Marketing & Sales > Accelerating Sales Force Performance
Accelerating Sales Force Performance |
| Upcoming Sessions |
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April 11-15, 2010
$ 7,900 |
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September 12-16, 2010
$ 7,900 |
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| Key Benefits |
| During this program, you will: |
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Develop a framework for a sales force diagnosis that leads to enhanced effectiveness |
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Examine issues that affect the sizing and structuring of your sales force |
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Discuss important talent management topics such as recruitment, development, and retention |
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Assess your sales force culture |
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Determine how technology enhances sales force performance |
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Explore the use of incentives to motivate and direct your sales force |
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Discover how successful sales force initiatives can be implemented |
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Faculty
Andris A. Zoltners, Academic Director; Professor of Marketing, Kellogg School of Management; Founder and Co-Chairman, ZS Associates, a global consulting firm dedicated to solving sales force productivity problems. Zoltners specializes in sales force strategy, effectiveness, and change management.
Prabha Sinha, Former Associate Professor of Marketing, Kellogg School of Management; Founder and Co-Chairman, ZS Associates. Sinha specializes in sales force strategy, structure and effectiveness.
Zoltners and Sinha are co-authors of The Complete Guide to Accelerating Sales Force Performance (2001), Sales Force Design for Strategic Advantage (2004), The Complete Guide to Sales Force Incentive Compensation (2006), and Building a Winning Sales Force (2009).
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