This document provides information about a sales and marketing management program called "Sales Management 2020" that aims to help participants anticipate future trends in sales force management. The program offers a combination of casework and academic insights to challenge participants to examine questions about adding value for customers and gaining value from customers from various perspectives. Participants will learn how to design compelling value propositions, business models, and sales force organizations using innovative frameworks and tools to embrace concepts like value co-creation and networking within sales organizations. The program is designed for those involved in sales force design and management seeking hands-on tools and strategic analysis to develop their sales organizations.

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

2. Sales & Marketing Management
antwerpmanagementschool.be
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 patricia.coucheir@ams.ac.be
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
www.antwerpmanagementschool.be/
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