Location: Plymouth Meeting, Pennsylvania
Dates:
- September 30 - October 1, 2009
Location: Kirkland, Quebec
Dates:
- October 6 - October 7, 2009
As the sales environment becomes more complex, initiatives to maximize sales force productivity and gain customer relationships are driving success more than ever before. The Senior Sales Management program is designed specifically to equip pharmaceutical managers with the skills they need to manage their sales force effectively.
Over this two-day course, managers gain an in-depth analysis of the various strategic options open to senior management and are able to test them in a risk-free simulated environment. The session includes several interactive exercises, simulation-work, and case studies that provide the theoretical background and practical application.
Key Benefits of Attending
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Learn the principles of sales force management
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Master techniques of sales force sizing
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Structure sales forces, and learn about using mirrored teams
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Become familiar with segmentation approaches
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Review salary and benefits issues
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Understand the key success factors for implementing sales management systems
Program Overview
Each conceptual session corresponds to a step in the planning process. The sessions are interspersed with interactive exercises, simulation-work, and case studies that provide the theoretical background and practical application.
- Salesforce Management Principles
- Salesforce Sizing
- Salesforce Structure
- Segmentation
- Salary and Benefits
- Systems and Tactics
Day One:
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Salesforce Management Principles
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Segmentation
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Simulation exercises
Day Two:
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Salesforce Sizing
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Salesforce Structure
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Senior Management Simulation:
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Strategic Decisions
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Salary & Benefits
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HR Policies
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Who Should Attend?
This program is intended for sales force managers, sales and business unit directors, regional directors, sales force effectiveness managers and marketing
managers.
Simulation-Based Seminar
Participants analyze a virtual country and decide the optimal size and structure of the sales force. Then collectively explore key concepts of sales management and practice them in a simulation that reproduces market reaction to different strategic choices.
Course fees: $2,000
