B2B Sales Bootcamp Online Course
This pure online course for Business Owners & B2B sales teams prepares you to succeed in direct sales. Understand different buying influences, research the client’s business needs & position our products as investments that produce tangible business results. Course includes 4 hours of video lessons & current cases faced by companies like Flipkart, Maruti, Legrand, eCommerce & more. Join in to Q&A sessions & webinars with Industry experts. Get Certificate on completion. 1 Week duration. Taught by IIM faculty.
₹499.00
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Learn practical sales & marketing concepts for direct sales in B2B and B21 situations.
Who is this course for?
- Graduate students who are exploring a career in an institutional sales business.
- Learners appearing for an interview for a direct sales job or an MBA program at a b-school.
- MBA / business management students looking to expand their knowledge of B2B sales management.
- Working professionals with up to 6 years of experience who want to upgrade their skills for better opportunities.
- Those who are looking for better jobs in Sales & Marketing.
Benefits of this one Month pure online course
Over 8 Hours of Content
One Month Duration
Case Studies on Flipkart, Maruti, Legrand, Vinculum & more.
Certificate on Completion
Learning Outcomes
Defining a Mission & Vision & a Territory Action plan for your team.
Researching your Customer’s needs.
How to handle objections & close.
Understand your job role in B2B sales.
Positioning your product as an Investment with Long Term Benefits.
How to handle multiple decision makers in an account.
Course Curriculum
1 Subject
Sales Management
0 Exercises • 83 Learning Materials
Course Launch & Methodology
Course Launch & Methodology
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Activate your Super Discounts on Course Completion
Activate your Super Discounts on Course Completion
Introduction to Direct Sales Management - B21 & B2B
Introduction Video & Course Outline
Introduction Course Outline
Get a Certificate like this on Course Completion
Defining Sales Management
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Inaugural Session - 16 May 2021
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Developing your Mission & Vision.
Developing a Mission & Vision.
Workbook - Developing a Mission & Vision
Developing your Company's Mission & Vision
Developing a Mission - Walmart, 3M & Elon Musk Examples
What is Google's Mission? Video-1
What is Google's Mission? Video-2
Ask your Questions here
Driving a Business Growth Strategy
Converting a Company Vision into a Territory Action Plan
Territory Planning - ACE - Action Checklist for Execution Excellence
Ask your Questions here
Researching the Business Opportunity.
Handout - Researching the Business Opportunity
Workbook - Researching the Business Opportunity
Research the Business Opportunity
How to Research your Dream Company - Dabur
Handout - Investor Presentation - Dabur
Handout - Dabur Conference Call Transcript
Research your Dream Company - HUL.
Key Account Map
Handout - Hindustan Unilever - Investor Presentation
More Research - Colgate
More Research - Nokia
More Research -One Plus
More Research - D'Mart
More Research -Linkedin
Research your Dream Company - GCPL.
Handout - Godrej Consumer - Investor Presentation.
Handout - Godrej Consumer - Conference Call Transcript
Research Key Decision makers in your Customer's Business.
Research the Business Opportunity - ACE - Action Checklist for Execution Excellence
Ask your Questions here
Communicating Value & Justifying Price
Handout - Investment Benefits Analysis
Workbook - Investment Benefits Analysis
Video Lesson - Investment Benefits Analysis
Case- Maruti Suzuki-Making Nexa Viable in Small Towns
Handout - Case Explanation-Maruti Suzuki-Nexa
Case Explanation - Maruti Suzuki Nexa
Investment Benefits Analysis for Electrical Products
Investment Benefits Analysis for Roofing products.
Ask your Questions here
Sales Management in B2B - ACCESS Sales Process
Handout - ACCESS Sales Process
Workbook - ACCESS Sales Process for B2B Situations
The six step ACCESS Process
Making a Powerful Company Introduction
Handout - Objection Handling & Closing
11 Responses to a Price Objection.
Objection - Let me Think over it.
Objection - Am happy with my existing vendor.
Objection - Previous bad experience.
Objection - I am not interested.
Objection - Not the Decision Maker
Closing Skills
Case - Real Estate Selling
Case - Starlight Electricals (Inspired by Schneider Electric)
Handout - Case Explanation - Starlight Electricals
Case Explanation - Starlight Electricals
Ask your Questions here
Sales Management in Direct (B21) Sales Situations
Handout - STAR Sales Process.
STAR Selling
Dazzle Customers with a Professional Company Introduction
Run an Effective Monthly Review Meeting.
Critical to Achieve Sales Incentives - Time Management.
Excite Customers with a Professional Category Sales Story
Convert Customers with a Professional Product Story
Case - Ecommerce World (Inspired by Flipkart)
Handout - Case Explanation - Ecommerce World
Case Explanation - Ecommerce World
Ask your Questions here
Making a Territory Action Plan
Additional Reading from All Over
Prof Mohan Sawhney on Creating Value
Prof Mohan Sawhney - Sell the Outcome not the Product
Get your Certificate
Get your Certificate
Questions? Ask Immediately.
Activate your Super Discounts
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Course Instructor
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Maneesh Konkar
87 Courses • 24169 Students
Founder - Direction One Consulting. MBA from IIM Bangalore. Started his career with ITC. Over the past 21 years, he has conducted various professional courses for teams from fmcg & consumer companies like Tata Motors, Amazon, Bajaj Auto, VLCC, Parle, Godrej Consumer, Legrand, Asian Paints, ICICI Bank, Cargill Foods, Mahindra, Aditya Birla group and more. He has consulted with manufacturing, automobile, FMCG, IT, pharma, internet, and building construction.
He is also a Visiting Faculty with SPJIMR, Mumbai, and a panelist at IIM Bangalore interviews multiple times.
In the last 14 months Maneesh has worked with over 24 startups across Asia, Australia, UK, USA & Canada to upscale their digital marketing strategies & develop their GTM framework to go online.
He is also rapidly scaling up his own startup - directionone.org in the edtech space which provides various professional courses in sales & marketing.
Get Certificate on Completion
Complete all the modules successfully and receive a Certificate and Alumni Status. Join a vibrant digital marketing community and stay abreast of the latest developments in the field of marketing.
Direction One
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Office
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Direction One Consulting Private Limited, 508, Pearl Plaza, Station Road, next to McDonalds, Andheri West, Mumbai 400058.