Sales Management Course - Mandi Method of Learning

Sales and Distribution Management  Course: 

Mandi Method of Learning 

Dr. Mandi, Professor of Dhandha

Refer to the ON LINE materials for more on Mandi method of Learning 

YOU TUBE resources... 

https://www.youtube.com/watch?v=B2R8hzI8jXA

https://www.youtube.com/watch?v=zIxWomRF_50

Blogs:  

Search .. https://www.google.co.in/webhp?sourceid=chrome-instant&ion=1&espv=2&ie=UTF-8#q=maha%20mandi%20blogs%20ntiie

Face Book page..

https://www.facebook.com/NITIEMahaMandi?fref=ts

https://www.facebook.com/nitieprasad.teegala

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Mandi Sales Management Program  : 

Outline for FOUR weeks program.. It is SAMPLE Outline ..

Mandi method of learning  and its History : 

• Mandi method of learning is innovative one.  It is on  Gandhian Principles of learning .. Learning by doing, Learning through productive methods, Learning as Self Supportive, Swadeshi and Locally rooted learning method
• Mandi is already implemented in 100 colleges in India. Some of them include...

               NITIE,  Mumbai, ITM Bombay, Symboisys Bangalore, SCOPE Bhopal,  BLDE College, ESCI - ISTTM College Hyderabad, NIST Barahampur, Chetana College of Management , Bandra Mumbai etc. 

• Through Mandi method of learning so far 20,000 students are trained for learning submects like Sales, Enterpreneruship, Strategy, Communication skills, Management  etc. Mandi made so far sales of ONE Cr. and made 500 top class enterpreneurs in addition to so many sales liking youth!

Overall Features : 

• Spread over no. of weeks.. say 2 - 4 weeks
• Purely field based real world selling as a method
• Extensive use of ON LINE methods of  teaching, learning and campaign
• Innovative method of learning .. Focus is Practical and Productive Leaning 
• No, of students .. As low as 50 and as high as 500.
• Products for selling will be sourced from local vendors only
• Products might include. some innovative and interesting products like . Solar Lights, High Impact educational toys, Books like Gandhi autobiography etc.

FOUR week model is give as below .. This is only sample outline.. 

Week 1.: 

Theory Session  ( 3 hrs ) :  Students are made to read Sales Management  literature and come to the session - Sales Talk - Person introduction - Product introduction - Sales Skills - Objections .. how to handle ?  How to Close a sale !

Practice Session  ( 10 hrs.) :  Each student  is given a sales target of Rs. 300 / -  in the weekend . Time budget for selling activity   = 2 Days @ 5 hrs each..  Commission earned .. 10 %  MRP = Rs 300 /- .

Week 2 : 

Theory Session  ( 3 hrs ) :  Participant presentations - Feedback  - Reflections - reinforcement of learning.

Understanding Customers - Who are they ? How they are ? Profiling customers
Understanding Market - Where is market - How big is the market ?
Understanding products - Product features - Value of product - Cost Benefit ratio..
Understanding SELF - Assumptions, Beliefs - and Feelings - Managing them is the SELLING 

Practice Session  ( 10 hrs.) :  Each student selling a kit of Rs. 300.in three days . Time budget for sales = 2 Days @ 5 hrs each..  Commission earned .. 10 %  MRP = Rs 300 / .

Week 3 
Theory Session  ( 3 hrs ) :  Feedback  - Reflections - reinforcement of learning. 

Introduction of second product. Product features, Value proposition, 

How different from earlier product ? What are the similarities of the product ? 

How different will be the sales strategy / communication strategy ? 

Practice Session  ( 10 hrs.) :  Each student selling a kit of Rs. 500 /- .in three days . Time budget for sales = 2 Days @ 5 hrs each..  Commission earned .. 10 % 
MRP of product not more than Rs 500 / . . ( Repeat I Week process ) 

Theory Session  ( 3 hrs ) :  Read Sales Management - Person introduction - Product introduction - Sales Skills - Objections .. how to handle ? Closing a sale ! 

Practice Session  ( 10 hrs.) :  Each student selling a kit of Rs. 500. / - in three days . Time budget for sales = 2 Days @ 5 hrs each..  Commission earned .. 10 %  MRP = Rs 500 / . 

Week 4 

NOTE: No theory session is planned for 4th week. . 

Practice Session  ( 10 hrs.) :  Each student selling a kit of Rs. 500.in three days . Time budget for sales = 2 Days @ 5 hrs each..  Commission earned .. 10 %  MRP = Rs 500 / . 

Program Closing Session  ( 3  hrs ) :  Feedback  - Reflections - reinforcement of learning.

Effective selling  - effective sales person

Experiential Learning Vs. Entrepreneurial Learning

How to continue to sell ? Closing ..

List of Assignment  may be done either individual / group wise: 

1. Write on line Google  blog every week 

2. Make a video on selling and post it on You Tube.

3. Make a video on your own personality development and post it on You Tube.

4. Design a trg program on SELLING  to your other fiends