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Duration: 1 day
Timings: 10 AM - 530PM
Dates: January 16, 2025
Programme Director: Prof. Asif Zameer
Mode: Offline
Fees : (Classroom): Rs. 8,000/- Plus GST @18%
(Residential): Rs. 13,000/- Plus GST @18%
Programme Introduction:
Sales Force is the bridge between the customers and the organization. It is always exposed to the dynamic and fast changing environment shaped by forces like evolving consumer behaviour, hyper-competition, technological disruptions and organizational expectations. The global pandemic has altered the traditional sales practices; some permanently. Thus it is imperative that sales teams keep on learning newer skills and techniques to be relevant today and be future-ready. This program will introduce several new concepts and frameworks, case studies and applications of contemporary best practice in sales.
Programme Objectives:
•Relooking at Personal Selling and Negotiation Techniques for today
•Understanding the new customer and leveraging CRM
•Learning about Time and Territory Management
•Integrating Technology in Selling
•Designing New Performance Metrics for Sales
Programme Contents:
•Traditional and Modern Selling Theories and Applications
•Time-tested Personal Selling Approaches
•Negotiation Skills
•Use of Technology in Customer Engagement, Time and Territory Management
•Understanding Sales MIS and evaluating the Performance
•Towards the end, there will be brainstorming on the need to anticipate new-age business models’ next trends and prepare futuristic templates.
Programme Methodology:
Content will be covered through lectures, cases, interactions, and presentations.
Target Participants:
Front-line and Middle-level sales executives in B2C roles
Program Faculty:
Prof. Asif Zameer
Prof. Asif Zameer is a Professor of Marketing at FORE. Earlier to that he was Dean – Academics at IMT Centre for Distance Learning, Ghaziabad. He has also been the Dean (Corporate Relations) at FORE apart from holding many other academic administrative responsibilities. He is a B.E.(Mechanical) from Delhi College of Engineering, MBA from Jamia Millia Islamia and Ph.D. from Hamdard University. He has more than 3 decades of total experience including 16.5 years of rich industry exposure and 19 years plus of teaching experience in top institutions and universities in the country. He started his career as an Engineer at BHEL, and later on worked in responsible positions in Marketing and Sales functions for diverse organizations like Gillette, Duracell, Heatly & Gresham, Geep Torches and Amkette Computer Peripherals.
Consulting Interest Areas
Sales Force Management, Distribution Planning and Management, Key Account Management, Retailing, Mall Management, Online and Distance Education.
Corporate Group Discount:
One complimentary nomination for every group of three nominations from the same organization, i.e., 3+1 participants for the fee of 3 participants
For registration/enquiries , please mail to exed@fsm.ac.in or call at +91 9810875278/ + 91-11-41242477
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Executive Education/MDPs
FORE School of Management has been designing, developing and conducting innovative Executive Education (EE)/ Management Development Programmes (MDPs) for working executives in India for over three decades.
