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

For:

Senior and Middle level Managers in the Sales Function

Marketing Managers, Business Unit Managers and Divisional Managers responsible for revenue generation

Contents:

Frameworks for analyzing the sales environment

Drivers of Sales Force Productivity

Strategic Decisions in Sales Force Management -
     * Structure
     * Territory design
     * Quality of people
     * Training

Leadership of the Sales Force

Motivation

Building a winning culture

Fees:
Residential: Rs. 45,000/-
Non-Residential: Rs. 36,000/-

Mail your queries to
Prof. Avinash G. Mulky : avinashgm@iimb.ernet.in

Chief Programmes Officer,
Indian Institute of Management Bangalore,
Bannerghatta Road,
Bangalore - 560076.
Phone: 080-26993742 / 3264 / 3475
Fax: 080-26584004 / 26584050
E-mail: edp@iimb.ernet.in
Website: http://www.iimb.ernet.in/
Refer: CoolAvenues' MDP Alert

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