Seminar on Accelerating Sales Force Performance at IIM Kozhikode

Start Date:2012-07-11
End Date:2012-07-13
Event Type:Marketing Seminar

The programme is targeted for the middle level executives like Area Sales Manager/ State leaders, Regional managers.

Event Details:

Programme Fee

Residential - Rs.28500 + Service Tax 12.36%

Non Residential - Rs.23000 + Service Tax 12.36%


Programme Director

Prof. G Sridhar


Sales force is at the vortex of the rapidly changing customers, competitors, products, technologies and markets. This makes their job more challenging than any other counterparts in the organization. A core challenge in front of a sales manager is to enhance the sales force performance under demanding and rapidly changing environment. This programme is designed for executives to discuss and analyse the aspects of accelerating the salesforce performance.


Discussions, case studies, exercises and simulation are the key sources of interaction and learning. The programme also acknowledges active involvement of the participants as key source of learning..


Learning Out Comes

  • After the programme the participants would be able to
  • Explore the key issues in developing a go-to-market strategy
  • Develop a framework for a sales force diagnosis
  • Understand the nuances of structuring the sales force in an organization, territorial design and quota allocations
  • Explore key personnel issues like recruitment, selection and training of sales forces.
  • Develop better understanding on the motivational tools likecompensation, and
  • Performance management
  • Understand how technology enhances sales force performance
  • Assess the sales force culture


Programme Theme

  • Going to Market
  • Structuring for Salesforce
  • Personnel issues in Sales force
  • Motivating and leading the salesforce
  • Technology and Salesforce
  • Building a potent sales force culture


Contact Information
Indian Institute of Management Kozhikode,
IIMK Campus P. O.,
Kozhikode 673 570, Kerala , India
Phone: +91-495-2809208, Mobile: 9447100539
Fax : +91-495-2809370, 2803010 and 2803011


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