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Leading the Effective Sales Force

By: INSEAD Executive Education

United States of America (USA)

28 Jan - 01 Feb, 2013  5 days

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For any organisation, the sales force is a major growth engine and a critical source of market feedback. It is also a substantial investment and one that can rapidly grow out of control. Stimulating the sales force while simultaneously controlling costs is a necessary but elusive balance. Leading the Effective Sales Force is a joint INSEAD–Wharton marketing programme. This five–day programme is designed to help you optimise the performance of your sales force and learn how to cut costs while raising sales. Discover how, by analysing your sales calls, realigning territories, shifting product or market emphases, reallocating salesperson time or adjusting sales force size, you can generate maximum growth from your sales force. At the same time, discover how to motivate sales people and third-party distribution channels through compensation systems and organisational structures.

Philadelphia Jan 28 - 01 Feb, 2013
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