IIM Lucknow

MANAGEMENT
DEVELOPMENT PROGRAMME
ON

SALES LEADERSHIP &

SALES FORCE MOTIVATION
(Lucknow Campus)
Programme Director: Prof. Devashish Das Gupta
Duration: (Oct 9-13, 2023)
 What is this Programme about

This program is designed for sales professionals who are

individual members of a team and for those who manage a
team or the sales function of a business. However, since we
all need to sell ourselves and our ideas in one capacity or
another, any professional who wants to become a more
Set goals – high goals for
effective, confident seller will benefit from these techniques,
including: you and your organization.
OVERVIEW

When your organization

Sales managers or executives looking to effectively
coach your team and build a high- performing sales has a goal to shoot for, you
engine create teamwork, people
Entrepreneurs looking to build a sales team and acquire
customers working for a common
Business leaders who would like to be more persuasive good.
and influential
Business development professionals who play a role in
– Bear Bryant
sales and managing relationships
Professionals making a horizontal career shift into sales
from another functional role

i. Perfect skills and techniques associated with sales

management.

ii. Develop a general understanding of how various aspects

of sales are handled and what a strategic sales plan does for
an organization.
OBJECTIVES

iii. Learn how to use available information in an efficient,

strategic way.

iv. Gain insight into the nature of the strategic and

operational tasks required of a sales manager.

v. Make strategic sales decisions.

vi. Discover how to build, manage and motivate a sales

team.

vii. Explore how to fully assert your leadership through

effective communication
 What will get covered

i. Customer Decision Making Process

CONTENT

ii. Effective customer handling

iii. Innovations in selling strategies Product vs Service
iv. Usage of Digital Media for sales leadership
v. Developing Persuasive and Influential leadership
vi. Art of Communication and working in groups
vii. Sales Forecasting and Optimal estimation in a changing market

Am I fit for this Programme

i. Sales managers or executives looking to effectively coach your team and build a high-
PARTICIPANT'S

performing sales engine

ii. Entrepreneurs looking to build a sales team and acquire customers
PROFILE

iii. Business leaders who would like to be more persuasive and influential
iv. Business development professionals who play a role in sales and managing relationships
v. Professionals making a horizontal career shift into sales from another functional role
To maximize impact, sales teams are encouraged to join as a team. Special pricing is available for
group enrolments, contact [email protected] for further information
 Who will I learn From

Prof. Devashish Das Gupta has been with IIM Lucknow for the last 16 years. He was

earlier with an Indian MNC wherein he executed assignments in product and retail network

development. He has participated in training workshops at Harvard Business School,

London School of Economics, Judge Business School, University of Cambridge, Nyenrode

Business School, Netherland, Central Plan Bureau, Hague, European Commission, ESCP

EAP, Paris, and Cornell University, USA. His book titled Tourism Marketing, published by
PROGRAMME CURATOR/ DIRECTOR

Prof. Devashish Das Gupta Pearson Education is the first book on the Destination Marketing genre.
Faculty
Marketing Area

He is also a busy Business Consultant with clients both in government and industry. His select consulting assignments have been:

Effective Restructuring Strategy for Uttar Pradesh Development Systems Corporation Ltd UPDESCO.

Organizational Restructuring of Directorate of Medical Education & Training, UP

Revival and Business Strategy for UP Handicrafts Development and Marketing Corporation Ltd.

Navigator Project on Responsible Lending (India Edition)

Business Strategy along with Infrastructure and Manpower planning for SCBIHE,

Marketing and Product Strategy for PCDF (Milk Brand Parag)

Evaluation of Effectiveness Of BRCs And CRCs In Providing Academic Support And Supervision To Elementary Schools.

Prof. Devashish speaks to Global firms and the Government of India. His speaking and consulting clients include BNP Paribas,

L&T, Bayer, SBI, LIC, BPCL, Gujarat Ambuja Cement, Pfizer, CBSE, Sify, GNFC, Indo-Gulf Fertilisers, Zuari Agro, Chambal

Fertilisers, and Coromandel Fertilisers. His select training assignments have been:

Sales Leadership for Sales Heads of Hotel Lalit group at The Lalit, New Delhi, April 2018

Business Efficacy for Star Channel Partners of L&T Switchgear division in Lucknow 2015-18

Retail Efficacy for Top 10% Senior Business Associates of LIC 2010-2016

Integrating Product and Brand with Marketing Strategy at Muscat, Oman 2011.

Marketing Strategy for Senior marketing executives of Indo Gulf Fertilisers Ltd. 2007-08.

The majority of his client organizations have highly appreciated the efficacy of Programme design, Pedagogy, and participant

involvement by Prof Devashish. L&T Switchgear has issued a certificate acknowledging that training by Prof Devashish has led

to an increase in its channel sales by 11% CAGR. Prof. Devashish Das Gupta can be reached at [email protected].
Programme Details

The programme is scheduled for four days during Oct 9-13, 2023. The residential
participants would stay in air-conditioned rooms at the IIM campus, Lucknow, on a single
occupancy basis. Programme sessions will be held at “Manthan” – the Institute’s
Management Development Programme Center.

Programme Fee
Residential: The programme fee for the residential participant is @ Rs. 85,000 /- plus GST
@ 18% or as applicable as per the Govt. of India guidelines. The fee includes the cost of
boarding and lodging, tuition, course material, use of the Institute Library, Computer Center,
and other infrastructural facilities, etc.

Non-residential: The programme fee for the non-residential participant is @ Rs. 80,000 /-
plus GST @ 18% or as applicable as per the Govt. of India guidelines. The fee includes the
cost of food during the programme, tuition, course material, use of the Institute Library,
Computer Center, etc.

The fee is payable in advance either by Demand Draft drawn in favor of Indian Institute of
Management Lucknow and payable at Lucknow or by NEFT to A/c No. 07231450000294 of
IIM Lucknow with HDFC Bank, A R Centre, Dr. B N Verma Road, Opp. Gulmohar Hotel,
Aminabad, Lucknow 226018 (IFSC code HDFC0000723). In the case of NEFT, the remitter
may inform us of the UTR number and date of the transaction at [email protected] and
[email protected] along with his/her name, the name of participant, name, and dates of the
programme against which the payment has been made, etc.

The GST number of IIM Lucknow is 09AAATI2622Q1ZC, and the SAC/HSN code is
998311 (Category: Management Consultancy). The nominating organizations are requested
to please share their GST number and the billing address at the time of nominating their
executives for the programme
Discounts

*EARLY BIRD DISCOUNT

Nominations received along with the programme fee upto 30 days before the programme date
will be entitled to an early bird discount of 10%.

*GROUP DISCOUNT
A group discount of 10% on programme fee is admissible provided an organization nominates
a minimum of five or more of its executives for the programme.

Organizations sponsoring a minimum of five or more of its executives for the programme
may avail both the discounts subject to a maximum discount of 20% provided we receive the
nominations along with the fee at our end upto 30 days before the programme date.

Programme Registration
The registration form duly filled in, along with the requisite nomination fee, should reach us
at least 14 days before the commencement date of the programme.

In the event of cancellation of nomination by the sponsoring authority, only 50 percent of the
fee would be refunded, provided we receive such information at least ten days before the
commencement of the programme.However, the nominating organization could recommend
the change(s) in the nominee(s).

The programme would be conducted in the case the Institute receives a sufficient number of
nominations upto 14 days before the programme date. In the case of cancellation of the
programme, the participants/sponsoring organization will have the option to either get the fee
paid by them adjusted against any other future management development programme(s) of
the Institute or get a refund. In the event of a participant fails to attend a confirmed
programme, no refund of fee will be made.

Confirmation of nomination letter/mail will be sent to nominees after the due date.
Nominees/organizations are requested to make travel plans only after receiving the
confirmation of nomination(s).

Certificate
The Institute issues a Certificate of participation on the conclusion of the programme.
About IIM Lucknow

The Indian Institute of Management (IIM) Lucknow. one of the premier national level institutes
of management in India, is involved in generating and imparting knowledge in the field of
management. IIM Lucknow stands tall on the foundation of an excellent, committed and
profoundly knowledgeable faculty, innovative and unique pedagogical tools, and an eclectic and
diverse student community that has a burning desire to make new paths of its own.

The Association of MBAs (AMBA) has accorded accreditation to the Institute's PGPM, IPMX,
and WMP programmes. Indian Institute of Management-Lucknow (IIM-L) has also earned
accreditation from the Association to Advance Collegiate Schools of Business International
(AACSB)(Earned by only 5% of the world’s business schools).

Indian Institute of Management Lucknow was placed at 6th place amongst all management
schools in the prestigious NIRF 2022 rankings. The overall rank is based on, teaching learning
and resources, research and professional practice, graduation outcomes, outreach and inclusivity
and peer perception.

IIM Lucknow is among the 5 Indian schools that feature in QS Global MBA rankings. IIM
Lucknow also features in QS Business Masters ranking as one of the 12 Indian schools.

Contact Us
MDP Office
Indian Institute of Management Lucknow
Prabandh Nagar, IIM Road,
Lucknow 226 013

Phone: (0522) 6696288/ 6696282

Mobile: (+91) 9415 095 868/ 7668733187

E-mail: [email protected]; or
[email protected];

Website: www.iiml.ac.in