Executive Certificate Program in

Sales Force Management and Distribution

 • 5 Months  • Online Weekend Sessions

3 Hrs

Weekend Sessions


Campus Immersion


NIRF Ranking


Expert Faculty

About Sales Force Management and Distribution

Unlock new professional horizons with the Indian Institute of Management’s Sales Force Management and Distribution Certification. This program is designed for professionals aiming to master sales management and distribution. It empowers you to lead sales teams effectively, optimize distribution channels, and drive organizational growth.
Crafted by renowned IIM faculty, the curriculum delves into recruitment, training, performance evaluation, and motivation of sales forces. It also covers distribution strategies, and aligning sales processes with business objectives. This certification offers a comprehensive pathway to enhancing leadership skills and refining sales and distribution approaches.
What sets this certification apart is its blend of theory and practical application. Through case studies and interactive sessions, you gain hands-on experience applicable to your role. The flexible online format allows you to balance professional commitments while pursuing advanced learning, transforming your career and driving organizational success.

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Key Highlights of Certification

Prestigious IIM Certificate

Completing the course earns you a prestigious certificate from IIM, highly regarded for its substantial professional credibility.

Career Advancement

Earn an IIM Visakhapatnam Certificate in Sales Force Management and Distribution, unlocking diverse career opportunities and professional growth.

Real-life Case Studies

Case studies and real-life scenarios provide practical insights into Sales Force Management and Distribution and challenges.

Comprehensive Curriculum

This certification covers business fundamentals, performance evaluation, and motivation of sales forces, enriching your expertise and deepening your insights.

IIM Faculty

IIMs provide expert-led classes focused on performance evaluation and sales force motivation, drawing on the extensive knowledge and experience of their faculty.

Networking Opportunities

The certification enables peer connections, fostering collaboration and networking, leading to valuable insights, partnerships, and career advancement.

Eligibility Criteria and Program Details


Graduates (10+2+3) from a recognized university (UGC / AICTE / DEC / AIU / State Government) in any discipline.

Work Experience

Aspirants with minimum one year of professional experience in any domain are preferable.

Course Fees

The IIM V Sales Force Management Course will cost INR 75,000/- + 18% GST which can also be paid in 3 part payments.

IIM Visakhapatnam Campus

Our Alumni are working at


Who Should Enroll?

Sales Manager

Sales Director

Regional Sales Manager

Sales Operations Manager

Sales Training Manager

Distribution Manager

Channel Sales Manager

Business Development Manager

Key Account Manager

Sales Team Leader

Marketing Manager

Product Manager

Aspirants Seeking a Career in Sales Force Management

Evaluating if this course is right for you?

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Syllabus of This Course

  • Understanding Marketing Environment
  • Marketing research in the dynamic world
  • Exploring customer need and preference
  • Segmentation, Targeting and, Positioning
  • Creating Detailed Buyer Personas
  • Tailoring Sales Strategies to Different Personas
  • Creating an Integrated Sales & Marketing Strategy
  • Understanding Market
  • SWOT Analysis
  • Design your offerings
  • Identifying value propositions
  • Design your channel
  • Trade Economics
  • How to design a retail outlet
  • Territory management
  • How to reduce Channel Conflict
  • Sales team design
  • Manpower planning
  • Recruitment and Selection
  • Design the sales training
  • How to set the targets
  • Develop a system for evaluating the performance
  • Understand how different compensation programs impact employees
  • productivity, behaviour, and performance
  • Overview of Digital Marketing Channels
  • Email Marketing
  • Content Marketing
  • Affiliate Marketing
  • Harnessing the Power of Social Media for Sales
  • Personalized Social Selling Strategy
  • Artificial Intelligence in Sales & Marketing
  • Introduction to AI Tools for Marketing
  • Performance marketing
  • Generative AI and Sales
  • Use of AR, VR, XR, Metaverse in sales

*All Details in the brochure


About Sales Force Management and Distribution Course ROI

Enrolling in the Sales Force Management and Distribution Course at IIM Visakhapatnam presents a myriad of benefits. From propelling your career prospects and expanding professional networks to refining your skill set and enhancing decision-making capabilities, the course equips you with elevated roles with increased responsibilities and superior compensation packages. Moreover, it boosts confidence, positioning you for success in dynamic business landscapes.

About Sales Force Management and Distribution Course’s Certificate

Upon completion of the Sales Force Management and Distribution Course offered by IIM Visakhapatnam Executive Education, participants will receive a verified certificate. Fulfilling minimum attendance criteria and submitting the final project are prerequisites for certificate issuance.

Admission Process

1. Counselling

Participants will be advised by professional counselors over the virtual mode

2. Shortlisting

Profiles will be shortlisted in view of qualification standards and counselor comments on the profile.

3. Application

Complete Online Application Form. Click here to fill the form.

4. Profile Approval

Profile gets Approved or Rejected based on the shared information.

5. Enrollment

Only Approved profiles proceed further for enrollment process.

About IIM Visakhapatnam

Indian Institute of Management Visakhapatnam (IIMV) belongs to the prestigious IIM family of business schools. It is a new generation IIM, set up by the Government of India in September 2015. At 29th place among the business schools pan-India in the National Institutional Ranking Framework 2022 of the Government of India, it is ahead of all new-generation IIMs established in 2015/2016.

Visakhapatnam is a picturesque port-city on the east coast of India. It is easily accessible by air, sea, rail, and road connections. It ranks among the cleanest cosmopolitan cities in the country. The city is a popular tourist destination with a beautiful beach on one side and a majestic mountain-range on the other. The vibrant city is well known for its heritage and hospitality; culture and cuisine; tradition and talent; trade and technology; innovation and industry; entrepreneurship and enterprise. Visakhapatnam is a base to several large, medium, and small companies (public and private) in the core sector, energy, financial services, infrastructure, IT, pharma, etc. The Eastern Naval Command of the Indian Navy is headquartered at Visakhapatnam. In short, it is one of the most preferred destinations in India to live, learn, yearn, and earn.

Program Directors

Amit Shankar

Prof. Amit Shankar

Amit Shankar

Prof. Amit Shankar

Happy Paul

Prof. Happy Paul

Ph. D.   IIT Roorkee

Frequently Asked Questions

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