SALES LEADERSHIP

with INDUSTRYCredsTM certification
and Live Projects

An exclusive program for handpicked students from B-Schools across the country.


Applications for the Pre-Internship batch are now open

PROGRAM OVERVIEW

A 6 week INDUSTRYCreds™ program built to give you a distinctive edge in internships and placements. The program features industry forward frameworks and concepts which will help you master both b2b and b2c sales setups paired with a practical, hands-on experience of growing businesses and working the market.

INDUSTRYCredsTM Certification score, a benchmark for sales and marketing hiring that helps you signal your potential to top recruiters
Real immersion in the role of an Ecom Category Manager and Sales manager by working on a LIVE project
1:1 Coaching on sales/category development projects with highly experienced managers
1 year access to 200+ additional mentors across sectors and expertise areas
6-7 hours for 6 weeks including content, project work and exercises

with insights on:

Chinmay Panday
Placed at HUL
INDUSTRYCredsTM Score: 88,
Sales Leadership Program
JBIMS Mumbai Batch’19

“I cannot narrow it down to a particular one thing about Kraftshala that helped me. It’s about how the course in its entirety familiarised me with the marleting concepts through rich content and the application of those concepts through the live projects. Doing the projects with Brand Building and Sales Leadership gave me an understanding of how things work and thus during internship gave me a headstart in understanding the processes and working my way through my internship project more productively”

PROGRAM BENEFITS

The Kraftshala programs are co-created with India’s most skilled sales leaders, with frameworks and tips to help you quickly master application of concepts that you can use in your internships, placement preparation and to crack national case competitions.

Learn by working on an in-depth & challenging retail project from a major FMCG and a category building project from an Ecom company. Get a chance to understand through application how growth is driven across consumer goods, e-commerce, banking and B2B businesses like healthcare and IT. You can also apply the same concepts on your internship company and book mentorships to get feedback on your work. This ensures that by the end of the program, you will have a detailed understanding of the brand to make real impact during the internship.

Book interactions with hundreds of Kraftshala mentors from different industries to help you with the project feedback so that the concepts become second nature to you. You can also ask questions even beyond the 6 weeks, specific to case study competitions, interview prep, industry understanding, career advice or simply understand all opportunities ahead of you.

INDUSTRYCreds™ Certification score has become a benchmark in sales and marketing hiring as it correlates strongly to eventual job performance instead of just a blanket certification. In addition to the distinctive edge that you get on your CV, we also recommend the top performers to various companies to give you an edge in campus placements.

Get interview specific support in crafting your individual stories and appear for an extensive interview with an industry recruiter that maps closely to the final placement process.

Industry Partners

With our marketing expertise, we have delivered successful training modules for the top recruiters! We use fundamental models of thinking to help participants internalize the concepts and then apply them with ease.

Kriti Kaur Sablok

Employer Brand Manager,
Hindustan Unilever

“It has been a pleasure working with Kraftshala as our partner right from Day 1. The team under the leadership of Varun Satia has always brought in strategic insights which helped strengthen our brand. The uniqueness that Kraftshala brings to the table is to demystify ‘marketing’ and bring in tools on the science and art of marketing. This results in a set of candidates who become real assets to the company from day 1."

Emilia Matsumura

Director of Marketing,
Asia Pacific at Taco Bell

“Kraftshala crafted a training module for our teams to ensure that our communication is always ‘on-brand’. The module was entertaining, easy to follow and interesting. They demonstrated their expertise in the marketing by creating a tailored, one-of-a-kind brand workshop that I know we will refer back to for years to come.”

PROGRAM ARCHITECTS

Meet your course instructors

Varun Satia
Founder

Eshu Sharma
Co-Founder

Chirag Desai
Marketing Manager

Sambit Dash
VP Marketing

Nishtha Jain
Head, Marketing & Content

WITH INSIGHTS FROM
YOUR MENTORS

Hear from our Alumni on their Kraftshala Experience


PROGRAM FEE

INR 19,000 + GST

EMI options available

Fill out this form to apply for the Sales Leadership Program

CURRICULUM


Duration: 1 day

In this module you will start by learning the basics of Sales with a holistic view of the demand generation process and the role of a Sales Manager.

We cover the following:

  • Introduction to Sales philosophy
  • Understanding the Program and Project expectations
  • A business perspective into sales and marketing
  • Sales process Simplified

Duration: 1 day

In this module, we cover the all important basics on information which is gained by actual field experience.

We cover the following:

  • The Manufacturer, Distributor and Retailer Organization
  • Understanding the DNA of different Channels
  • Enablers to the Sales Team: GTM team, Trade Marketing, BTL team etc.
  • Different Shopping Missions and how to win in each of them

Duration: 1 day

This is where we learn the fundamentals of working in the market and understanding how to go about the various roles and actions.

We cover the following:

  • Role of a Territory Sales Officer
  • Role of an Area Sales Manager
  • Role of a Regional Sales Manager
  • The Distributor, salesman and the Retailer
  • Dynamics between the TSO, Distributor, Salesman and the retailer
  • Problems in the Market: Differentiating Symptoms from Diseases

Duration: 1 day

We now cover the various metrics of the sales system across various organizations.

We cover the following:

  • Key Metrics used by the Sales Organization: Sales, Coverage, Bill Productivity, LPPC, Sales Returns etc.
  • Key Metrics used by the Distributor Organization: Return on Investment (ROI) Calculation
  • Key Metrics used by the Retailer Organization: Margin Calculation

Duration: 1 day

Here we introduce the basics of category management and the associated insights of shoppers.

We will discuss the following:

    • What is a Category
    • Building the foundation of the Category Growth Framework including:
      • Understanding category landscape (Channels + Geographies)
      • Identifying growth opportunities (Shopper engagement funnel)
      • Understanding shopper behaviour and path to purchase
      • Transforming shopper insights to solutions

Cases:Surf Excel,Heinz Ketchup, Gucci

Duration: 2 week

Here we take the case of Kelloggs and learn how to grow the sales of different Kellogg’s brands

We cover the following:

      • Working the market & understanding the category landscape of Kelloggs
      • Identifying growth opportunities from customer engagement funnel
      • Building and testing a questionnaire for primary research
      • Understanding shopper behaviour by conducting primary research
      • Crafting growth solutions for Kelloggs

Project: Retail growth immersion live project

Cases: Kelloggs

Duration: 1 day

We will understand the following:

      • Understanding the different Business Lines in Telecom and their corresponding customers
      • The Distribution setup in Telecom
      • Differentiation in Telecom: Spectrum Auctions & Innovation
      • Organizational Structure in Telecom
      • Understanding the Key Challenges in Rural India for Telecom

Cases:Airtel

Duration: 1 day

We will understand the following:

      • Metrics Tracked in Telecom
      • Innovation in Telecom
      • Sales force Incentivisation
      • Relevance of app ecosystem for Telecom players
      • Customer Experience Excellence at Vodafone

Cases:Airtel, Vodafone

Duration: 1 day

We start by understanding the basics of ecommerce and the various models and the KPIs in the sector.

We will cover:

      • How is the E-commerce sector different from FMCG?
      • What is the team structure in E-commerce?
      • Understanding the different distribution models that exist in E-commerce
      • Deep-diving into the Inventory Management for different categories
      • Cracking the grocery market

Cases:Flipkart

Duration: 1 day

We will understand the following:

  • How is Top Line driven?
  • Understanding Selection
  • How is Bottom Line driven?
  • Delivering a perfect shopping experience online
  • Role of a category manager
  • Dealing with excess & deficit stock
  • Importance of UX & UI in category management
  • Tools & techniques like A/B testing, Google Analytics etc.

Exercises:Flipkart, Grofers

Duration: 1 day

We will cover the following:

  • Delivering a personalised user experience using data
  • Understanding the barriers in E-commerce Penetration
  • Demystifying the Big Billion Day
  • Analyzing Private Labels
  • Omnichannel marketing in E-commerce
  • Category Growth in E-commerce

Cases: Flipkart

Duration: 2 week

Here we take the case of Grofers and break down how to grow the baby & kids care category.

We cover the following:

  • Working the market & figuring out category landscape
  • Identifying growth opportunities for the category
  • Conducting user testing with your TG
  • Understanding shopper behaviour using consumer immersions
  • Crafting growth solutions for the baby & kids care category

Projects: E-commerce category growth live project

Cases: Grofers

Duration: 1 day

The next critical bit is the all important leadership skill which is never taught but is always expected.

We’ll cover the following:

  • Challenges of managing a team right after business school
  • Basics of Leadership
  • Building a self portrait
  • Motivating your team- field force & distributors
  • Goal Setting Practices

Duration: 1 day

Here we make them understand how personal storytelling can help them tell powerful stories to crack any interview!

We will cover the following in this module of the professional marketing course:

  • Interviewer is your Target Consumer
  • Self Awareness Techniques
  • Creating the outline of the stories
  • How to make stories engaging
  • 3Ps Framework
  • Making them business ready!

We additionally will cover a lot of other topics throughout the program to add value for you, so that you are all set for a Marketing role!

  • P&L – making business decisions
  • Sector specific webinars (Consumer tech, FMCD, Banking etc.)
  • How to make big brands in small budgets
  • How to build your linkedin profile
  • Webinars on emerging topics – influencer marketing, amazon advertising etc
  • Excel for sales
  • Storytelling through presentation

SALES LEADERSHIP

with INDUSTRYCredsTM certification

and Live Projects

An exclusive program for handpicked students from

B-Schools across the country.

Applications for the Pre-Internship batch are now open

PROGRAM OVERVIEW


A 6 week INDUSTRYCreds™ program built to give you a distinctive edge in internships and placements. The program features industry forward frameworks and concepts which will help you master both b2b and b2c sales setups paired with a practical, hands-on experience of growing businesses and working the market.

INDUSTRYCreds score, a benchmark for sales and marketing hiring that helps you signal your potential to top recruiters
Real immersion in the role of an Ecom Category Manager and Sales manager by working on a Live Project
1:1 Coaching on sales/category development projects with highly experienced managers
1-year access to 200+ additional mentors across sectors and expertise areas
6-7 hours for 6 weeks including content, project work and exercises

with insights from:

Know more about the Ultimate Marketing and Sales
Pre-Course Assessment test


In addition to judging your potential, through the pre-course –

  • You will get to experience the Kraftshala Learning Experience without paying a single penny.
    Kraftshala prides itself on how we simplify difficult concepts and make memorable frameworks for the same. The pre-course will help you check out our learning philosophy.
  • A few selected individuals will also get detailed feedback from an industry professional
    Marketing requires you to be over-indexed on a set of competencies. It requires you to have a high analytical ability in addition to being user centric. The feedback from a senior manager helps you evaluate if marketing is the right fit for you or not.

Chinmay Panday | Placed at HUL

INDUSTRYCredsTM Score: 88, Sales Leadership Program
JBIMS Mumbai Batch’19


“I cannot narrow it down to a particular one thing about Kraftshala that helped me. It’s about how the course in its entirety familiarised me with the marleting concepts through rich content and the application of those concepts through the live projects. Doing the projects with Brand Building and Sales Leadership gave me an understanding of how things work and thus during internship gave me a headstart in understanding the processes and working my way through my internship project more productively”.

PROGRAM BENEFITS






The Kraftshala programs are co-created with India’s most skilled sales leaders, with frameworks and tips to help you quickly master application of concepts that you can use in your internships, placement preparation and to crack national case competitions.
Learn by working on an in-depth & challenging retail project from a major FMCG and a category building project from an Ecom company. Get a chance to understand through application how growth is driven across consumer goods, e-commerce, banking and B2B businesses like healthcare and IT. You can also apply the same concepts on your internship company and book mentorships to get feedback on your work. This ensures that by the end of the program, you will have a detailed understanding of the brand to make real impact during the internship.
Book interactions with hundreds of Kraftshala mentors from different industries to help you with the project feedback so that the concepts become second nature to you. You can also ask questions even beyond the 6 weeks, specific to case study competitions, interview prep, industry understanding, career advice or simply understand all opportunities ahead of you.
INDUSTRYCreds™ Certification score has become a benchmark in sales and marketing hiring as it correlates strongly to eventual job performance instead of just a blanket certification. In addition to the distinctive edge that you get on your CV, we also recommend the top performers to various companies to give you an edge in campus placements.
Get interview specific support in crafting your individual stories and appear for an extensive interview with an industry recruiter that maps closely to the final placement process.

INDUSTRY PARTNERS


With our marketing expertise, we have delivered successful training modules for the top recruiters! We use fundamental models of thinking to help participants internalize the concepts and then apply them with ease.

Kriti Kaur Sablok

Employer Brand Manager, Hindustan Unilever


“It has been a pleasure working with Kraftshala as our partner right from Day 1. The team under the leadership of Varun Satia has always brought in strategic insights which helped strengthen our brand. The uniqueness that Kraftshala brings to the table is to demystify ‘marketing’ and bring in tools on the science and art of marketing. This results in a set of candidates who become real assets to the company from day 1“.

Emilia Matsumura

Director of Marketing, Asia Pacific at Taco Bell


“Kraftshala crafted a training module for our teams to ensure that our communication is always ‘on-brand’. The module was entertaining, easy to follow and interesting. They demonstrated their expertise in the marketing by creating a tailored, one-of-a-kind brand workshop that I know we will refer back to for years to come.”

PROGRAM ARCHITECTS


Meet your course instructors

Varun Satia
Founder

Eshu Sharma
Co-Founder

Chirag Desai
Marketing Manager

Nishtha Jain
Head of Marketing

Sambit Dash
VP Marketing

WITH INSIGHTS FROM




YOUR MENTORS




Hear from our Alumni on their Kraftshala Experience



PROGRAM FEE

INR 19,000 + GST

EMI options available

Fill out this form to apply for the Sales Leadership Program

CURRICULUM

Duration: 1 day

In this module you will start by learning the basics of Sales with a holistic view of the demand generation process and the role of a Sales Manager.

We cover the following:

  • Introduction to Sales philosophy
  • Understanding the Program and Project expectations
  • A business perspective into sales and marketing
  • Sales process Simplified

Duration: 1 day

In this module, we cover the all important basics on information which is gained by actual field experience.

We cover the following:

  • The Manufacturer, Distributor and Retailer Organization
  • Understanding the DNA of different Channels
  • Enablers to the Sales Team: GTM team, Trade Marketing, BTL team etc.
  • Different Shopping Missions and how to win in each of them

Duration: 1 day

This is where we learn the fundamentals of working in the market and understanding how to go about the various roles and actions.

We cover the following:

  • Role of a Territory Sales Officer
  • Role of an Area Sales Manager
  • Role of a Regional Sales Manager
  • The Distributor, salesman and the Retailer
  • Dynamics between the TSO, Distributor, Salesman and the retailer
  • Problems in the Market: Differentiating Symptoms from Diseases

Duration: 1 day

We now cover the various metrics of the sales system across various organizations.

We cover the following:

  • Key Metrics used by the Sales Organization: Sales, Coverage, Bill Productivity, LPPC, Sales Returns etc.
  • Key Metrics used by the Distributor Organization: Return on Investment (ROI) Calculation
  • Key Metrics used by the Retailer Organization: Margin Calculation

Duration: 1 day

Here we introduce the basics of category management and the associated insights of shoppers.

We will discuss the following:

    • What is a Category
    • Building the foundation of the Category Growth Framework including:
      • Understanding category landscape (Channels + Geographies)
      • Identifying growth opportunities (Shopper engagement funnel)
      • Understanding shopper behaviour and path to purchase
      • Transforming shopper insights to solutions

Cases:Surf Excel,Heinz Ketchup, Gucci

Duration: 2 week

Here we take the case of Kelloggs and learn how to grow the sales of different Kellogg’s brands

We cover the following:

      • Working the market & understanding the category landscape of Kelloggs
      • Identifying growth opportunities from customer engagement funnel
      • Building and testing a questionnaire for primary research
      • Understanding shopper behaviour by conducting primary research
      • Crafting growth solutions for Kelloggs

Project: Retail growth immersion live project

Cases: Kelloggs

Duration: 1 day

We will understand the following:

      • Understanding the different Business Lines in Telecom and their corresponding customers
      • The Distribution setup in Telecom
      • Differentiation in Telecom: Spectrum Auctions & Innovation
      • Organizational Structure in Telecom
      • Understanding the Key Challenges in Rural India for Telecom

Cases:Airtel

Duration: 1 day

We will understand the following:

      • Metrics Tracked in Telecom
      • Innovation in Telecom
      • Sales force Incentivisation
      • Relevance of app ecosystem for Telecom players
      • Customer Experience Excellence at Vodafone

Cases:Airtel, Vodafone

Duration: 1 day

We start by understanding the basics of ecommerce and the various models and the KPIs in the sector.

We will cover:

      • How is the E-commerce sector different from FMCG?
      • What is the team structure in E-commerce?
      • Understanding the different distribution models that exist in E-commerce
      • Deep-diving into the Inventory Management for different categories
      • Cracking the grocery market

Cases:Flipkart

Duration: 1 day

We will understand the following:

  • How is Top Line driven?
  • Understanding Selection
  • How is Bottom Line driven?
  • Delivering a perfect shopping experience online
  • Role of a category manager
  • Dealing with excess & deficit stock
  • Importance of UX & UI in category management
  • Tools & techniques like A/B testing, Google Analytics etc.

Exercises:Flipkart, Grofers

Duration: 1 day

We will cover the following:

  • Delivering a personalised user experience using data
  • Understanding the barriers in E-commerce Penetration
  • Demystifying the Big Billion Day
  • Analyzing Private Labels
  • Omnichannel marketing in E-commerce
  • Category Growth in E-commerce

Cases: Flipkart

Duration: 2 week

Here we take the case of Grofers and break down how to grow the baby & kids care category.

We cover the following:

  • Working the market & figuring out category landscape
  • Identifying growth opportunities for the category
  • Conducting user testing with your TG
  • Understanding shopper behaviour using consumer immersions
  • Crafting growth solutions for the baby & kids care category

Projects: E-commerce category growth live project

Cases: Grofers

Duration: 1 day

The next critical bit is the all important leadership skill which is never taught but is always expected.

We’ll cover the following:

  • Challenges of managing a team right after business school
  • Basics of Leadership
  • Building a self portrait
  • Motivating your team- field force & distributors
  • Goal Setting Practices

Duration: 1 day

Here we make them understand how personal storytelling can help them tell powerful stories to crack any interview!

We will cover the following in this module of the professional marketing course:

  • Interviewer is your Target Consumer
  • Self Awareness Techniques
  • Creating the outline of the stories
  • How to make stories engaging
  • 3Ps Framework
  • Making them business ready!

We additionally will cover a lot of other topics throughout the program to add value for you, so that you are all set for a Marketing role!

  • P&L – making business decisions
  • Sector specific webinars (Consumer tech, FMCD, Banking etc.)
  • How to make big brands in small budgets
  • How to build your linkedin profile
  • Webinars on emerging topics – influencer marketing, amazon advertising etc
  • Excel for sales
  • Storytelling through presentation

Looking for more B-school programs?