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Professional Sales Management

A uniquely designed residential programme offered to the working executives across India.

Session starts from 10 Feb 2024

Session ends on 14 Feb 2024



    ABOUT THE PROGRAMME

    Professional Sales Management

    Sales managers are to plan, lead and control the selling activities of an organisation. Few, if any, jobs in an organisation are more important, because sales is the only activity that directly generates income, all other activities support this revenue-producing function. In short, the ultimate success or failure of any business depends on how well it can manage the sales function. In this programme, we have tried to describe an environment for the selling process which is constantly changing, and to present the need for flexibility in sales management. The programme has been designed with sales executives needs in mind. The programme aims at providing marketing concepts for formulating effective sales management strategies.

    COURSE DETAILS

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    METHODOLOGY

    The pedagogy will comprise lectures, case discussions, success stories, and experience sharing by participants. Concepts will be explained using examples drawn from an industry and the participants would be encouraged to relate them to their respective industries.

    EXPECTED PARTICIPANT

    This programme is most suited to the Sales Executives at the Middle Level.

    DURATION

    10th – 14th Feb 2025.                 XLRI , Jamshedpur

    PROGRAM CHARGES

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    PROGRAM FEES AND OTHER EXPENSES

    PROGRAMME DIRECTORS

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    FTF116

    PINGALI VENUGOPAL

    PGDM, FPM (IIM-A)

    Professional Sales Management

    Pingali Venugopal has teaching, industry, consulting and research experience in the Marketing function for over 40 years. Venugopal has done his MBA and Doctorate from the Indian Institute of Management, Ahmedabad. He has been a Marketing faculty at XLRI, Jamshedpur since 1994 and the Dean of the institute from 2004 to 2010. He is also a visiting faculty to leading institutes in India. Venugopal’s research and publication cover different marketing topics and he published research papers in leading international and national journals and has authored seven books covering areas of Marketing and Indian Economy. His books; Sales and Distribution Management: An Indian Perspective; Marketing Management: A Decision-Making Approach and Agri-Input Marketing in India have been adopted as texts in several business schools including the Indian Institutes of Management. He was awarded the Distinguished Scholar by the European Journal of Scientific Research in 2021. He is on the Boards of Tata Metaliks and Jamipol; and on the Academic Committee of National Institute of Technology, Jamshedpur and National Institute of Agricultural Extension Management, Hyderabad. He also served on the Board of Jamshedpur Continuous Annealing and Processing Company Pvt Ltd.

    PROGRAM CONTACT DETAILS

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    Management Development Programme

    Professional Sales Management