This program is designed for experienced marketing managers, sales managers, and other managers associated with developing and evaluating sales operations. The principles presented are proven to improve sales and performance in corporations of all sizes; industrial, or consumer industries; profit or non-profit companies; product or service providers by addressing three critical topics:
1) The changing business environment and the key role that sales and service play in creating a market-driven organization;
2) The ability of sales management to ensure the performance of individual sellers without micromanaging them;
3) A discussion of the processes and tools to equip you to engage with larger customers and your own support organization on a more strategic level, in order to build towards a more mutually profitable and sustainable relationship.
Program Faculty:
Professor John Monoky is a Faculty Affiliate with the William Davidson Institute and Adjunct Professor of Marketing at the University of Michigan's Ross School of Business. Dr. Monoky has been published in many publications, including: Journal of Marketing Research, Journal of the Academy of Marketing Science, Sales and Marketing Management, Modern Distribution Management, and Industrial Distribution. His academic background and hands-on industry experience creates a very unique combination in his workshops and speaking engagements. This practical approach allows those who participate in his programs to go home and use the materials immediately. Some of Dr. Monoky’s clients include: Eastman-Kodak, General Electric, Honeywell, Johnson Controls, Mead Paper, Owens-Corning Fiberglas, Rockwell International, Texas Instruments, 3M, Travelers Insurance, and Weyerhaeuser Company.
This program will be conducted in Spanish.