sales management program

8/13/2019 Sales Management Program

1/8

Executive Education

February 1418, 2011

June 1317, 2011

Executive Program inStrategic Sales Management

Optimize your efforts to:


2/8

Executive Program inStrategic Sales ManagementEspecially designed to meet the needs of experienced sales managers and

other executives responsible for directing the sales force, this program links

sales structure design and implementation with the firms marketing strategyto improve sales force productivity.

Program Benefits

Understand how your success is linked to fully integratingyour sales structural design to the strategic direction ofthe firm.

Anticipate and respond to turbulent business environments.

Understand why the sales force is the firms primary meansto adjust to rapidly changing environments.

Apply strategic techniques to company-wide problemsand derive implications for sales force design and accountmanagement policies.

Acquire analytical tools that will help you plan marketsegmentation and account management policies andprocedures.

Understand how to identify and focus sales resourceson high potential customers.

Receive a framework for recognizing the strengths andweaknesses of current forecasting techniques and obtain

systematic procedures for improving them.

Acquire an awareness of the key variables to include inthe goal setting process.

Identify the types of sales incentives and compensationsystems that can be used to link the sales organizationto the strategy of the firm.

Understand how measuring strategy-linked sales processesand outcomes will produce greater sales productivity.

Learn techniques for identifying, hiring, and retainingthe best salespeople.

Executive Education

To maximize the applied focus and value of this program,participants will identify a sales management opportunityor business challenge prior to the start of the program.During the program, participants will apply the tools andinsights learned to selected cases. By the end of theprogram, participants will leave with a set of action stepsand recommended solutions which can be immediatelyimplemented upon their return to the workplace.


3/8

The University of Chicago has a long history steepedin a tradition of academic excellence and innovation.That commitment to discovery has translated intoenduring contributions to the world. Among its

faculty, researchers, students, and graduates are 85Nobel laureates. Current faculty include eight Nobelprize winners, 13 MacArthur Fellows (commonlyknown as a genius grant), and three Pulitzer Prizewinners, among countless others.

The University of Chicago Booth School of Business,founded in 1898, has been a leader and innovatorin the field of business research and education. Itwas the first business school in the country to offera PhD program, the first business school to publisha scholarly business journal, the first to offer an

executive MBA program for experienced managers,the first to have a Nobel laureate on its faculty, andthe first to have six Nobel Prize winners on its faculty.Chicagos close ties with many of todays businessleaders and its grounding in the real world havehelped Chicago Booth maintain its reputation as oneof the worlds leading centers of business educationand research. With its reputation, commitment toacademic research, and high quality faculty, ChicagoBooth carries a prestige that few can match.

BusinessWeekranked Chicagos Full-Time MBA

Program first in its biennial rankings (2008), whilethe Executive MBA was ranked second (2009).

The Economistranked Chicagos Full-Time MBAProgram fourth globally (2009).

U.S. News & World Report(2010) rated ChicagoBooth second in finance, third in accounting, andfifth overall of full-time programs, second amongpart-time MBA programs, and third amongexecutive MBA programs.

Financial Timesranked Chicagos Executive MBAProgram fourth (2009).

We are a business force.

This course is designed for those responsible for planning,

analysis, control, and direction of the sales organization.

Representative titles include vice president or director of

sales, vice president or director of sales and marketing,

national sales manager, and seasoned regional sales

managers. This course is equally applicable for thosemanaging sales processes for products or services.

For those recently appointed to sales management

positions or those who have less than five years of sales

management experience, the Fundamentals of Effective

Sales Management program is recommended. For more

information on this course, please visit our website at

www.chicagoexec.net.

ends at 1:30 p.m. on Friday.

The program fee includes tuition, lunches, coffee breaks,and all educational materials. The fee is subject to changeand payable in advance upon confirmation of registration.

Chicago Booth reserves the right to cancel any program.

Classes are held at the University of Chicago Booth Schoolof Business Gleacher Center, 450 North Cityfront Plaza Drive,situated along the Chicago River (one block east of MichiganAvenue) in the heart of the downtown area known as TheMagnificent Mile. Gleacher Center is within walking distanceof some of Chicagos most exciting retail and entertainmentareas. Gleacher Center, which also houses Chicagos top-rankedExecutive MBA, Evening MBA, and Weekend MBA Programs,provides state-of-the-art classrooms that complement theexceptional quality of the programs content and faculty.

AccommodationsThe University of Chicago Booth School of Business hasreserved a limited block of rooms at the InterContinental Chicagohotel. Single or double rooms are available at a discountedrate. Contact the InterContinental Reservations Departmentby telephone at 312.944.4100 or by fax at 312.321.8725.Participants must contact the hotel directly to reserveaccommodations. Three weeks prior to the programs startdate, or once the block is filled, the hotel cannot guaranteeaccommodations. Participants should identify themselves asregistrants in Executive Program in Strategic Sales Managementat the University of Chicago Booth School of Business.

UNPARALLELED

INTELLECTUAL

CURIOSITY, HONESTY,

EXCHANGE, AND RIGOR

IDEAS THAT

FUNDAMENTALLY

SHAPE MARKETS

AND BUSINESSES

PEOPLE WHO CREATE

LASTING VALUE

$7,950

$7,950


4/8

Program Outline

Learn approaches to strategy that are

compatible with sales management

Identify and integrate strategic activitiesof the firm with the sales force

Engage in case applications of thesetechniques

Program Benefits

Participants are encouraged to employa set of tools that will:

help them evaluate the strategic role oftheir sales forces.

proactively integrate sales strategy withfirm strategy.

engage in more fruitful discussionswith upper management about theintersection of sales and firm strategy.

Account ManagementTools for account management

Case discussion

Program Benefits

Participants will:

acquire tools for segmenting productneeds and service needs.

acquire a tool for dividing responsibilityfor the satisfaction of these needs acrossfunctional departments and accounts.

Sales Forecasting: Qualitative

Subjective vs. objective techniques

demonstrated

Problems and limitations of eachtechnique delineated

Scenario planning exercise

Review of hybrid approaches

Program Benefits

Participants will:

receive a framework to recognize

the strengths and limitations of thesales forecasting techniques theycurrently use.

obtain a set of procedures forimproving forecasting procedures.

Sales Force StructureLinking sales structure design to the firms

strategy

Analyzing alternative types of salesorganizations

Understanding independent vs.captive sales force

Integrating team, specialists, andinside sales with generalists

Program BenefitsParticipants will:

link sales structural design to thefirms strategy and achieve improvedsales productivity.

use technology to manage sales forcestructures.

integrate different types of sales roleswithin the sales structure.

Strategic Sales Force Size and

Determining sales force size

Matching sales deployment to marketpotential and management expectations

Using computer-aided optimizationmodels and mapping applications forterritory design

Program Benefits

Participants will understand:

how sales organizations realigned bywork load and market potential offersignificant productivity gains.

how to develop work load, marketpotential, and management metricsto determine sales force size.

the need to deploy salespeople by

work load and potential.how technology can significantly aid

the size and deployment process.

Sales OrganizationHow to measure sales processes and

outcomes

How to develop sales measurementdata

Program Benefits


what types of sales cycles require

measurement of the sales process.how measuring sales processes and

outcomes will often lead to increasedproductivity.

How to identify the types of sales

incentive compensation programs

How to link the sales organizationto corporate strategy through salesincentive compensation

How to assess, design, and developsales incentive compensation programs

How to use computer simulations toidentify alternative sales incentivecompensation program costs andsalespersons income levels

Program Benefits


the types of sales incentivecompensation programs.

how to choose a sales incentivecompensation program that will bestsupport the firm and salespeoples needs.

how to create computer simulations toidentify alternative sales incentiveprogram costs and income levels.

Recruitment and Selection

Building profiles for the most effectivesalespeople

Reducing sales force turnover

Reducing management time requiredto supervise salespeople

Program Benefits

Participants will learn:

how to use probing questions atinterviews and what the answers revealabout the candidates skills, knowledge,and personal characteristics.

how to check customer and previoussupervisor references to answer veryspecific questions.

where to look for qualified candidates(sourcing).

Designing programs to address

needed competencies

Making salespeople feel useful,important, and worthwhile

Developing a consistent, efficientway to teach strategy and skillsnecessary for success in your market

Increasing sales force productivity

Continuously improving the quality of

your salespeopleProgram Benefits

Participants will learn to:

teach salespeople customer, competitor,and product/service strategy thatincreases revenues.

teach skills for overcoming objections,closing, and discovering customer needs.

make sales meetings a more powerfultraining tool.

organize and conduct field training,which benefits you and the salesperson.


5/8

Transform knowledge gained at Chicago Booth

into results for you and your company.

Chicago Booths programs provide a web toolthats easy to use, intuitive, and encourages

participants to:

articulate their goals,

specify implementation plans, and

track their progress toward meeting

these goals.

Extend learning beyond the classroom and turn

your learning goals into concrete results.

Education Programs

Chicago Booth creates custom executive

education programs that capitalize on the

Chicago Approach, which is the very best

disciplined approach to conceptual knowledgeand academic theory with practical, real world

application delivered by faculty of one of

the worlds top business schools. These

components of Chicagos programs are all

keys to driving your corporate competitive

advantage through effective human capital

investments. Through deep thinking and high

impact results, Chicago Booth writes the rules

that business follows. Partnering with us today

will drive your business success tomorrow!

Susan Benton,Vice President of Sales,Bausch & Lomb Pharmaceuticals

Pete Pannes, Senior Vice President,PMI Mortgage Insurance Company

Senior Vice President,Harris Trust and Savings Bank

Executive VP Americas,Carl Zeiss Meditec

Director, Oncologic Imaging,Varian Medical Systems


6/8

Rigorous, interactive, and dynamic, the faculty presents topics in a variety of ways, including lectures, case studies,

and small group discussions, using a range of media. Accomplished teachers and active consultants, this programsfaculty offer a blend of academic excellence, rigorous scholarship, real-world relevance, and practical application thatprovide participants with unparalleled opportunities to expand their horizons.

Jonathan Frenzen earned multiple degrees from the Universityof Chicago in a range of subjects from cultural anthropologyto marketing before receiving his doctorate from Chicago in1988. He and his consulting teams have worked with dozensof Fortune 500 companies on a variety of subjects includingmarketing strategy, new product development, and sales forcemanagement. His research activities focus on business-to-business marketing, sales management, and productdevelopment.

Professor Frenzen teaches a Chicago Booth course, theLaboratory in New Product and Strategy Development, whichprovides graduate students with skills for solving complexproblems with and through multi-disciplinary teams. Guidedby Professor Frenzen and his faculty coaches, six studentteams per year are challenged to solve live problems for liveclients. Companies such as Abbott Labs, American Airlines,Barclays Bank, Citicorp, Dow Chemical, Eli Lilly, Frito-Lay, GE,Johnson & Johnson, Honeywell, Motorola, Nestle, and Philips

have participated as client-sponsors. Since returning to theUniversity of Chicago in 1995 to join the faculty full-time,Professor Frenzen has supervised student teams engagedin more than 75 consulting projects inside the U.S. andoverseaswith a particular emphasis on emerging marketssuch as China.

In addition to his teaching, research, and consulting, ProfessorFrenzen led the redesign of the University technology transfersystem and served for many years on the UC Tech AdvisoryCommittee. He served for four years as a co-chair of theIndustrial Outreach Program for the Physical Sciences DivisionMaterial Sciences Research and Engineering Center and threeyears on the Business Advisory Board for the world-renownedUniversity of Chicago Press.

At Executive Education, Professor Frenzen is the co-director ofthe Executive Program in Strategic Sales Management and hasserved as a faculty director for Custom Educational programsin the medical device, consumer electronics, and bankingindustries.

William J. Young, founder of Young & Associates, Ltd., will beco-teaching Going to Market: Managing Channel Strategy. Heis a graduate of the Executive MBA Program, and has previousexperience teaching in Chicago Booths Executive Education

programs. He has instructed in Executive Education since theprograms inception in 1997. Additionally, he has assisted withinstructing the Laboratory in New Product Development andStrategy course.

In 1987, Mr. Young established Young & Associates, Ltd., asales and marketing management consulting practice, whichhas assisted hundreds of Global 50 and Fortune 1000 companiessuch as GE, HP, Honeywell, ABB, ABN-AMRO, The FederalReserve Banking System, The Hon Company, Exelon, The Inves-tors Group of Canada, Harris Bank, TaylorMade Golf Company,and AOSmith. Young & Associates also publishes SalesFacts(TM),a sales effectiveness research publication, and ManagementAlerts, a sales management publication.

Mr. Youngs work is concentrated in the areas of sales andmarketing management. He helps firms develop sales channelstrategies and strategically redesign their sales organization andsales management processes to increase their go to marketeffectiveness. His firm accomplishes this through voice ofcustomer research and by developing and applying customerpotential sales data that measure the organizations existingsales effectiveness. That effectiveness is improved by the design,development, and implementation of sales strategies, saleschannels, and sales organizationstheir roles, structure, size,and deploymentgoal setting and sales compensation systems.

Prior to Mr. Youngs current teaching and consulting activities,he was division president and vice president of sales for threeNYSE firms, with global sales and marketing responsibilities.

In Executive Education, Mr. Young co-directs the ExecutiveProgram in Strategic Sales Management. He has instructedthis course in the United States as well as at the Universitysinternational campuses.

Director, National Sales, Nestle USA


7/8

How toregister.

Fee includes tuition, books and instructional materials, lunches, and coffee breaks.

Fee is subject to change and payable in advance.

Please provide information regarding future sessions of the program.

PaymentCheck enclosed

(payable to Chicago Booth Executive Education).Check to follow.Please invoice.Charge to my: Visa MasterCard Discover AMEX

Account number

CVV code (3-digit code on back of card) Exp. date

Signature

Please print clearly or type on line above:

Name: Mr. Ms. Dr.

Name desired on name tag

Title

Company

Preferred mailing address: Home Business

City State Zip code

Daytime phone Fax

E-mail

General Management Operations/Production Administration

Financial/Accounting Technical/R&D Logistics

Human Resources Marketing/Sales Other ___________________

Approximate number of employees: Annual sales or budget:

Is your company a subsidiary/division of another company?

Yes

No

Name of parent company:

Number of employees in parent company: Under 1,000 1,000 to 5,000 5,001 and above

Industry Classification:Accounting Chemical Electrical Insurance Publications Telecommunications Other

Aerospace Computer Energy Mining Retail Textiles _______________________________

Automotive Consumer Products Financial Nonprofit Service Transportation _______________________________

Bank Education Government Pharmaceutical Steel Utilities _______________________________

Persons in charge of executive development for your organization:

Name Title Company

Mailing address City State Postal code Country

Telephone E-mail

Program fee is payable upon notice of acceptance. The following mustbe dated and signed in order to validate application.

Name of applicant (please print) Signature of applicant Date

Program cancellation Chicago Booth reserves the right to cancelany program.

are accepted without charge if writtennotification is received at least 30 days prior to the programs startingdate. Cancellations received after that time will be charged 25 percentof the total program fee.

received within 30 days of the program start will besubject to a $200 transfer fee to cover administrative costs. Any latetransfers followed by a cancellation will be charged 25 percent of theprogram fee. Transferees will have a period of one year from the dateof their transfer to attend a subsequent program offering. After a one-year period, tuition fees will be forfeited. Transferees will be requiredto pay fee increases, should any take place.

Substitutionsof registrants in a session may be made, withoupenalty, any time prior to the programs commencement.

The University of Chicago reserves the right to usphotos taken during program activities for promotional purposes

$7,950$7,950

WEBpdf 11C61001 A


8/8

your sales team. Register for

Executive Program inStrategic Sales Management

February 1418, 2011

June 1317, 2011

Executive Education

Brian Prossen, Senior Manager, Technology Sales, CCH,a Wolters Kluwer Business

force.

Paul Reider,Regional Sales Director, Amgen

sales management program

Documents