Field Sales Management Course | IIT Kanpur NPTEL | Prof. Jayanta Chatterjee
Course Details
| Exam Registration | 569 |
|---|---|
| Course Status | Ongoing |
| Course Type | Elective |
| Language | English |
| Duration | 4 weeks |
| Categories | Management Studies, Marketing |
| Credit Points | 1 |
| Level | Undergraduate/Postgraduate |
| Start Date | 19 Jan 2026 |
| End Date | 13 Feb 2026 |
| Enrollment Ends | 02 Feb 2026 |
| Exam Registration Ends | 16 Feb 2026 |
| Exam Date | 29 Mar 2026 IST |
| NCrF Level | 4.5 — 8.0 |
Master the Art and Science of Field Sales Management
In today's hyper-competitive business landscape, a high-performing field sales force is not just an asset; it's a critical driver of revenue and growth. The ability to identify opportunities, build lasting customer relationships, and lead a dynamic sales team separates market leaders from the rest. Recognizing this need, the prestigious Indian Institute of Technology (IIT) Kanpur, through the National Programme on Technology Enhanced Learning (NPTEL), offers a comprehensive course designed to transform your approach to sales.
This detailed blog provides an in-depth look at the Management of Field Sales course, a postgraduate-level program led by an industry-veteran professor, structured to equip you with cutting-edge strategies and practical skills.
Course Instructor: Learn from an Industry Titan
The course is taught by Prof. Jayanta Chatterjee, an Adjunct Senior Professor of Marketing, Sales, and Strategy at IIT Kanpur's Department of Industrial and Management Engineering. Prof. Chatterjee is not just an academic; he is a practitioner with a formidable 30-year management career.
His journey includes rising through sales, marketing, project management, and business development functions in top multinational corporations like Siemens, Allen Bradley, and Rockwell International, eventually reaching CEO and Executive Director positions. He is also a successful entrepreneur, having founded two start-ups and mentored many. This unique blend of deep theoretical knowledge and extensive hands-on experience ensures the course content is both academically rigorous and immediately applicable in the real world.
Course Overview: What You Will Learn
This 4-week intensive course is designed to move beyond traditional transactional selling. The core objective is to familiarize participants with methods for identifying high-value opportunities and converting them into long-term, relationship-based sales.
Key Learning Objectives:
- Understand the evolution and strategic importance of field sales.
- Master the fundamentals of relationship-driven and value-based selling.
- Learn to navigate complex B2B buying processes and classify opportunities.
- Develop skills in consultative selling, pitching, negotiation, and adaptive sales closing.
- Acquire frameworks for managing sales teams and leveraging sales automation tools.
- Focus on post-sales service management for customer retention.
Who Should Enroll?
This course is meticulously designed for a diverse audience seeking to build or enhance their sales expertise:
- MBA Students specializing in Marketing or Sales.
- Senior B.Tech Students interested in business development roles.
- Professional Sales & Marketing Executives in consumer goods (FMCG, Durables), industrial products (Automotive, Chemical, Pharmaceutical, Engineering), and service industries.
- Aspiring entrepreneurs and start-up founders who need to build a sales function.
Prerequisite: Familiarity with basic marketing concepts is helpful. Participants can benefit from Prof. Chatterjee's earlier NPTEL course, Marketing Management-I.
Detailed 4-Week Course Curriculum
The course is logically structured to build your knowledge from foundational concepts to advanced management strategies.
| Week | Core Topics Covered |
|---|---|
| Week 1 | Evolution of Field Sales, Relationship-Driven Selling Fundamentals, Value-Based Selling Strategies, Sales Communication, Product Life Cycle (PLC) & The Chasm. |
| Week 2 | Products vs. Solutions, Approaches for Solution Selling, Buying Process Fundamentals (I & II), Opportunity Classification. |
| Week 3 | Account-Based Sales Management, Adaptive Selling Strategy, Consultative Interactions, Pitching & Presentation, Sales Negotiation. |
| Week 4 | Adaptive Sales Closing, Post-Sales Service Management, Managing Sales Teams, Sales Automation, Personal Development for the Sales Manager. |
Why This Course is a Must-Do
1. IIT Kanpur & NPTEL Credibility: Earn a certificate from one of India's premier engineering and management institutes through the government-sponsored NPTEL platform.
2. Industry-Relevant Curriculum: The syllabus is directly aligned with the needs of major industries like FMCG, Automotive, Pharma, and Services, as noted in the industry support.
3. Practical Orientation: Prof. Chatterjee's teaching philosophy emphasizes practical illustrations of theoretical concepts, ensuring you gain actionable insights.
4. Holistic Skill Development: The course covers the entire sales cycle—from prospecting and opportunity identification to negotiation, closing, and post-sales management—along with crucial team leadership skills.
5. Career Advancement: For students, it strengthens your profile. For professionals, it provides frameworks to improve performance, win more deals, and lead teams effectively.
How to Enroll and Begin Your Journey
The Management of Field Sales course is typically hosted on the NPTEL online portal. To enroll:
- Visit the NPTEL website (nptel.ac.in).
- Search for the course title or instructor's name.
- Register for the course during the open enrollment period.
- The course is usually free to enroll and learn. A small fee may apply if you wish to take the optional proctored certification exam.
Investing four weeks in this structured learning journey with an expert like Prof. Jayanta Chatterjee can fundamentally upgrade your understanding of modern sales. Whether you aim to become a top-performing salesperson, an effective sales manager, or a business leader who understands the engine of revenue generation, this course provides the essential toolkit.
Take the first step towards mastering the strategic management of field sales and unlock new potential for personal and organizational growth.
Enroll Now →