Executive Education

Examines all of the issues surrounding sales force productivity, including sizing and structuring, resource allocation across products and markets, competitive assessment, pricing, compensation systems, motivation, incentives, and performance evaluation.

Dates Evanston: May 12-16, 2008; September 14-18, 2008
Dates Miami: March 1-5, 2009

Analyzes the latest developments in strategic marketing planning, targeting, and positioning of industrial and business products and services. It will benefit anyone who helps to plan and implement marketing-oriented business strategy.

Dates: July 13-18, 2008; September 28 - October 3, 2008

Presents an integrated approach to marketing management and decision making for consumer products and services.You will learn to evaluate marketing opportunities more effectively, examine appropriate uses of marketing research, and to analyze, appraise, and design coherent marketing strategies.

Dates: September 21-26, 2008

Provides decision makers with the skills to understand market research tools and unlock customer insights from the data generated by market research. Helps both B-to-B and B-to-C companies understand how the right blend of qualitative and quantitative tools can be used to gain powerful, valuable insights into customer needs and perceptions.

Dates: October 5-8, 2008

Provides strategies for defining and resolving channel conflict, using your channel power to improve overall channel performance, and analyzing existing channels and establishing new ones.

Dates: October 5-8, 2008

Presents a rigorous and market-tested approach to drive reliable and sustainable organic growth initiatives. Participants learn to think more holistically about innovation and growth, and leave the program able to put a growth process into action at their companies.

Dates Evanston: May 4-7, 2008
Dates Miami: December 1-4, 2008

Learn how to respond to organic growth challenges and develop a rigorous and market-tested approach to implement organic growth strategies in the most cost and risk effective way.

Dates Evanston: May 17-20, 2009
Dates Miami: December 6-9, 2009

Provides strategies to develop a brand management strategy that will leverage your brand for increased customer loyalty, competitive advantage, and profitability.

Dates Evanston: May 18-21, 2008; October 12-15, 2008
Dates Miami: January 25-28, 2009

This intensive one-day program, to be offered annually in coordination with ZS Associates, is designed for senior level sales and marketing executives. The 2008 Summit will combine leading edge thinking and real world examples to explore how the sales force can drive organic growth for the company - across divisions, across geographies, and over the long-term.

Dates: October 29-30, 2008

Provides senior marketing, IT and operations executives with tools to design and implement successful customer relationship management strategies for their organizations.  Participants will learn state-of-the-art techniques for acquiring new customers, enhancing the value of existing customers, and retaining profitable customers.

Dates: September 21-24, 2008

Identifies how organizations can maximize the management of their new product development process to build innovation and gain competitive advantage. The product marketing curriculum emphasizes an organization’s ability to integrate different aspects of the development process, from the voice of the consumer to product design, development, and launch.

Dates Evanston: June 22-25, 2008; October 19-22, 2008
Dates Miami: February 15-18, 2009; August 23-26, 2009

Shows you how to price more effectively as you develop a better understanding of price sensitivity, cost assessment, and competitive responses.

Dates: September 28 - October 1, 2008

Looks at incentive planning within the context of the successful selling organization. Topics include design and implementation of incentive compensation plans, models of employee motivation, measurement and use of customer satisfaction, and establishment of sales quotas.

Dates: October 26-29, 2008

Provides strategies for managing the change process necessary to create a market-focused organization. Emphasis is placed on centering the firm’s culture on the market and driving the target market value proposition into all parts of the organization, converting marketing initiatives into real performance.

Dates: November 16-20, 2008