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Managing and Strengthening Sales Network

How to deal with your clients when they put pressure on you to lower prices? How to reach Sales Management's increasingly ambitious sales targets? How to win over market share and clients from competitors? These are some of the questions that concern Sales Managers. ESADE has designed this programme to give you some of the answers you will need to introduce changes to boost your sales team's productivity, and which will allow you to increase your competitive capacity in the market.

This programme is intended for Sales Managers aiming to improve the performance / profitability / effectiveness of their sales team. Participants in this programme are normally Sales Managers, with an average of three years’ experience in sales team management. The programme provides examples, concepts and methodologies applicable both to mass consumption markets as well as industrial markets, to companies selling physical products and those dealing in services.

Participants in this programme will learn to:

Organise and scale their Sales Network.

Recruit commercial profiles suitable for each position.

Train and coach team members.

Create Pay Plans adapted to each profile.

Constantly motivate the team as well as individuals.

Manage and develop relations with Key Accounts.

Date Tuition Eur. Location

From 16 to 19 June, 2009

2.950¤

Madrid