Sales Management (MKT4307) crash course, Online MBA, Semester 3:
This subject covers how sales forces are organised and managed, including recruitment, training, motivation, compensation, territories and quotas, along with…
- 16 video lessons
- 3h 27m
- Study notes
- 75 quiz questions
- Assignment
16 lessons in Sales Management
Each lesson pairs one topic with a hand-picked video, trimmed to the part that teaches it.
About this subject
This subject covers how sales forces are organised and managed, including recruitment, training, motivation, compensation, territories and quotas, along with the personal selling process from prospecting to closing. After it you will be able to design sales force structures, compensation plans and territories, and plan and conduct sales calls that handle objections and close deals.
- 1
Introduction to Sales Management and Personal Selling
Module I, : Changing world of Sales Management and Professionalism in sales, Classification of Personal Selling approaches, Sales jobs, Qualification and skill required for success
Lecture 02 : Sales Management, Personal Selling, and Salesmanship· NPTEL IIT Kharagpur· 34 min
Study notes 5 quiz questionsWatch lesson - 2
Organizational Buyer Behavior and Buyer-Seller Dyad
Module I, : Organizational buyer behavior and buying situations, Buyer-Seller Daydic Relationship
Full Sales Management Course (With Detailed Case Studies)· Marketing91· 5 min
Study notes 5 quiz questionsWatch lesson - 3
Transactional vs Relationship Selling and Sales Teams
Module I, : Contrasting Transactional and Relationship Selling models, Sales Teams
TYPES OF SELLING IN HINDI | Transactional, Relationship & Value added selling | BBA/MBA/Bcom | ppt· Sonu Singh - PPT wale· 9 min
Study notes 5 quiz questionsWatch lesson - 4
Sales Management Competencies and Strategy
Module I, : Sales management Competencies for effective and outstanding results, Developing Sales Management Strategy / Objectives and Sales Force Roles
Sales Strategy in sales management, Key Sales Strategies, Sales strategy meaning with example, mba· DWIVEDI GUIDANCE· 10 min
Study notes 5 quiz questionsWatch lesson - 5
Sales Force Recruitment Planning
Module II, : Recruitment planning process: Job analysis, description, qualifications, buyer's perspective and methods of locating prospective candidates
Recruitment and Selection of Sales force· SECAB BUSINESS SCHOOL· 12 min
Study notes 5 quiz questionsWatch lesson - 6
Selecting Salespeople: Interviews and Testing
Module II, : Selection: Application forms, Types of Interviews, Testing and Validating the hiring process
Recruitment and Selection of Sales force· SECAB BUSINESS SCHOOL· 12 min
Study notes 5 quiz questionsWatch lesson - 7
Designing and Evaluating Sales Training Programs
Module II, : Sales Training: Determining training needs, Training analysis, Methods of Evaluating sales Training and building a sales training program, Instructional methods used in training
Evaluation of Training Programme| Types of Evaluation-Formative,Process, Outcome & Impact Evaluation· Commerce with Kanojia Mam· 10 min
Study notes 5 quiz questionsWatch lesson - 8
Motivating the Sales Force with Maslow's Hierarchy
Module III, : Motivation and the reasons for motivating sales people, Maslow's Hierarchy of Needs related to the sales force motivators and company's actions to fill needs, Methods of giving status to sales people to motivate them
Topic 15.2 - Sales Motivational Theories - Maslow's Theory of Hierarchy of Needs· The Grumpy Professor· 9 min
Study notes 5 quiz questionsWatch lesson - 9
Sales Force Compensation Plans
Module III, : Sales force compensation, Components of compensation and their purpose, Comparison of various compensation plans
(43) Sales Force Compensation· BBA GDCPTH· 20 min
Study notes 5 quiz questionsWatch lesson - 10
Customer-Product Matrix for Sales Compensation
Module III, : Optimizing sales compensation: Customer – Product Matrix and relating it to the appropriate compensation plans
Sales and Retail Management Designing And Administering Sales| Force Compensation Plans |· AKTU Digital Education· 26 min
Study notes 5 quiz questionsWatch lesson - 11
Designing Sales Territories: Build-up and Workload Methods
Module IV, : Sales territory; Reasons for establishing or revising Sales Territories, Setting up and revising Sales Territories: Market build-up and Work load method; optimizing sales territory
SALES TERRITORY IN HINDI | Concept, Importance & Process | Sales Management | BBA/MBA | ppt· Sonu Singh - PPT wale· 12 min
Study notes 5 quiz questionsWatch lesson - 12
Sales Quotas: Types and Setting Procedures
Module IV, : Sales quotas; Objectives in using Quotas, Types of Sales Quotas and Quota setting procedures, Reasons when not to use Quotas
Sales Quota in Hindi - Meaning, Objectives, Importance, Types, Methods, Advantages, Disadvantages· Management Mantra · 8 min
Study notes 5 quiz questionsWatch lesson - 13
Prospecting in Personal Selling
Module V, : Personal Selling process: Prospecting: Developing a prospect base, Strategic prospecting, Sources of prospects, common causes of customer attrition, Preparing a prospect list and organizing information
What is Prospecting ? [hindi video} | प्रोस्पेक्टिंग क्या है? | #gulshsinghgulati· Gullsshan Gulati· 10 min
Study notes 5 quiz questionsWatch lesson - 14
Pre-Approach and Planning the Sales Call
Module V, : Planning the initial sales call and approach: Pre call information on the Buyer and Organisation, Call Objectives, Planning the approach
72 Process of Personal Selling | Prospecting | Preparation | Approach | Presentation | Closing |· Student Notes· 3 min
Study notes 5 quiz questionsWatch lesson - 15
Sales Presentations and Demonstrations
Module V, : Sales Presentation techniques: Types of presentation techniques, Presentation sequence, Adoptive Selling Model, Demonstrations: Demonstration plans, actions, custom fitting demonstrations, use of sales tools
Topic 6 3 - The Selling Process - Sales Presentation & Demonstration· The Grumpy Professor· 14 min
Study notes 5 quiz questionsWatch lesson - 16
Handling Objections and Closing the Sale
Module V, : Handling customer objections: types of objections, types of close, Trial Close, Closing the sales
Topic 6.4 - The Selling Process - Handling Objections, Closing & Follow Up· The Grumpy Professor· 13 min
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Assignment
Sales Management Plan for a B2B Product Launch
Less scrolling. More passing.
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Hand-picked video lessons
16 short lessons, each with the best YouTube explanation we could find, trimmed to the part that matters.
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Study notes
16 lessons come with a summary, key points, key terms and takeaways for quick revision.
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Quizzes
75 questions across the course, with the right answer and why, the moment you pick.
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Assignments
1 subject assignments with clear tasks, so you practise what each subject actually asks of you.
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Notebook
Write notes beside the video, stamped with the exact time, and jump back to that moment later.
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Progress that follows you
Completed lessons, quiz scores and where you stopped, saved to your account on every device.
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Live chat
A members-only live chat beside every lesson: doubts, tips, stickers and GIFs with your batch. One ₹19 pass opens every live chat.
The Online MBA live chat. Study together, live.
A live chat right beside the video, shared by everyone studying Online MBA. Ask a Sales Management doubt mid-lesson, share a shortcut, celebrate a finished semester.
- Live chat beside every lesson
- One live chat for all of Online MBA
- Members-only stickers & GIFs
- One ₹19 pass opens every live chat
Online MBA live chat
Anyone else finding Sales Management tricky? 😅
Lesson 2 cleared it up for me. Watch it before the quiz
Doing it now, thanks!
Starting Database Management Systems tonight if anyone wants to go together
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Sales Management: common questions
This subject covers how sales forces are organised and managed, including recruitment, training, motivation, compensation, territories and quotas, along with the personal selling process from prospecting to closing. After it you will be able to design sales force structures, compensation plans and territories, and plan and conduct sales calls that handle objections and close deals. It's the Sales Management subject of Online MBA, Semester 3, in 16 lessons: Introduction to Sales Management and Personal Selling; Organizational Buyer Behavior and Buyer-Seller Dyad; Transactional vs Relationship Selling and Sales Teams; Sales Management Competencies and Strategy; Sales Force Recruitment Planning; Selecting Salespeople: Interviews and Testing; Designing and Evaluating Sales Training Programs; Motivating the Sales Force with Maslow's Hierarchy; Sales Force Compensation Plans; Customer-Product Matrix for Sales Compensation; Designing Sales Territories: Build-up and Workload Methods; Sales Quotas: Types and Setting Procedures; Prospecting in Personal Selling; Pre-Approach and Planning the Sales Call; Sales Presentations and Demonstrations; Handling Objections and Closing the Sale.
Yes. Every video lesson is free to watch without an account. A free login unlocks study notes, quizzes, the assignment, a notebook and progress that syncs across devices.
About 3h 27m of video across 16 lessons, plus time for notes and quizzes. Go at your own pace; your place is saved.
Yes: “Sales Management Plan for a B2B Product Launch”. It comes after the last lesson, with a brief, clear tasks and how the work is judged.
A members-only live chat beside the video, shared by everyone studying Online MBA, where learners ask doubts, share tips and react with stickers and GIFs. One ₹19 pass, paid once from your InsideEdge wallet, opens the live chat for every degree.
No. It's a crash course to help you understand and revise the subject quickly. Use it alongside your official study material and assignments.