Sales Management

Sales Management

Course Objective:

mirrors the MBA subject - Sales Management

This course covers the following:

  1. Defining Sales Management.
  2. Developing a Mission & a Vision.
  3. Driving a Business Growth Strategy.
  4. Researching the Business Growth Opportunity at the Account.
  5. Communicating Value & Justifying Price. 
  6. Sales Management in B2B situations.
  7. Sales Management in B21 situations.
  8. Corporate Case Competitions - win prizes & internship / job opportunities. 

Sign up for the FREE Content.

Also get more value in the PAID Module.

Get additional content, live case studies, Certificate & opportunity to participate in Corporate Case Competitions to get internships & job opportunities in the PAID Module.

Watch the Intro Video for Details.



  • Introduction Video & Course Outline FREE PREVIEW
  • Best Practices to Learning Online with Direction One FREE PREVIEW
  • Handout - Best Practices to Learning online with Direction One FREE PREVIEW
  • Video Lesson - Defining Sales Management FREE PREVIEW

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
  • Additional Content for PAID Subscribers FREE PREVIEW
  • Video Lesson - Developing a Mission - Walmart, 3M & Elon Musk Examples
  • What is Google's Mission?

Driving a Business Growth Strategy

  • Converting a Company Vision into a Territory Action Plan FREE PREVIEW

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

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
  • Additional Content for PAID Subscribers
  • Case - Maruti Suzuki - Making Nexa Viable in Small Towns
  • Handout - Case Explanation - Maruti Suzuki - Nexa
  • Video Lesson - Case Explanation - Maruti Suzuki Nexa

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
  • Video Lesson - Making a Powerful Company Introduction FREE PREVIEW
  • Handout - Objection Handling & Closing FREE PREVIEW
  • Additional Content for PAID Subscribers FREE PREVIEW
  • Video Lesson - 11 Responses to a Price Objection.
  • Video Lesson - Objection - Let me Think over it.
  • Video Lesson - Objection - Am happy with my existing vendor.
  • Video Lesson - Objection - Previous bad experience.
  • Video Lesson - Objection - I am not interested.
  • Video Lesson - Objection - Not the Decision Maker
  • Video Lesson - Closing Skills
  • Case - Real Estate Selling
  • Case - Starlight Electricals (Inspired by Schneider Electric)
  • Handout - Case Explanation - Starlight Electricals
  • Video Lesson - Case Explanation - Starlight Electricals

Sales Management in Direct (121) Sales Situations

  • Handout - STAR Sales Process. FREE PREVIEW
  • Video Lesson - STAR Selling FREE PREVIEW
  • Video Lesson - Run an Effective Monthly Review Meeting. FREE PREVIEW
  • Additional Content for PAID Subscribers FREE PREVIEW
  • 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 - Ecommerce World (Inspired by Flipkart)
  • Handout - Case Explanation - Ecommerce World
  • Video Lesson - Case Explanation - Ecommerce World

Corporate Case Competition - Win Prizes & Internship Opportunities

  • Terms of Participation in the Vinculum Case Competition FREE PREVIEW
  • Case - Vinculum - Targeting India's SME Sector for Ecommerce
  • Submit your Assignment - Vinculum Case Competition.

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

More Value in the PAID Module

Live Cases

on Dabur, HUL, Godrej, Maruti Suzuki, Starlight Electricals, Flipkart & more.

Corporate Case Tie-ups

Solve cases & get internships / job opportunities.


Improve your biodata & differentiate yourself from others.

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1. This is an elearning course with video lessons, handouts, workbooks & quizzes.
2. You will get a certificate on successful completion which can be uploaded directly on your Linkedin profile.
3. Pl allow 48 hours to activate your subscription to the course. On activation, you will get a welcome mail on your email id.
4. pl enter your email id / mobile number correctly so we could contact you when you are shortlisted for awards / placement opportunities.

Benefits of the Course

Sales Management in B2B

Handling objections

Setting a Vision.

Drilling down to a Territory Action Plan

Sales Management in B21

Justifying Price & Value.

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