Program

Beat the Recession, Beat the Competition – Global Best Practices in Sales Management
June 16, 2010– JW Marriott Hotel- Constanta room

This one-day seminar will focus on international sales management practices that everyone can use to defend against the effects of the current recession and prepare for the coming upturn.

Program:

8:30    Registration
9:00    Session 1 – Global Best Practices in Sales Management
        – Structuring Sales: Key Components
        – Understanding Sales: Diagnostics Tool kit
        – Critical Sales Drivers: the “3 C’s”
        – Elements of Integrated Sales Management
        – Objective Setting Approaches
        – Leading Indicators, Conversion Ratio Efficiencies, et. al.
12:15    Lunch

13:00    Session 2 – From Sales Management to Sales Engagement
        – Reward Systems, Compensation Design
        – Balanced Scorecards
        – Integrated Sales Maps, Case Studies
        – Sales Process Planning
        – Proactive Selling: “Never Do Cold Calls!”
        – Cross Selling Rules That Work
        – Reactive Sales: “The Other 80%”
16:00    Coffee Break

16:15    Session 3 – Customer Centricity
        – Effective Needs Based Selling Techniques
        – Best Practices In Customer Centricity
        – “Experience Based Economy” – What’s In It For Us
        – Heretical Ideas – “Direct from the USA!…”
        – Preview of “Channel Innovation” Seminar
        – Site Selection Templates – “Where To Set Up Shop?”

18:15    Q&A

18: 45 Closure

      + Consultation Day on June 17- Private company sessions for more than 5 participants registered

The Latest in Channel Innovation-  A Practical Guide
October 2010
This one-day seminar is a follow up to the previous “Global best Practices in Sales Management” event.  It 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.

The seminar will cover topics such as:

• Is it a channel or is it a business? Does it matter and why?
• What are the key issues of channel evolution and channel integration?
• What are the main rules for profitable channel development?
• How to own revenue generating relationships instead of expense consuming channel assets?
• What are the different types of brokerage and alliance set ups, how to evolve and plan them for maximum profit?
• How to control individual agents vs. brokers vs. alliances? ?
• What are the differences between franchise and sales agent set ups? What to use, when?
• How to motivate and integrate outside sales people without turning off your own staff?
• What are the key issues when setting up new channels across the border? How to plan it and execute it right?
• What are some of the latest electronic channels and how to exploit them? (Mobile phones, internet, social sites, aggregators, “liquid marketing”, “guerrilla tactics”, etc.)

+ Case Studies, templates, examples, personal anecdotes from around the world…

+ Consultation Day on June 30- Private company sessions for more than 5 participants registered