Sales Management

Sales Management.

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Join Sales to become an expert in Marketing

The best marketing managers have spent the first few years in sales. Understanding the market, meeting customers first hand, drawing insights that have helped them evolve a deep understanding of what works in the field. Using this experience to design effective solutions that work in the marketplace.

This course is meant for all B2B / 121 sales people who sell to large accounts / individuals who are looking to understand the subject better. 

Solution selling requires a completely different attitude & skill set. An attitude that results in superb knowledge of your target account, understanding its business requirements, mapping its processes & decision makers & positioning our products as a solution to the customer's business challenges.

Learn how to align your company's mission & vision, develop a territory activity plan, understand a key account's business potential, map its decision makers, identify pain points & position the product or service as value.


This course mirrors the MBA subject - Sales Management

Get practical answers to

How do I achieve my sales targets?

How do I develop a territory activity plan.

How do I analyse an account's business potential.

How do I reach the top decision makers.

How do I handle objections from customers?

How do I sell when my competitors are selling at cheaper prices?

Course Content:


  • Course Introduction FREE PREVIEW
  • Course Introduction & Outline FREE PREVIEW
  • Video Lesson - Defining Sales Management FREE PREVIEW

Module 1 - Developing your Mission & Vision.

  • Handout - Developing a Mission & Vision. FREE PREVIEW
  • Workbook - Developing a Mission & Vision FREE PREVIEW
  • Developing your Company's Mission & Vision FREE PREVIEW

Module 2 - Driving a Business Growth Strategy

  • Converting a Company Vision into a Territory Action Plan FREE PREVIEW
  • Video Lesson - Four Strategic Levers to Achieve Growth - PQRS FREE PREVIEW
  • Video Lesson - Driving Business Growth - Pharma FREE PREVIEW

Module 3 - Researching the Business Opportunity.

  • Handout - Researching the Business Opportunity FREE PREVIEW
  • Workbook - Researching the Business Opportunity FREE PREVIEW
  • Video Lesson - Research the Business Opportunity FREE PREVIEW
  • Video Lesson - Key Account Map FREE PREVIEW
  • Video Lesson - How to Research your Dream Company - Dabur FREE PREVIEW
  • Handout - Investor Presentation - Dabur FREE PREVIEW
  • Handout - Dabur Conference Call Transcript FREE PREVIEW
  • Video Lesson - Research your Dream Company - HUL. FREE PREVIEW
  • Handout - Hindustan Unilever - Investor Presentation FREE PREVIEW
  • Video Lesson - Research your Dream Company - GCPL. FREE PREVIEW
  • Handout - Godrej Consumer - Investor Presentation. FREE PREVIEW
  • Handout - Godrej Consumer - Conference Call Transcript FREE PREVIEW
  • Video Lesson - More Research - Colgate, Nokia, One Plus, D'Mart, Linkedin FREE PREVIEW
  • Video Lesson - Research Key Decision makers in your Customer's Business. FREE PREVIEW

Module 4 - Communicating Value & Justifying Price

  • Handout - Investment Benefits Analysis FREE PREVIEW
  • Workbook - Investment Benefits Analysis FREE PREVIEW
  • Video Lesson - Investment Benefits Analysis FREE PREVIEW
  • Video Lesson - Defining Value - Prof Mohanbir Sawhney FREE PREVIEW
  • Video Lesson - Prof Mohanbir Sawhney - Sell the outcome not the product. FREE PREVIEW

Module 5 - Sales Management in B2B - ACCESS Sales Process

  • Handout - ACCESS Sales Process FREE PREVIEW
  • Workbook - ACCESS Sales Process for B2B Situations FREE PREVIEW
  • The six step ACCESS Process FREE PREVIEW
  • Case - Real Estate Selling FREE PREVIEW
  • Handout - Objection Handling & Closing FREE PREVIEW
  • Video Lesson - 11 Responses to a Price Objection. FREE PREVIEW
  • Video Lesson - Objection - Let me Think over it. FREE PREVIEW
  • Video Lesson - Objection - Am happy with my existing vendor. FREE PREVIEW
  • Video Lesson - Objection - I am not interested. FREE PREVIEW
  • Video Lesson - Objection - Previous bad experience. FREE PREVIEW
  • Video Lesson - Objection - Not the Decision Maker FREE PREVIEW
  • Video Lesson - Closing Skills FREE PREVIEW

Module 6 - Sales Management in Direct (121) Sales Situations

  • Handout - STAR Sales Process. FREE PREVIEW
  • Video Lesson - STAR Selling FREE PREVIEW

Advanced Sales Management Strategies & Cases - Paid Module

  • Video Lesson - Run an Effective Monthly Review Meeting.
  • Video Lesson - Developing a Mission - Walmart, 3M & Elon Musk Examples
  • Video Lesson - Critical to Achieve Sales Incentives - Time Management.
  • Video Lesson - Dazzle Customers with a Professional Company Introduction
  • Video Lesson - Excite Customers with a Professional Category Sales Story
  • Video Lesson - Convert Customers with a Professional Product Story
  • Case - Starlight Electricals (Inspired by Schneider Electric)
  • More Cases - / Sportsconsult / Viacom / Mahindra Auto / Asian Paints

Corporate Case Competition - Win Prizes & Internship Opportunities

  • Case - Ecommerce World (Inspired by Flipkart)
  • Submit your YouTube link here

About Your Instructor

Maneesh Konkar

Maneesh Konkar

Founder - Direction One

Maneesh Konkar is a PGDM from the Indian Institute of Management, Bangalore (1995) with over 20 years’ experience in the leadership & sales industry. He started his career with fmcg giant ITC Ltd and then found his calling when he started Direction One Consulting which works in training people in the sales & leadership areas for industries like fmcg, internet, manufacturing, IT, BFSI, construction & pharmaceuticals.

 He has written a book “Young Leaders at every Level”. He is also associated with b-schools like SPJIMR, Great Lakes, IIM Bangalore & IIM Nagpur in teaching or interview panelist roles. He won the Best Faculty award in 2016 at SPJIMR’s Center for Entrepreneurship.

Connect with him on Linkedin. / +919820503710

Bonus Material


Improve your career prospects with a Certificate.

Add value in your job from Day 1. In business, apply these concepts & watch you profits soar.

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Additional Resources

Amazing Value!
We keep doing programs for different businesses every month. We keep adding more tools, exercises & videos regularly.


........really want to thank very practical and to the point. The way you put the concepts in a very structured manner and in the simplest form is your biggest strength.....this quality is rare even these days. Keep it up sir.
Strategic Sales Management sessions by Maneesh Konkar are one of the best sessions I have ever attended!
Ambarish Thakur
Insightful, neat and crisp ! The lectures are amazing :)
Rashmita Amireddy

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