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Lecture 15 Miller Heiman approach and virtual framework strategic selling

Strategic Sales Management Prof sourabh arora Prof kalpak kulkarni

Lecture 01 Breaking the Myths and Learning the Basics Prof Sourabh Arora

Lecture 02 Evolution and Role of Sales Management Prof Sourabh Arora

Lecture 3 Tactical Role of Sales Management Prof Sourabh Arora

Lecture04 Complexities in Sales Management and Characteristics of Modern Selling Prof Sourabh Arora

Lecture 05 Difference Between Sales and Marketing prof sourabh arora

Lecture 06 Selling in a VUCA World Prof sourabh arora

Lecture 07 Place of Selling in Overall Marketing Plan Prof Kalpak Kulkarni

Lecture 08 Use of Marketing Principles in Creating Strategic Sales Plan Prof kalpak kulkarni

Lecture 09 Sales Forecasting Methods for Informed Decision Making Prof Kalpak Kulkarni

Lecture 10 Tools to Assess Market While Developing Strategic Sales Plan Prof Kalpak Kulkarni

Lecture 11 Models of Sales planning Prof Kalpak Kulkarni

Lecture 12 Types of sales man and what makes a good sales man Prof Sourabh Arora

Lecture 13 Buying Centre and stages of sales call Prof Sourabh Arora

Lecture 14 Transformative Factors And Evolved Selling Process And Theories

Lecture 15 Miller Heiman approach and virtual framework strategic selling

Lecture16 Miller Heiman Approach And Virtual Framework Strategic Selling Continued

Lecture 17 Buyer Persona and Consumer and B2B Decision Making process

Lecture 18 Consumer and B2B Decision Making process Selling and Consumer Behavior

Lecture 19 B2B Decision Making Process and Difference in B2B and B2C Selling

Lecture 20 Key Account Management and Customer Centric Selling

Lecture 21 Key Account Management Customer Centric Selling and CRM Strategies Continued

Lecture 22 Key Responsibilities of Salespeople Prof sourabh arora

Lecture 23 Preparing for a Sales Role Prof sourabh arora

Lecture 24 Preparing for a Sales Role Continued Prof Sourabh Arora

Lecture 25 Personal Selling Skills and Motivating Sales Team Prof Sourabh Arora

Lecture 26 Personal Selling Skills and Motivating Sales Team Continued Prof Sourabh Arora

Lecture 27 Meaning and Role of Sales Intelligence Prof Kalpak Kulkarni

Lecture 28 Data for Sales intelligence Prof Kalpak Kulkarni

Lecture 29 Ideal Customer Profile Prof Kalpak Kulkarni

Lecture 30 Data Driven Approaches to Selling Prof Kalpak Kulkarni

Lecture 31 Social Media for Lead Generation

Lecture 32 Understanding International Selling Prof Kalpak Kulkarni

Lecture 33 Global Sales Dynamics and Sales Force Management Prof Kalpak Kulkarni

Lecture 34 Do s and Don ts of International Selling Prof Kalpak Kulkarni

Lecture 35 Role of culture in International Selling Prof Kalpak Kulkarni

Lecture 36 Challenges of Selling in International Markets Prof Kalpak Kulkarni

Lecture 37 Role of technology management in selling Prof Kalpak Kulkarni

Lecture 38 Use of Sales force Automation for Effective Selling Prof Kalpak Kulkarni

Lecture 39 Role of AR VR and AI in Selling Prof Kalpak kulkarni

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