Sales & Marketing Management                                                                    Sales                     ...
Sales & Marketing Management                                                    Learni...
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Sales Management Master Class 2020


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Sales Management 2020
Master Class Session 26th and 27th of May
Antwerp Management School

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Sales Management Master Class 2020

  1. 1. Sales & Marketing Management Sales Management 2020 Anticipating Future Trends in Sales Force ManagementGlobalization, fast-paced technological developments, chan- The Expanding Sales Funnelges in buying behavior, unprecedented levels of external andinternal pressures to deliver increased results... These critical Customer’s Buying Strategy Gap Problem Solution Product Use s s s s s strends question our traditional conceptions of selling and Processpose significant challenges to sales leaders in designing andmanaging their sales organizations.The ‘Sales Management 2020’ program offers you a unique Supplier’scombination of hands-on casework and the latest academic Sellinginsights. How can I add more value to my customers? Process 2020 2010 2020 s s sHow can I gain more value from my customers?You will be challenged to examine these questions froma variety of perspectives.This brand-new program will get you started on designingcompelling value propositions, your business model andsales force organization. Innovative frameworks and practical Profiletools will help you embrace new emerging business concepts This program is designed for anyone who is involved in thesuch as Value Co Creation and networking within your sales design and management of a sales force and who is lookingorganization. for hands-on tools and models coupled with strategic analysis to further develop their sales organization.Program outline The programs targets: n senior executivesn How to embrace the principles of Value Co Creation n sales directors in your value proposition? n sales managersn How to develop a business model that will support your n account managers new value proposition? n marketeersn How to design your sales force organization based on n consultants your new value proposition? n business coachesBenefitsn Gain insights into the future trends affecting sales forces in the coming yearsn Learn how to apply new concepts such as Value Co Creation, Networking and Knowledge Management to your sales organizationn Learn how to model your business ideasn Build a good understanding of sales force performance models and processesn Learn how to define and organize the roles within your sales forcen Explore how to use tools to plan sales processes and structures The autonomous management school of the University of Antwerp
  2. 2. Sales & Marketing Management 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 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 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