| Lecture No. | Description | Lecture By | |
|---|---|---|---|
| Lecture 1 | Introduction to Sales Management, Objectives of Sales Management | Lecture by Shilpa Bhandari, Lecture by , Lecture by , Lecture by | |
| Lecture 2 | Objectives of Sales Management, Roles of Sales Manager, Skills of Sales Manager, Scope of Sales Management, Sales Strategies, Strategy Formulation, | Lecture by Shilpa Bhandari, Lecture by , Lecture by , Lecture by | |
| Lecture 3 | Evolution of Sales Management | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 4 | Sales Management – Function of Sales manager | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 5 | Role, skills & quality of Sales Manager | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 6 | Relation of sales manager with Top management | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 7 | Sales organization – meaning, scope & importance | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 8 | Sales organization – Structure | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 9 | Sales objective | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 10 | Sales Strategies | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 11 | Emerging trends of Sales Management | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 12 | Introduction, Importance & Objectives of Personal Selling | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 13 | Personal Selling Process-1 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 14 | Personal Selling Process-2 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 15 | Theories of Selling-1 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 16 | Theories of Selling-2 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 17 | SPIN Model | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 18 | Types of Selling | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 19 | Transactional and Relationship Selling | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 20 | Sales Forecasting Methods-1 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 21 | Sales Forecasting Methods-2 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 22 | Sales Force Recruitment and Selection Process-1 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 23 | Sales Force Recruitment and Selection Process-2 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 24 | Sales Force Recruitment and Selection Process-3 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 25 | Sales Force Recruitment and Selection Process-4 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 26 | Design of sales force-1 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 27 | Design of sales force-2 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 28 | Execution and Evaluation of Sales Force Training-1 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 29 | Execution and Evaluation of Sales Force Training-2 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 30 | Execution and Evaluation of Sales Force Training-3 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 31 | Motivation and Compensation of Sales Personnel-1 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 32 | Motivation and Compensation of Sales Personnel-2 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 33 | Design and Management of Sales Territories and Quotas-1 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 34 | Design and Management of Sales Territories and Quotas-2 | Lecture by , Lecture by , Lecture by , Lecture by | |
| Lecture 35 | Design and Management of Sales Territories and Quotas-3 | Lecture by , Lecture by , Lecture by , Lecture by |