DATE: 7th-8th February, 2014

OBJECTIVE(S):

This Programme is designed for executives to discuss and analyze the aspects of accelerating the sales force performance.

DELIVERABLE(S):

After the Programme the participants would be able to Explore the key issues in developing a rationale to market strategy & to Develop a framework for a sales force diagnosis
Understand the nuances of structuring the sales force in an organization, territorial design and quota allocations
Explore key personnel issues like recruitment, selection and training of sales forces.
Develop better understanding on the motivational tools like compensation, and Performance management
Understand how technology enhances sales force performance
Build & Measure the sales force culture

CONTENT:

Planning the approach to Market
Structuring for sales force
Personnel issues in sales force
Motivating and leading the sales force
Technology and sales force
Building a potent sales force culture
Handling Attrition
Managing hopes and aspiration of sales people
Managing work life balance

WHO CAN ATTEND:

The Programme is targeted for Area Sales Manager/ State leaders, Regional Managers

PROGRAMME DIRECTOR:

Prof. D.D.Swain. (click here for complete profile)

FEE:

Non residential: Rs. 10,000 + Service Tax
Residential:      Rs. 15,000 + Service Tax