Sales, Distribution & Market Execution is a structured track of 8 lessons that build a complete, interview-ready understanding of the topic. Work through them in order, then use the quiz and flashcards in each lesson to revise.
What this course covers
- Understanding the Sales Funnel & BANT Lead Qualification — BANT is one of the oldest and most widely used lead qualification frameworks, originally developed at IBM.
- SPIN Selling & FAB Framework Explained — SPIN Selling is a research-backed methodology derived from analyzing over 35,000 sales calls across 12 years.
- MEDDPICC for Enterprise B2B Sales — MEDDPICC is the gold standard for enterprise B2B sales qualification, particularly for complex, high-value deals with long sales cycles and multiple stakeholders: • Metrics: Quantifiable measures of the business impact y
- Hunter vs Farmer Sales Model & Value Selling — Sales teams are commonly structured around two archetypes based on their primary function: Attribute Hunter Farmer Primary Role Acquire new clients Grow existing accounts Activities Cold outreach, business development, n
- Distribution Strategy — Intensive, Selective & Exclusive — Distribution strategy determines how widely a product is made available.
- Distribution Channel Levels & Retail Channels in India — India's retail landscape is uniquely diverse, combining traditional formats with rapid digital adoption: # Channel Description Scale / Example 1 General Trade (Kirana) Neighbourhood mom-and-pop stores.
- The 4As of Rural Marketing in India — Company: Hindustan Unilever | Year: 2001–Present The Challenge In 2001, HUL couldn't effectively reach 600,000+ villages where 65% of Indians lived.
- Key Marketing Metrics Every Marketer Should Track — Know As AI becomes central to marketing operations, ethical use is not optional — it is a professional responsibility.