Strategic Sales Management

By Prof. Sourabh Arora, Prof. Kalpak Kulkarni   |   IIT Roorkee
Learners enrolled: 2099   |  Exam registration: 464
The ongoing rapid transformation in the business world certainly calls for a strategic approach to sales and selling management. With the ever-increasing competition and high commoditization, an effective and skilled sales force undoubtedly plays a key role in retaining and capturing markets. Given the same, the present course aims at enhancing the understanding of the learners on sales management from a much-needed practical perspective in conjunction with the case-based discussions. The course is designed to discuss selling from a strategic standpoint in a highly volatile, uncertain, complex and ambiguous business world with the key objective of preparing learners for crafting effective sales management strategies.

PREREQUISITES: Graduates, the Course will aim at building Fundamentals of Sales Strategy at a Beginner’s level

INDUSTRY SUPPORT: Anyone in Sales Profession, Sales Executives, Sales Managers across organizations will find value in the course
Course Status : Completed
Course Type : Elective
Duration : 8 weeks
Category :
  • Management Studies
Credit Points : 2
Level : Undergraduate/Postgraduate
Start Date : 21 Aug 2023
End Date : 13 Oct 2023
Enrollment Ends : 21 Aug 2023
Exam Registration Ends : 15 Sep 2023
Exam Date : 29 Oct 2023 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: Understanding Selling from a Strategic Perspective
Week 2: Crafting Strategic Sales Plan
Week 3: Strategic Selling
Week 4: Selling and Consumer Behaviour
Week 5: Strategic Approach to Sales Responsibilities, Preparation and Management
Week 6: Sales Intelligence and Analytics
Week 7: Selling in International Markets
Week 8: Emerging Trends in Sales

Books and references

  1. The Oxford Handbook of Strategic Sales and Sales Management, Cravens, Fitzugn and Piercy, Hardcover
  2. Rethinking Sales Management: A Strategic Guide for Practitioners, B. Rogers, Hardcover
  3. Selling and Sales Management, Jobber and Lancaster, Pearson
  4. Sales and Dsitrbution Management, P. Venugopal, Sage
  5. Sales and Distribution Management, Havaldar and Cavale, Paperback

Instructor bio

Prof. Sourabh Arora

IIT Roorkee
Prof. Sourabh Arora is an Assistant Professor in Marketing in the Department of Management Studies, Indian Institute of Technology Roorkee. He completed his Doctorate in Marketing from the Indian Institute of Technology Kharagpur. His work revolves around exploring emerging issues in sales management and retailing. He stands credited for various publishing papers in core marketing journals of repute like International Journal of Retail and Distribution Management, Marketing Intelligence and Planning and Journal of Consumer Marketing. His teaching interest primarily lies in coaching learners in the domain of retailing and sales management.

Prof. Kalpak Kulkarni

Prof. Kalpak is currently working as an Assistant Professor at the Department of Management Studies, Indian Institute of Technology Roorkee He is a Ph.D. in Management from Shailesh J. Mehta School of Management, IIT Bombay. Dr. Kalpak’s doctoral work focused on understanding the role of advertising content and consumer characteristics in driving consumers’ intentions to share branded viral video advertisements. He has published research papers in reputed international journals like the Journal of Retailing and Consumer Services, Journal of Consumer Behaviour, and Journal of Consumer Marketing.

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: 
29 October 2023 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 6 assignments out of the total 8 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 Roorkee.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

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