IIM Calcutta announces MDP on Becoming an Effective Sales Manager

The programme will be conducted from November 7 to November 11, 2022. According to the official notification, Professor Ramendra Singh will be the director of the programme.

Indian Institute of Management (IIM) Calcutta has announced its upcoming MDP on Becoming An Effective Sales Manager. The programme will be conducted from November 7 to November 11, 2022. According to the official notification, Professor Ramendra Singh will be the director of the programme.

Informing about the MDP, IIM-C said, “IIM Calcutta is pleased to announce its upcoming MDP on Becoming An Effective Sales Manager. Date: 7th to 11th November 2022. Programme Director: Prof. Ramendra Singh. Details - https://bit.ly/3BJXoze. MDP-related query- program_mdp@iimcal.ac.in”

IIM Calcutta MDP: Objectives

The participant will develop and enhance competencies to:

• Develop Sales Leadership
• Effectively Plan for a Sales Job
• Motivate and Manage Sales Teams
• Set Goals and Measure Performances
• Communicate and Negotiate Effectively
• Understand Different Consumers (Individuals and Organisations)
• Effectively Manage Key Accounts

The Programme will be highly experiential and interactive, comprising participant presentations and discussions, case

studies, classroom lectures and presentations by experts.

Who may attend?

Talking about the MDP, the institute informed that “this program will be of great interest to you if you are an executive or a manager from marketing, product / brand and sales functions or a marketing analyst whose principal responsibilities lie in generating demand, revenues, and profits from new and existing products and services. Managers from other functional areas or a non-marketing background with a supporting role for organisation’s marketing activities would also find the program relevant.”

IIM Calcutta MDP: Key Topics

• Understanding Emerging Challenges for Sales Professionals in Contemporary Environment

• Developing Sales Leadership
• Selling Process and Strategies
• Personal Selling: Transaction vs Relationship Approach

• Consumer V/s Business Markets: Implications for Selling

• Key Account Management and Customer Relationship
• Performance Management Issues for Sales Professionals
• Managing Self and People in a Sales Organisation (Motivation, Team Building and Leadership)

• Communication and Negotiations Skills for Sales Professionals

• Sales Planning: Issues in Territory Planning and Forecasting

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