Date and Venue
April 13th -14th, 2007 (Fri, Sat), Beijing, China
April 17th -18th, 2007 (Tue, Wed), Shanghai, China
Programme Overview
The sales force is the largest single expenditure line for many
companies and sales forces are entrusted with the most valuable
company asset – the customer. The impact and cost of the sales force
makes it a key driver of a company’s sales and profitability.
Consequently, accelerating sales force performance is a key priority
for companies. The programme combines frameworks to understand,
diagnose and enhance the sales system with practical insights gained
by the faculty who have worked with hundreds of sales organizations.
It also leverages the substantial combined experience of programme
participants through discussion forums and case analyses.
Faculty Profile
Andris A. Zoltners is a
Professor of Marketing at the Kellogg School of Management at
Northwestern University. He has been a member of the faculty for
over 25 years. Prior to this position, he received his Ph.D. from
Carnegie-Mellon University and was a member of the Business School
Faculty at the University of Massachusetts. He has written over 40
academic articles, edited two books on Marketing Models, and has
co-authored the books The Complete Guide to Sales Force Incentive
Compensation - How to Design and Implement Plans That Work (Amacom
2006), Sales Force Design for Strategic Advantage (Palgrave 2004),
The Complete Guide to Accelerating Sales Force Performance (Amacom
2001), and The Fat Firm (McGraw Hill 1997). He is the co-author of
the winning entry in the annual INFORMS Practice Prize Competition
in 2004. The paper, "Sales Territory Design: Thirty Years of
Modeling and Implementation", appears in the Summer 2005 issue of
Marketing Science. He has spoken at numerous conferences and has
taught sales force topics to several thousand Executive, MBA and
Ph.D. students.
Zoltners is a Founder and Co-Chairman of ZS Associates, a global
management consulting firm specializing in sales and marketing
strategy, operations and execution. ZS has over 800 people across 14
offices worldwide. Zoltners has personally consulted for over 100
companies in over 20 countries. His areas of expertise are sales
force strategy; sales force size, structure and deployment; sales
force compensation; and sales force effectiveness. In addition to
his consulting, he is a frequent speaker on the topic of sales force
productivity.
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Programme Content
- A framework for
thinking about sales force effectiveness
- Designing an
effective sales force
- Ensuring optimal
market coverage – How to increase sales 30-50%
- Sales Force
Strategy across business life cycle
- Designing
effective incentive plans
- Setting goals
(quotas) that motivate
- Recruiting as
source of strategic advantage
- Change management
in sales force strategy
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What are the
benefits?
This practical program will help you with specific and
implementable ideas to increase sales force impact. By
attending the program, you will:
• Explore the latest insights into diagnosing and enhancing
sales force performance
• Discuss the methods for developing a go-to-market
strategy, designing sales forces, and key sales force design
insights to balance effectiveness, efficiency and
flexibility
• Understand the role of important human resource management
topics such as recruiting, sales force culture, and
performance management
• Examine the how motivation and incentives enable a sales
force to operate at high levels of performance
• Learn how information can be leveraged to enhance sales
force performance
• Learn how companies have succeeded and failed with sales
force change and why
Who Should Attend
This practical
program is designed for senior sales and marketing leaders
and general managers of companies in which the sales
organization is a substantial investment and a key driver of
company success. Leaders facing significant sales force
opportunities or challenges will find the programme
especially beneficial.
Many companies find it especially helpful to sponsor a team
of participants to the program. Attending as a team produces
a shared vocabulary and learning experience that encourages
the application of new concepts and ideas to company issues.
Special study groups and other arrangements are available to
companies sponsoring multiple participants.
Testimonials from
1st program participants in 2006
“The program offers real life and theoretical framework for
addressing sales issues. An excellent investment for anyone
running or supporting a sales organization. ”
-Manager, sales and international compensation, -Bell
communication Research Inc. (Bellcore)
“An insightful
course with real, practical tools, we developed a new plan
at the course and will implement it.”
-Vice president of sales, North American region, Ericsson
Inc.
“Excellent content
presented in a stimulating fashion, if you don’t have at
least five new ideas when you leave, its your fault.
-Director of sales operations. Sprint Corp.
“This program
provides very relevant issues and topics with insightful
solutions that can be immediately applied and used with your
organization”
-Director, National accounts, Pfizer Inc.
Special Note
This course in Kellogg School of Management is 4 days priced
at $6,900, Please visit : http://www.kellogg.northwestern.edu/execed/programs/MKTG01/index.htm
Conference Language
English Language with simultaneous Chinese translation
How to Register to attend
Please call Golden Ideas at 021-61121253 or 13301961162 or
seminar@goldenideas.com.cn for registration or further
enquiry
Golden Ideas Upcoming Programs Registration Form
Please provide your information and Complete the form as
below and email to seminar@goldenideas.com.cn
