Program in Sales Management - PSM

The Sales Management Programme is designed to round off the training of the executives taking part by giving them a focussed, broad-based and in-depth view of sales management and the leadership of the sales manager. 
 
The programme aims to provide participants with an interwoven and comprehensive understanding of the processes involved in modern sales management and of the main techniques, tools and methods applied by today’s foremost companies and firms to ensure success in the market and at points of sale.
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• How can we make our company better and more market- and customer-oriented.
   
• What are the secrets to developing, leading and implementing the sales strategies best able to ensuring success in the market?
   
• How can we inspire, transform and lead organisations and sales teams in times of change?
   
• What are the guidelines for establishing the right programmes for selecting, training, incentivising, controlling and developing our sales force?
   
• What methods and tools does our sales department have for implementing our strategies efficiently and effectively?
   
• Where is my sales organisation at right now, and what lines of action should it focus on?
   

This programme is in response to the needs of entrepreneurs, managers and executives – with plenty of experience in any type of company or industry dealing in FMCG, manufacturing or services – seeking to improve their understanding of sales management and develop their skills as sales team leaders.
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Target participants: executives with more than 8 years’ experience in posts of responsibility in management, sales or marketing, and also managers in any operating area who wish to learn about their customers’ needs and improve the response of their company.

 

Teaching at ESADE is based on a variety of tools designed to help executives adopt an active learning approach and a working method that facilitates their decision making. The programme combines a broad spectrum of methods to maximise the effectiveness of the programme as regards both the knowledge conveyed and executives’ ability to make progress in their companies.
 
CLASSROOM TEACHING
Classroom teaching entails dynamic classes in which participants can put forward and discuss the concepts outlined by the teaching staff. Participants are also invited to share their experiences in teamwork activities designed to foster this important aspect of becoming successful directors.

BLENDED LEARNING
Classroom activities are complemented in parallel by an on-line platform enabling SMP participants to enlarge upon the knowledge and concepts explained by professors with new activities, thereby providing a more comprehensive learning experience. With at least two classroom sessions, work will be consolidated via this platform.
 

CHANNEL MANAGEMENT and GO-TO-MARKET STRATEGY

• Link and necessary integration between the marketing strategy defined and a variant known as the Go-to-Market Strategy.
• Key aspects of distribution channel management and a close look at the different options available to companies.

SALES STRATEGY
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• Definition of sales strategy: strategic segmentation of customers and sales model. Analysis of the link between segmentation and the other elements of sales strategy.
• Design of value proposals for customers. Definition of sales proposal for different individual customers or segments of customers. 

 
SALES STRUCTURE
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• Design of the best sales structure for implementing the sales strategy.
• Determining the ideal size of the sales network and balance of sales regions.

KEY ACCOUNT MANAGEMENT AND SALES PLANNING

• Design sales plan and respective sales policies.
• Key Account Management (KAM): principles, organisation and development of key account policies.
• Trade Marketing and Category Management.
• Customer collaboration strategies.
   

SALES TEAM MANAGEMENT

• Policies for attracting customers, training and courses.
• Determining remuneration policies and targets.
• Sales information systems.
• Leadership and management of change in teams.  

Dates	Fee	Location
From 7 May 7 to 2 July,  2012 Mondays, from 3.30 pm to 8.30 pm, except for the first and last days, which will last for 8 hours, from 9 am to a 2 pm and from 3.30 pm 6.30 pm	4.880€	Zaragoza
The program will take place in Zaragoza exept for the session on July 2nd, which will take place in the ESADE Campus in Barcelona.