Management of Field Sales

By Prof. Jayanta Chatterjee   |   IIT Kanpur
Learners enrolled: 1618
This is a post graduate level course on Sales Management. The objective of the course is to familiarize the participants with methods for identifying opportunities and how to convert the opportunities into relationship based sales. Participants will be provided with practical illustrations of theoretical concepts. After attending the course participants will be familiar with various techniques, processes and models for developing personal selling competency as well as the strategies for managing the field sales teams.

INTENDED AUDIENCE : MBA students, senior B. Tech students, professional sales and marketing executives of consumer and industrial products.

PREREQUISITES : Familiarity with the MM I course will be useful.

INDUSTRY SUPPORT : Consumer Durables, FMCG, Automotive, Chemical, Pharmaceutical, Engineering and Service Industries

Course Status : Completed
Course Type : Elective
Duration : 4 weeks
Category :
  • Management Studies
  • Marketing
Credit Points : 1
Level : Undergraduate/Postgraduate
Start Date : 24 Jan 2022
End Date : 18 Feb 2022
Enrollment Ends : 07 Feb 2022
Exam Date : 27 Mar 2022 IST

Note: This exam date is subjected to change based on seat availability. You can check final exam date on your hall ticket.

Page Visits

Course layout

Week 1 : Evolution of Field Sales, Relationship driven Selling-Fundamentals, Value based Selling strategies, Communication for Sales, Theoretical Foundation Product Life Cycle (PLC) and chasm
Week 2 : Products and Solutions, Approaches for Solution Selling, Buying Process Fundamentals-I, Buying Process Fundamentals- II, Opportunity classifications
Week 3 : Account based sales management, Adaptive Selling strategy, Consultative Interactions for the sales person, Pitching and Presentation, Sales Negotiation
Week 4 : Adaptive Sales Closing, Service management post-sales, Managing Sales Teams, Sales Automation, Personal Development for the Sales manager

Books and references


Instructor bio

Prof. Jayanta Chatterjee

IIT Kanpur
Prof. Jayanta Chatterjeeis is an Adjunct Senior Professor of Marketing, Sales and Strategy in the Department of Industrial and Management Engineering at IIT Kanpur. An Electrical Engineering graduate from Jadavpur University, M.Tech and PhD from IIT Delhi. Prof. Chatterjee has eighteen years of Management teaching experience in India and abroad and 30 years of hands on management experience in different countries. He has risen through Sales, Marketing, Project Management, Technology and Business development functions in top multinationals like Siemens, Allen Bradley, and Rockwell International to CEO and Executive Director positions. He has founded two successful start-ups and mentored many. His earlier courses on Marketing Management I and II, Strategic marketing and Managing Services on NPTEL are well subscribed. The book on Services marketing co-authored by Prof Chatterjee and published by Pearson India is also well known. 

Course certificate

The course is free to enroll and learn from. But if you want a certificate, you have to register and write the proctored exam conducted by us in person at any of the designated exam centres.
The exam is optional for a fee of Rs 1000/- (Rupees one thousand only).
Date and Time of Exams: 27 March 2022 Morning session 9am to 12 noon; Afternoon Session 2pm to 5pm.
Registration url: Announcements will be made when the registration form is open for registrations.
The online registration form has to be filled and the certification exam fee needs to be paid. More details will be made available when the exam registration form is published. If there are any changes, it will be mentioned then.
Please check the form for more details on the cities where the exams will be held, the conditions you agree to when you fill the form etc.


Average assignment score = 25% of average of best 3 assignments out of the total 4 assignments given in the course.
Exam score = 75% of the proctored certification exam score out of 100

Final score = Average assignment score + Exam score

YOU WILL BE ELIGIBLE FOR A CERTIFICATE ONLY IF AVERAGE ASSIGNMENT SCORE >=10/25 AND EXAM SCORE >= 30/75. If one of the 2 criteria is not met, you will not get the certificate even if the Final score >= 40/100.

Certificate will have your name, photograph and the score in the final exam with the breakup.It will have the logos of NPTEL and IIT Kanpur .It will be e-verifiable at nptel.ac.in/noc.

Only the e-certificate will be made available. Hard copies will not be dispatched.

Once again, thanks for your interest in our online courses and certification. Happy learning.

- NPTEL team

MHRD logo Swayam logo


Goto google play store