Accelerating Sales Performance seminar at IIM Bangalore

Start Date:2012-04-23
End Date:2012-04-25
Event Type:Marketing seminar
For:

Senior and middle level managers in the sales function, marketing managers, business unit managers and divisional managers responsible for revenue generation

Event Details:

Programme Director: Avinash G Mulky

 

Programme Charges*
Residential: Rs. 60,000/-
Non-residential: Rs. 58,500/-
Early Bird cuto? date: 11 June, 2012
Residential: Rs. 57,000/-
Non-residential: Rs. 55,575/

 

The quality of field selling is an important factor in achieving revenue & profit targets and growth, and the sales force is a critical resource for most companies. While the context of particular industries often determines the activities the sales force has to carry out in the field, a noticeable trend across consumer, industrial and pressures on the field sales force are increasing day by day. In this context, companies are seeking to implement contemporary sales force management practices for upgrading the quality of their sales activities. This programme provides the latest thinking in the area of selling and sales management.

 

Objectives
Provide mental models and frameworks for analyzing markets, customer segments and customers
Assist in developing plans for building and effectively utilizing sales resources
Present approaches to improving sales performance


Contents
Frameworks for analysing the sales environment
Drivers of sales productivity
Strategic decisions in sales force management
Structure
Territory design
Leadership
Motivation
Winning culture

 

Contact Information

The Administrative O?cer (EEP)
Indian Institute of Management Bangalore
Bannerghatta Road, Bangalore - 560 076
Phone: +91 - 80 - 2699 3264 / 3475 / 3742
Fax: +91 - 80 - 2658 4004 / 4050
E-mail: openpro@iimb.ernet.in

 

 

 

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