Sales & Distribution Management Excellence in Indian Markets

Managing sales and distribution has been a challenge in India, and in many product categories, it can be the deciding factor for success. In a rapidly evolving and fast- changing context, the way we sell and distribute must also respond. We are operating in a multi- and an omni-channel environment, and consumers & expectations are skyrocketing; there is a need to revisit the principles of sales and distribution and prepare ourselves and\ our organisations for the next leap. This programme aims to help participants appreciate the challenges confronting the Sales and distribution function in the Indian marketplace, and equip them to excel.

Introduction to Distribution Channel Management & Strategic Importance of channels

Changing Channel Realties in the Indian Market – Qcom, Ecom, D2C & Omni Channel

Channel Design & Choice framework in a Multichannel reality.

Role of Technology & Data in sales & distribution.

Changing consumer Behavior & Sales

Selling in a Digital World

Building the next line of Sales Leadership (Outbound Exercise)

AI – Marketing & Sales – Preparing for the Change

Design Thinking for Sales Excellence

Advanced Selling Techniques: Sales Pitch and Negotiation

The participants would learn through an appropriate mix of classroom lectures, interactive discussions, an out-bound exercise, case studies, class exercises and takehome assignments. Both conceptual and practical sides would be stressed upon throughout the programme.

Though the program will have a higher focus on B-C domain within FMCG, FMCD, Durables, Telecom etc. sectors but it is open to all managers and executives working in the sales & distribution function of an organization.