Effective Sales Management - Hong Kong and Singapore

General

4 locations available

Program Description

* Identify specific activities that produce long-term results
* Implement time-frame action plans
* Identify common barriers to results-oriented management
* Generate methods to enhance performance of sales people


Overview


The Effective Sales Management program addresses the changing business environment and the key role that sales management plays in creating a market-driven organization. An organization\'s ability to meet its business objectives depends on the ability of sales managers to create a competent and motivated sales force that quickly adapts to changing customer demands. As markets and customers evolve, the successful sales manager will be the one capable of reinventing a sales organization before market trends make it obsolete.


The ever-increasing importance of the sales force requires professional sales managers. The transition from selling to sales management is critical. The Effective Sales Management program addresses this key issue. Program participants will learn to assess the strengths and weaknesses of their present sales organization, analyze how target customer segments define value when purchasing products and services, and allocate the necessary resources to capture target markets. Developing a team-oriented organizational structure that is designed to deliver value to customers is the primary focus of this program.


Through your participation, you will acquire the skills necessary to plan, organize, and grow an effective and efficient sales team.



Who Should Attend

Whether you are a newly appointed sales manager or an experienced sales manager who would like to step back and benchmark your behaviors, this program is appropriate. The program content is applicable to industrial and consumer markets, tangible products or services, and private or public sector firms.


Learning Objectives

Whether you are a newly appointed sales manager or an experienced sales manager who would like to step back and benchmark your behaviors, this program is appropriate. The program content is applicable to industrial and consumer markets, tangible products or services, and private or public sector firms.


Unique Features

Another benefit attendees appreciate is the chance to share ideas with peers--both in and out of the classroom. The program offers excellent opportunities for making contact with sales executives from a variety of organizations and geographical areas. Participants often come to these programs thinking, \"My business is different,\" but they leave with the understanding that many sales management problems, solutions, and opportunities are universal.

Last updated Dec 2017

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About the School

The Stephen M. Ross School of Business at the University of Michigan is a premier educational institution within one of the finest research universities worldwide. Our mission is to develop leaders in ... Read More

The Stephen M. Ross School of Business at the University of Michigan is a premier educational institution within one of the finest research universities worldwide. Our mission is to develop leaders in thought and action, who are ready to tackle the challenging, multidisciplinary problems facing society. Leaders who can provide moral and civic leadership, and who leverage their influence for the benefit of society. At Michigan, our over-arching strength is our unique ability to bridge scholarly theory with business practice. We believe true leadership begins with a holistic understanding of business. At our core is the pursuit of “intellectual capital with impact.” These are the ideas our faculty bring to the classroom and the tools our graduates use to shape the world. We’re interested in students who want to partner with faculty to co-create a very customized, robust educational experience. Our strategy to develop students’ leadership capability – in addition to impact requisite business knowledge and skills – is to provide action-based learning opportunities rooted in real-world issues. With an MBA from Michigan's Ross School of Business, you’ll enter the marketplace as a leader with the confidence and wisdom to define and achieve your vision of success. Read less
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