Course in Sales in North America

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Sales

Law courses explore such ubiquitous topics as commercial law, regulatory theory and intellectual property, to name a few. Many of these specializations entail coursework that discusses regulatory problems and trends involved in their specific industry.

A master’s of sales degree will teach you top sales techniques both new and old. These techniques will improve your sales ability and allow you to market yourself more effectively. With this course, you can work in internationally recognized companies.

The United States of America is a large country in Northern America, often known as the "USA", the "US", the "United States", "America", or simply "the States". It also gathers over 310 million people which is the world's third largest population. It includes densely populated cities with sprawling suburbs, and vast, uninhabited and naturally beautiful areas at the same time.

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Sales Force Incentive Planning: Compensating for Results

Kellogg School of Management at Northwestern University
Campus 4 days September 2017 USA Evanston

Through discussions, case analysis, and exercises, Kellogg Marketing Department faculty and leading sales force compensation experts help you understand the major issues and latest approaches to designing and implementing effective, motivational sales force incentive plans, and for monitoring team performance to measure results. [+]

Course Studies in Sales in North America 2017.

Gain the tools necessary to create incentive plans that will empower your sales force and profoundly impact your organization. Compensation plans are more than just rewards - they are strategies. By tailoring an incentive compensation plan, you can indirectly steer your sales teams toward specific goals.

 

Through discussions, case analysis, and exercises, Kellogg Marketing Department faculty and leading sales force compensation experts help you understand the major issues and latest approaches to designing and implementing effective, motivational sales force incentive plans, and for monitoring team performance to measure results.

 

 

Program Content  ... [-]


Fundamentals of Effective Sales Management

University of Chicago Booth School of Business
Campus Part time 4 days September 2017 USA Chicago

This comprehensive program assists salespeople in making a smooth transition to sales management. Successful hiring, training, motivation, performance evaluation, and management techniques are presented in a real-world manner. [+]

This comprehensive program assists salespeople in making a smooth transition to sales management. Successful hiring, training, motivation, performance evaluation, and management techniques are presented in a real-world manner.

During this program participants will learn to:

 -- Effectively make the transition from a salesperson to a sales manager

-- Utilize techniques for identifying, hiring and retaining the best salespeople

-- Evaluate performance in ways that produce desired results

-- Identify the types of incentives and compensation systems to obtain better sales results

 ... [-]


Executive Program in Strategic Sales Management

University of Chicago Booth School of Business
Campus Part time 5 days September 2017 USA Chicago

This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team. [+]

This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team!

Executive Program in Strategic Sales Management is especially designed to meet the needs of experienced sales managers and other executives responsible for directing the sales force, this program links sales structure design and implementation with the firm's marketing strategy to improve sales force productivity.

Program Benefits

 -- Understand how your success is linked to fully integrating your sales structural design to the strategic direction of the firm.

-- Anticipate and respond to turbulent business environments. Understand why the sales force is the firm’s primary means to adjust to rapidly changing environments.... [-]


Selling on Value (and Not on Price)

Cox School of Business, Southern Methodist University
Campus Part time September 2017 USA Dallas

This seminar presents an alternative to competing on price - it will help you create a framework that focuses on identifying and selling value during the sales process. [+]

Selling on Value (and Not on Price) - Achieving and Sustaining High Performance SalesThis seminar presents an alternative to competing on price - it will help you create a framework that focuses on identifying and selling value during the sales process. Identify and Sell Value During the Sales ProcessIn a highly competitive sales environment, the tendency to compete on price puts increased pressure on margins and profitability. Too often, salespeople find it difficult to differentiate their companies from competitors in any way but price - but price-cutting is a losing proposition. This dilemma is faced by all business types – whether selling sophisticated high-tech products, intangible services, or individual/commodity products. This seminar presents an alternative to competing on price. It offers instead, a framework to identify and sell value during the sales process. Understanding this will help you broaden your sales portfolio, create a greater degree of loyalty from existing customers, and establish techniques that eliminate the need to cut prices. Who Should AttendThis program is intended for sales people with two or more years of sales experience and would particularly benefit those in the following functions:- Sales Professionals - Sales Representatives - Account Executives - Sales ManagersKey Benefits- Develop a thorough understanding of how to create value in the sales process - Develop unique customer value propositions - Become a sales professional who financially proves value - Explore how to build or improve customer loyalty - Learn to negotiate using value versus price ... [-]


Dynamic New Role of the Sales Manager

Cox School of Business, Southern Methodist University
Campus Part time 2 days September 2017 USA Dallas

In this seminar, you will learn how to effectively prioritize, maximize both customer and salesperson loyalty, and generate desired sales results from each member of your sales team. [+]

Sales managers are increasingly assuming roles that are different from any they have ever experienced. They face new pressures from the market, their salespeople, and upper management. This two-day seminar helps sales managers to focus on those demands and to develop solutions that will make their sales teams more effective. In this seminar, you will learn how to effectively prioritize, maximize both customer and salesperson loyalty, and generate desired sales results from each member of your sales team.Who Should AttendAny person with responsibility for maximizing profits through effective sales management efforts will benefit from this seminar. The program is intended for those with at least six months of sales management responsibility or those who are preparing to make the transition from sales to sales management, including:Sales Managers Sales Directors Sales Vice Presidents Company Owners Key Benefits- Gain a thorough understanding of the entire sales management process - Understand the forces changing the marketplace and your sales team - Learn effective interviewing, recruiting, and hiring techniques - Learn how to exceed your objectives through intelligent territory planning and management - Learn how to effectively manage employee performance through setting standards, tactical and strategic coaching, compensation, and measuring performance gaps - Learn how to creatively handle poor performers and when is the right time to terminate a sales personDates: March 22-23, 2006... [-]


Sales Force Incentive Planning: Compensating for Results

Kellogg School of Management at Northwestern University
Campus Part time 3 days September 2017 USA Evanston

Topics include components of the compensation plan, measurement methods for sales force compensation, drivers of sales force performance, approaches to setting quotas, and implementation techniques [+]

Gain the tools necessary to create incentive plans that will empower your sales force and profoundly impact your organization. Compensation plans are more than just rewards - they are strategies. By tailoring an incentive compensation plan, you can indirectly steer your sales teams toward specific goals.

 

Through discussions, case analysis, and exercises, Kellogg Marketing Department faculty and leading sales force compensation experts help you understand the major issues and latest approaches to designing and implementing effective, motivational sales force incentive plans, and for monitoring team performance to measure results.

 

Topics include components of the compensation plan, measurement methods for sales force compensation, drivers of sales force performance, approaches to setting quotas, and implementation techniques.... [-]


Accelerating Sales Force Performance

Kellogg School of Management at Northwestern University
Campus Part time 4 days September 2017 USA Evanston

Transform your sales force team into a powerhouse that produces significantly higher sales. This four-day overview program tackles the issues surrounding sales force effectiveness and teaches you how to develop and improve strategies that will accomplish the high-impact goals of your team and company [+]

Course Studies in Sales in North America 2017.

Transform your sales force team into a powerhouse that produces significantly higher sales. This four-day overview program tackles the issues surrounding sales force effectiveness and teaches you how to develop and improve strategies that will accomplish the high-impact goals of your team and company.

 

The program begins with an exploration of effective go-to-market strategies, including those pertaining to telesales and the Internet. Next, you will build a framework for performance assessment in your organization.

 

Our world-class faculty will lead you through the latest innovative approaches for sizing, structuring, resource management, compensation, motivation, recruitment, CRM, culture assessment, and performance management. ... [-]