Sales Management Master Class 2020
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This document provides information about a sales and marketing management program called "Sales Management 2020" that aims to help participants anticipate future trends in sales force management. The program offers a combination of casework and academic insights to challenge participants to examine questions about adding value for customers and gaining value from customers from various perspectives. Participants will learn how to design compelling value propositions, business models, and sales force organizations using innovative frameworks and tools to embrace concepts like value co-creation and networking within sales organizations. The program is designed for those involved in sales force design and management seeking hands-on tools and strategic analysis to develop their sales organizations.
Sales Management Master Class 2020
- 1. Sales & Marketing Management Sales Management 2020 Anticipating Future Trends in Sales Force Management Globalization, fast-paced technological developments, chan- The Expanding Sales Funnel ges in buying behavior, unprecedented levels of external and internal pressures to deliver increased results... These critical Customer’s Buying Strategy Gap Problem Solution Product Use s s s s s s trends question our traditional conceptions of selling and Process pose significant challenges to sales leaders in designing and managing their sales organizations. The ‘Sales Management 2020’ program offers you a unique Supplier’s combination of hands-on casework and the latest academic Selling insights. How can I add more value to my customers? Process 2020 2010 2020 s s s How can I gain more value from my customers? You will be challenged to examine these questions from a variety of perspectives. This brand-new program will get you started on designing compelling value propositions, your business model and sales force organization. Innovative frameworks and practical Profile tools will help you embrace new emerging business concepts This program is designed for anyone who is involved in the such as Value Co Creation and networking within your sales design and management of a sales force and who is looking organization. for hands-on tools and models coupled with strategic analysis to further develop their sales organization. Program outline The programs targets: n senior executives n How to embrace the principles of Value Co Creation n sales directors in your value proposition? n sales managers n How to develop a business model that will support your n account managers new value proposition? n marketeers n How to design your sales force organization based on n consultants your new value proposition? n business coaches Benefits n Gain insights into the future trends affecting sales forces in the coming years n Learn how to apply new concepts such as Value Co Creation, Networking and Knowledge Management to your sales organization n Learn how to model your business ideas n Build a good understanding of sales force performance models and processes n Learn how to define and organize the roles within your sales force n Explore how to use tools to plan sales processes and structures The autonomous management school of the University of Antwerp
- 2. Sales & Marketing Management antwerpmanagementschool.be Learning approach Dates This program offers you an inspiring combination of 5 sessions spread over 2 days: academic excellence and a hands-on workshop, with cases n May 26, 2011, from 9:00 until 21:00 from various industries both to explain the theory and to n May 27, 2011, from 9:00 until 17:00 learn how to apply it. Pricing As a participant you will have the opportunity to: e 1.950,00 (excl. 21% VAT) n get to know the key trends and changes in sales and sales Course materials and catering are included. management now, rather than having to catch up later n get ahead of the competition by exploring new ways to Contact further enhance the competitiveness of your sales force Patricia Coucheir organization Program Manager n let yourself be inspired by a brand-new and unique T +32 (0)3 265 49 41 program, based on a state-of-the-art research project E patricia.coucheir@ams.ac.be conducted in the Benelux, UK and US n get the opportunity to network and exchange ideas Would you like personal advice? with both academics and practitioners in an exciting Join our upcoming info sessions. new field of expertise Dates and information can be found on our website. Faculty Location Prof. dr. Régis Lemmens Antwerp Management School Visiting Professor Antwerp Management Sint-Jacobsmarkt 9-13 School, Director and Founder of BE-2000 Antwerp Sales Cubes www.antwerpmanagementschool.be/ sales2020 Prof. dr. Javier Marcos-Cuevas Centre for Strategic Marketing and Sales, Cranfield School of Management The autonomous management school of the University of Antwerp