_kulkarni6:01
2. 2Lecture 01:Breaking the Myths and Learning the Basics #Prof_Sourabh_Arora28:53
3. 3Lecture 02: Evolution and Role of Sales Management #Prof_Sourabh_Arora37:27
4. 4Lecture 3: Tactical Role of Sales Management #Prof_Sourabh_Arora23:40
5. 5Lecture04:Complexities in Sales Management and Characteristics of Modern Selling #Prof_Sourabh_Arora31:07
6. 6Lecture 05: Difference Between Sales and Marketing #prof_sourabh_arora27:35
7. 7Lecture 06: Selling in a VUCA World #Prof_sourabh_arora32:15
8. 8Lecture 07: Place of Selling in Overall Marketing Plan #Prof_Kalpak_Kulkarni20:42
9. 9Lecture 08: Use of Marketing Principles in Creating Strategic Sales Plan #Prof_kalpak_kulkarni25:04
10. 10Lecture 09: Sales Forecasting Methods for Informed Decision-Making #Prof_Kalpak_Kulkarni41:15
11. 11Lecture 10: Tools to Assess Market While Developing Strategic Sales Plan #Prof_Kalpak_Kulkarni49:34
12. 12Lecture 11: Models of Sales planning #Prof_Kalpak_Kulkarni26:14
13. 13Lecture 12:Types of sales man and what makes a good sales man. #Prof_Sourabh_Arora27:58
14. 14Lecture 13: Buying Centre and stages of sales call #Prof_Sourabh_Arora34:25
15. 15Lecture 14:Transformative Factors And Evolved Selling Process And Theories41:02
16. 16Lecture 15: Miller Heiman approach and virtual framework strategic selling36:09
17. 17Lecture16:Miller Heiman Approach And Virtual Framework Strategic Selling (Continued)32:57
18. 18Lecture 17:Buyer Persona and Consumer and B2B Decision Making process28:56
19. 19Lecture 18:Consumer and B2B Decision Making process Selling and Consumer Behavior37:07
20. 20Lecture 19:B2B Decision Making Process and Difference in B2B and B2C Selling17:42
21. 21Lecture 20: Key Account Management and Customer Centric Selling23:48
22. 22Lecture 21:Key Account Management, Customer Centric Selling and CRM Strategies (Continued)17:02
23. 23Lecture 22 : Key Responsibilities of Salespeople #Prof_sourabh_arora24:43
24. 24Lecture 23 : Preparing for a Sales Role #Prof_sourabh_arora22:14
25. 25Lecture 24: Preparing for a Sales Role (Continued) #Prof_Sourabh_Arora17:02
26. 26Lecture 25:Personal Selling Skills and Motivating Sales Team #Prof_Sourabh_Arora16:59
27. 27Lecture 26:Personal Selling Skills and Motivating Sales Team(Continued) #Prof_Sourabh_Arora33:55
28. 28Lecture 27: Meaning and Role of Sales Intelligence #Prof_Kalpak_Kulkarni24:46
29. 29Lecture 28: Data for Sales intelligence #Prof_Kalpak_Kulkarni32:02
30. 30Lecture 29: Ideal Customer Profile #Prof_Kalpak_Kulkarni24:32
31. 31Lecture 30: Data-Driven Approaches to Selling #Prof_Kalpak_Kulkarni48:48
32. 32Lecture 31: Social Media for Lead Generation15:22
33. 33Lecture 32: Understanding International Selling #Prof_Kalpak_Kulkarni22:57
34. 34Lecture 33: Global Sales Dynamics and Sales Force Management #Prof_Kalpak_Kulkarni38:11
35. 35Lecture 34: Do's and Don'ts of International Selling. #Prof_Kalpak_Kulkarni32:06
36. 36Lecture 35: Role of culture in International Selling #Prof_Kalpak_Kulkarni24:56
37. 37Lecture 36: Challenges of Selling in International Markets #Prof_Kalpak_Kulkarni25:27
38. 38Lecture 37: Role of technology management in selling #Prof_Kalpak_Kulkarni19:36
39. 39Lecture 38: Use of Sales force Automation for Effective Selling #Prof_Kalpak_Kulkarni22:19
40. 40Lecture 39: Role of AR/VR and AI in Selling #Prof_Kalpak_kulkarni27:15
41. 41Lecture 40: Managing a Diversified Sales-force #Prof_Kalpak_Kulkarni17:31
42. 42Lecture 41: Ethical and Social issues in Selling #Prof_Kalpak_Kulkarni20:28