Understanding customers, markets, and organizational processes from sales management perspective

Managing the salesforce effectively in order to enhance sales productivity and performance

For:

Senior and middle level sales managers from FMCG, consumer durables, industrial, financial services and IT/knowledge sectors

Marketing and commercial managers who are responsible for revenues and field-level sales operations

Heads of business units/ CEOs of small and medium enterprises

HR managers responsible for sales HR processes

Contents:

Assessing and creating customer value

Value Selling

Recruiting and training the sales force

Building teams and motivating the salesforce

Performance and reward management

Managing and enhancing sales productivity

Mail your queries to
Prof. Prathap Oburai : prathap@iimahd.ernet.in

For further information, please contact: -
Manager (MDA),
Indian Institute of Management,
Vastrapur, Ahmedabad - 380015.
Phone: +91-79-26324071-6 (MDP)
Fax: +91-79-26300352 (MDP) / 26306896 (General)
E-mail: mdp@iimahd.ernet.in
Website: http://www.iimahd.ernet.in/
Refer: CoolAvenues.com MDP Alert

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