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Sales Management
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Page Content
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| Length |
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4 days |
| Language |
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Español |
| Dates |
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| 10/10/2012 |
October: 16 and 17, 23 and 24 |
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| Contact |
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Natalia Mori | nmori@iae.edu.ar | +54 (230) 448-1162 |
| Faculty |
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Alegre, Pablo José [Director]
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| Price |
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| Objetives | This program will guide participants through the latest trends associated with sales force structure, size, recruiting, compensation and motivation. This scheme, combined with a sales scoreboard, will enable practitioners to formulate plans to enhance sales representatives’ effectiveness. |
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| Contents | - Sales management
- Region assignment
- Supervising systems
- Sales force profiling
- Motivation
- Compensation
- Measurement
- Sales organization
- Leadership
- Sales forces and market life cycle
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