Page 12 - VGSoM MDP Brochure
P. 12

10    MDP@VGSOM     2019-2020                                                                                                                                                               MDP@VGSOM       2019-2020     11

         DATA VISUALIZATION AND ANALYSIS                                                                                        SALES AND DISTRIBUTION MANAGEMENT

         USING MS-EXCEL                                                                                                         AND SPIN SELLING

                    OBJECTIVES                                  PROGRAMME DURATION,                                                       OBJECTIVES                                  PROGRAMME DURATION,
                                                                FEE AND VENUE                                                                                                         FEE AND VENUE

          MS Excel is one of the most popular decision making tools                                                              The  course  investigates  factors  influencing  the  optimal
          used  in  organizations.  This  program  is  designed  to                                                              design  and  management  of  distribution  channels  with
          introduce participants to basic and advanced features of   Duration:                                                   particular  emphasis  on  sales  force  management  and   Duration:
          spreadsheet modelling with Microsoft Excel. It will enable                                                             channel designs for improving efficiency. The objective of
          participants to perform modelling and data analysis for   The programme is residential.                                the  Course  is  to  provide  an  understanding  of  Sales   The programme is residential.
          management decision making.                           Dates : 2- 6 September, 2019 (5 days)                            Management,  with  particular  emphasis  on  sales  force   Dates : September 2 - 6, 2019 (5 days)
          The objectives of the program are:                    Fee:                                                                                                                   Fee:
          Ÿ To  learn  various  functionalities  of  MS  Excel   INR 40,000 + GST                                                                                                      INR 10,000 per person per day + GST
             spreadsheet and VBA.
                                                                The fees include course materials and working lunch.                                                                   The fees include course materials and working lunch.
          Ÿ To  use  MS-Excel  for  effective  and  interactive  data                                                                      TARGET PARTICIPANTS
             visualization.                                     Kindly refer to the last page for application and payment                                                              Kindly refer to the last page for application and payment
                                                                details.                                                         The programme is open to Junior and Middle Management   details.
          Ÿ To use MS-Excel for modeling and solving managerial                                                                  Officials and Academicians.
             problems using built-in features and Macros        Venue:                                                                                                                 Venue:
                                                                VGSoM, IIT Kharagpur                                                                                                   VGSoM, IIT Kharagpur

                                                                                                                                          TOPICS TO BE COVERED
                    TARGET PARTICIPANTS

          The course is directed towards (1) Junior and mid-level   PROGRAMME                                                    Part A: Sales Management:                               PROGRAMME
          managers  of  private/public  sectors;  (2)  Faculty  from   COORDINATOR(S)                                            Introduction to Sales Management and Personal Selling   COORDINATOR(S)
          colleges and universities; and (3) Students with minimum
          qualification of graduation.                                                                                           Ÿ Relationship between Sales and Marketing; Sales
                                                                   Dr. Saini Das                                                   related Marketing Policies                            Prof. Sangeeta Sahney
                                                                                               Ÿ Buyer-Seller Dyads and Theories of Selling  
                                                                   Phone: 03222-281996 (O)                                                                                               Phone:  03222-283866 (O)
                                                                   Mobile: 09589314556                                           Ÿ The Sales Process and the Stages of Selling           Mobile:  09434704688
                    TOPICS TO BE COVERED                                                                                         Ÿ Salesforce Management
                                                                                                                                 Ÿ Quotas and Sales Territories                          Prof. Kunal Kanti Ghosh
                                                                                                                                 Part B: Spin Selling:                         
          Ÿ Introduction to Excel Features                                                                                                                                               Phone: 03222-281832 (O)
                                                                                                                                 Ÿ Introduction to Spin Selling
          Ÿ Effective data visualization using Excel charts and                                                                                                                          Mobile:  09830046114
             graphs                                                                                                              Ÿ The Stages of a Sales Call
          Ÿ Data analysis using arithmetic, logical, financial,                                                                  Ÿ Customer Needs: Implied and Explicit                  Prof. Biswarup Ghosh
             date & time functions                                                                                               Ÿ The Spin Model and the Spin Strategy: Situation
                                                                                                                                                                                         Phone: 03222-281996 (O)
          Ÿ Data analysis using pivot tables and power pivot                                                                       Questions, Problem questions,                         Mobile: 0958931455
          Ÿ Decision making using what-if analysis                                                                               Ÿ Implication questions, Need-Payoff Questions
          Ÿ Optimization techniques using Solver                                                                                 Ÿ Evaluating the Spin Model
          Ÿ Introduction to VBA and Macros                                                                                       Part C: Exercises and Assignments
          Ÿ Solving managerial cases using Excel.
   7   8   9   10   11   12   13   14   15   16   17