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Accelerating Sales Performance
Posted Date: 11 Apr 2008 Resource Type: News/Announcements Category: Short term courses
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Posted By: Bala Member Level: Diamond
Rating:  Points: 3
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Indian Institute of Management Bangalore
Executive Education Programme
Accelerating Sales Performance
Programme Director: Avinash G Mulky
Venue: IIMB Campus
Dates: 16 – 18 July, 2008
Introduction:
The quality of field selling is an important factor in achieving revenue and profit targets and growth, and the sales force is a critical resource for many companies. Organisations across consumer, industrial and service sectors are recognizing that a highly motivated and effectively managed sales force can do wonders for business growth and profitability. While the context of particular industries often determines the activities the sales force has to carry out in the field, a noticeable trend across consumer, industrial and service sectors is that customers are becoming more demanding, competition is increasing and pressures on the field sales force are increasing day by day. In this situation, companies are seeking to implement contemporary sales force management practices for upgrading the quality of their sales activities.
Accelerating Sales Performance is a programme which has been designed to provide the latest thinking in the area of selling and sales management. It aims to provide contemporary techniques, frameworks and concepts to sales managers which can be implemented to improve sales quality and performance.
Programme Goals:
This programme is specifically designed for sales managers and managers with other designations who have responsibility for achieving business reveneue targets through people. It focuses on the day to day job of achieving targets in competitive environments.
The key objectives are:
Provide mental models and frameworks for analyzing markets, customer segments and customers
Assist in developing plans for building and effectively utilizing sales resources
Present approaches to improving sales performance
Programme content:
Frameworks for analyzing the sales environment
Drivers of Sales Force Productivity
Strategic Decisions in Sales Force Management
Structure
Territory design
Quality of people
Training
Leadership of the Sales Force
Motivation
Building a winning culture
Methodology:
The programme will use multiple methodologies such as cases, exercises, lectures to examine sales management related issues. Participants are encouraged to explore best practices and evaluate the implementation of these ideas in their own organization.
Participant Profile:
Senior and Middle level Managers in the Sales Function
Marketing Managers, Business Unit Managers and Divisional Managers responsible for revenue generation
Programme Duration and Date:
The three day programme is scheduled to be held at IIM Bangalore campus between 16-18 July, 2008
Programme Director:
Avinash G. Mulky is a Professor in the Marketing Area at Indian Institute of Management Bangalore, India. He holds a Ph.D. from I.I.T. Bombay, a Post Graduate Diploma in Management from I.I.M. Ahmedabad and a Bachelor’s degree in Electronics Engineering from K.R.E.C. Suratkal.
Prof. Mulky has rich experience of over twenty years in industry. He has held high level managerial positions for leading Indian and Multinational companies. Prior to joining IIMB in mid-2006, Prof. Mulky was BPCL Chair Professor at IIM Lucknow.
Prof. Mulky’s areas of interest include Enhancement of Sales Performance, Distribution Channel Management, and Marketing Research. He has published in International and National journals and has written a large number of cases based on field research. He teaches various courses like Marketing Mangement, Sales and Distribution Management and Research for Marketing Decisions in the Post Graduate Programme at IIMB. Prof. Mulky has conducted training programmes for some of the top organisations in the fields of banking, petroleum, automobiles and consumer electronics. He has also consulted with some of these organisations on projects aimed at improving marketing performance, managing marketing knowledge and assessing marketing competence.
Telephone: (080) 26993271
E Mail: avinashgm@iimb.ernet.in
Programme Details
Programme Dates
16 – 18 July, 2008
Non Residential fees
36,000/-
Residential fees
36,000/-
Registration
Duly completed nominations in the enclosed form along with a crossed demand draft drawn in favour of the "Indian Institute of Management Bangalore", may please be sent to:
The Chief Programme Officer
Indian Institute of Management Bangalore
Bannerghatta Road, Bangalore 560 076
Phone : 080 – 26993742/3264/3475
Fax : 080 - 26584004/26584050
E-mail : edp@iimb.ernet.in
Website : http://www.iimb.ernet.in
For more details, visit http://www.iimb.ernet.in
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