Strategic Sales Management


4 locations available

Program Description

A cutting-edge three-day workshop for middle and senior managers

* Focus your sales team's resources in terms of markets, products, processes and customers
* Integrate planning levels - strategic, market, territory and account - to create a competitive advantage for your organisation
* Identify and correct barriers to the success of your sales team
* Discuss current topics and tools pertinent to any sales organisation

Who Should Attend

This interactive workshop will primarily benefit middle to senior level decision-makers across a variety of functions and industries including, but not limited to,

- Senior decision-makers, such as directors, chief executive officers, presidents, managing directors and general managers, who are interested in understanding the critical role that sales plays in building the organisation and driving its present and future growth
- Vice presidents of sales and marketing, marketing directors, brand/product managers and customer service directors. Recent participant titles have included president, senior vice president, vice president of sales/service, general managers, director of sales/service, director of business development, national sales manager, district/regional sales manager, area sales manager, and global key account manager
- Experienced sales and marketing managers who need refreshment on new developments and concepts in sales management or if they are new to the management of the sales function
- Other senior managers responsible for or associated with developing and evaluating sales operations.

When held globally, recent programme participants have represented a diverse list of industries, such as automotive, healthcare, biotech, pharmaceutical, banking and investment services, telecommunications, manufacturing equipment, food/beverage, publishing, cosmetic/personal care products, toy manufacturing, and home/building supply.

Program Objectives

This programme helps participants to focus on the need for strategic integration of their efforts. If you want a better grasp of the impact strategic planning on profits and long-term organisational success, this programme will help you:

- Understand the critical interface between strategic planning and management at the market, territory, and selling levels
- Target markets and customers to create a sustainable competitive advantage for your organisation
- Benchmark competitive strengths and weaknesses while developing sales programmes to improve your market share and profits
- Communicate effectively with your direct and indirect customers to improve the return on your selling efforts
- Assess sales channel alternatives
- Execute the market plan at the territory level
- Initiate sales action plans and key account strategies
- Obtain and allocate appropriate organisational sales resources based on your opportunities
- Objectively negotiate the terms and conditions of success in individual sales territories
- Create a strong and meaningful interface between marketing, sales management, and the sellers in your organisation

Last updated Feb 2018

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
Ann Arbor , Bengaluru , Dubai , Bangkok + 3 More Less