Marketing & Sales > Accelerating Sales Force Performance
Accelerating Sales Force Performance |
| Upcoming Sessions |
| Evanston Campus |
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May 17-21, 2009
$ 7,700 |
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September 13-17, 2009
$ 7,700 |
| Miami Campus |
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March 1-5, 2009
$7,700 |
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| Key Benefits |
| During this program, you will: |
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Develop a framework for a sales force diagnosis that leads to enhanced effectiveness |
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Examine issues that affect the sizing and structuring of your sales force |
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Discuss important talent management topics such as recruitment, development, and retention |
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Assess your sales force culture |
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Determine how technology enhances sales force performance |
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Explore the use of incentives to motivate and direct your sales force |
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Discover how successful sales force initiatives can be implemented |
"This program provides very relevant issues and topics with insightful solutions that can be immediately applied and used with your organization."
Director, National Accounts, Pfizer Inc. |
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© Nathan Mandell
Academic Director Andris Zoltners |
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 Professor Andy Zoltners: The short and long term impact of sales force sizing strategies
Put your sales force on the path to significantly higher performance. This four-day program, highlighted by a collaborative learning environment, tackles the issues surrounding sales force effectiveness and helps you develop high-impact strategies to accomplish your goals. The program begins by presenting a thinking framework that will enable you to critically assess your sales force and develop winning initiatives for performance enhancement. Next, we will explore best practices across some of the core decisions that drive sales force effectiveness. The program concludes with a discussion of how to successfully implement sales force change.
View the program faculty |
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Format
Senior members of the Kellogg School faculty teach this course. Discussions, case studies, and exercises facilitate involvement. In the evenings, you will meet in faculty-assisted study groups to prepare exercises and projects for class discussion. A comprehensive reference manual of course materials will serve as a valuable resource for you in the future as well.
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Who
Should Attend
Find out who should attend Accelerating Sales Force Performance and what past participants have to say about this program. |
