Seminar presents sales as a higher level of service

Business Review and the Maastricht School of Management organized last week the Global Best Practices in Sales Management seminar led by Sandy Vaci, adjunct senior professor at Central European University’s Business School (MBA Studies), lecturing in transnational sales force management.

Simona Bazavan

The economic recession is turning out to be a harsh wake up call for many companies. Customers have reduced their budgets and become more demanding while companies are facing cost cuts and the need for more flexible strategies. There turns out to be no place on global markets for inefficiency. In this context, a company’s sales capacity becomes crucial. Now more than ever, companies must understand sales as a higher level of service, because excellent service is the best sales driver, according to Vaci.

In the past 30 years he has amassed extensive international experience across 50 countries on four continents, working for companies like Procter & Gamble, Citibank, Raiffeisen International, Neilson/Cadbury and the Royal Bank of Scotland. He is currently also chairman of the supervisory board of the Credit Bank of Moscow and partner, Board Effectiveness Practice, at Leaders’ Den, a UK-based global consultancy.

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The one-day seminar, which gathered 65 company representatives, was intended as a training session on how to manage sales and sales people rather than on how to sell. It focused on international sales management practices and ways to improve sales efficiency by offering examples, templates and case studies from the presenter’s personal experience.

The event will be followed by another one-day seminar held by Vaci this September. The Latest in Channel Innovation – A Practical Guide seminar will review international practices that focus on “owning relationships” instead of “owning assets”, to drive revenues with flexible, low-cost set ups. It will give practical guidance for their integration into existing set ups and detail execution issues and their solutions. For more information, please visit www.business-review.ro/events.