Executive Education Programs Program Information


Aresty Institute of Executive Education, The Wharton School, University of Pennsylvania - USA

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  Leading the Effective Sales Force

Sales force is a major growth engine for a firm, and critical source of market feedback. Yet, it is also a substantial investment — and one that can rapidly grow out of control. Stimulating the sales force while controlling costs is the balance you must achieve. In this course, you will learn how to cut costs while raising sales — by analyzing your sales calls, realigning territories, shifting product or market emphasis, reallocating salesperson time, and adjusting sales force size. You will explore how to motivate and compensate salespeople and third-party distribution channels through pay systems and organizational structures.

Oct 28, 2013 - Nov 01, 2013
Singapore
SG$ 13,300

Mar 17, 2014 - Mar 21, 2014
Philadelphia
$9,500

Jun 16, 2014 - Jun 20, 2014
Fontainebleau, France
€ 8,500

Leading the Effective Sales Force introduces you to practical tools, cutting-edge concepts, and effective sales management models derived from Wharton faculty's broad-based research and consulting experience. Through cases, group discussions, problem-solving exercises, computer-aided workshops, and interactive case presentations, you will explore various perspectives on what does and does not work — and why.

You will learn to:
-Establish new ways to motivate and compensate your sales team.
-Understand the interplay between corporate strategy and sales strategy.
-Participate in a simulation that tests the long-term effectiveness of your strategy for major sales.

Leading the Effective Sales Force session topics may include:
-Leading an Effective Sales Force
-Designing and Implementing Compensation Strategies
-Optimally Allocating Sales Resources
-Measuring and Evaluating Sales Performance
-Negotiating Quotas, Compensation, and Incentives
-Tackling the Emerging Market Challenges
-Business Strategy

Who Attends This Program
This program has attracted regional directors, managing directors, and vice presidents across industries ranging from telecom to pharmaceutical. It is ideal for those who spend at least 60% of their time managing some or all of a sales force. Titles of typical participants include:
-General Managers with sales force responsibility
-Sales Managers and Regional Managers who may be moving up in their organization
-Managing Directors, Sales Directors, Vice Presidents, and Regional Managers with sales responsibilities

To extend the impact of Leading the Effective Sales Force, we encourage companies to send cross-functional teams of executives to Wharton.


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