Page 13 - VGSoM MDP Brochure

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)
management.
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
saini@vgsom.iitkgp.ac.in Ÿ Buyer-Seller Dyads and Theories of Selling sahney@vgsom.iitkgp.ac.in
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: kunal@vgsom.iitkgp.ac.in
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 biswarup@vgsom.iitkgp.ac.in
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.