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 2009: September 13-17, 2009
Dates 2010: April 11-15, 2010; Septmber 12-16,2010

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 2009: July 12-17, 2009; September 20-25, 2009
Dates 2010: April 18-23, 2010; July 11-16, 2010; September 19-24, 2010

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 2009: October 4-7, 2009
Dates 2010: March 7-10, 2010; September 26-29, 2010

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 2009: November 1-4, 2009
Dates 2010: May 2-5, 2010; October 31 - November 3, 2010

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 2009: December 1-4, 2009
Dates 2010: May 10-13, 2010

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 2009: January 25-28, 2009; December 6-9, 2009
Dates 2010: May 16-19, 2010

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

Dates 2009: October 4-7, 2009
Dates 2010: January 24-27, 2010; May 23-26, 2010; October 3-6, 2010

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 2009: September 27 - October 2, 2009
Dates 2010: April 25-30, 010; September 19-24, 2010

This intensive one-day program offered in coordination with ZS Associates is designed for senior level sales and marketing executives. The 2009 Summit will highlight leading edge strategies to retain current customers and acquire new ones while in an economic downturn.

Dates 2009: October 21-22, 2009

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 2009: October 18-21, 2009
Dates 2010: April 11-14, 2010; October 17-20, 2010

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 2009: October 25-28, 2009
Dates 2010: June 6-9, 2010; October 24-27, 2010

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

Dates 2009: September 27-30, 2009
Dates 2010: April 11-14, 2010; October 3-6, 2010

When Sales and Marketing communicate and collaborate successfully to harness their specific strengths, both customer value and company value are enhanced. This program examines the roles of Sales and Marketing, the value each function adds, and the unique challenges each function faces.

Dates 2009: October 25-28, 2009

Participants learn to strategically integrate marketing communications into a holistic brand strategy. Gain an understanding of the different value propositions needed to communicate with different segments as they impact your organization across media and communications channels.

Dates 2009: September 13-16, 2009
Dates 2010: May 16-19, 2010; October 17-20, 2010

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 2009: November 15-19, 2009
Dates 2010: May 10-14, 2010; November 14-18, 2010