Executive Education at The University of Chicago Booth School of Business

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Executive Program in Strategic Sales Management
This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team!

Executive Program in Strategic Sales Management is especially designed to meet the needs of experienced sales managers and other executives responsible for directing the sales force, this program links sales structure design and implementation with the firm's marketing strategy to improve sales force productivity.

Program Dates and Fees

October 11-15, 2010 $7,650.00

February 14-18, 2011 $7,650.00

June 13-17, 2011 $7,650.00

Program Benefits:
Understand how your success is linked to fully integrating your sales structural design to the strategic direction of the firm.

Anticipate and respond to turbulent business environments. Understand why the sales force is the firm’s primary means to adjust to rapidly changing environments.

Apply strategic techniques to company-wide problems and derive implications for sales force design and account management policies.

Acquire analytical tools that will help you plan market segmentation and account management policies and procedures.

Understand how to identify and focus sales resources on high potential customers.

Receive a framework for recognizing the strengths and weaknesses of current forecasting techniques and obtain systematic procedures for improving them.

Acquire an awareness of the key variables to include in the goal setting process.

Identify the types of sales incentives and compensation systems that can be used to link the sales organization to the strategy of the firm.

Understand how measuring strategy-linked sales processes and outcomes will produce greater sales productivity.

Learn techniques for identifying, hiring, and retaining the best salespeople.

Who Should Attend
This course is designed for those responsible for planning, analysis, control, and direction of the sales organization. Representative titles include vice president or director of sales, vice president or director of sales and marketing, national sales manager, and seasoned regional sales managers. This course is equally applicable for those managing sales processes for products or services.

For those recently appointed to sales management positions or those who have less than five years’ of sales management experience, the Fundamentals of Effective Sales Management program is recommended.

Program Topics
Strategy and the Firm: Tools for Strategy

Market Segmentation and Account Management

Sales Forecasting:Qualitative and Quantitative Approaches

Linking Your Firm's Strategy to Sales Force Structure

Strategic Sales Force Size and Deployment

Managing and Measuring the Sales Organization

Optimization of Compensation Systems and Goal Setting

Recruitment and Selection

Professional Training
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Jonathan Frenzen
Professor Frenzen earned multiple degrees from the University of Chicago in a range of subjects from cultural anthropology to marketing before receiving his doctorate from Chicago in 1988. He and his consulting teams have worked with many dozens of Fortune 500 companies on a variety of subjects including marketing strategy, new product development, and sales force management. His research activities focus on business-to-business marketing, sales management, and product development.
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William J. Young
Mr. Young is a graduate of the University of Chicago's Executive MBA Program, 1978. He is currently teaching in the Executive Education programs and instructed in the Laboratory in New Product Development and Strategy. He has instructed in Executive Education since the program's inception in 1997.
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Classes are held at the Gleacher Center of the University of Chicago Booth School of Business, 450 North Cityfront Plaza Drive, situated along the Chicago River (one block east of Michigan Avenue), in the heart of the downtown district known as "The Magnificent Mile." The Center is within walking distance from some of Chicago's most exciting retail and entertainment areas.

The course will begin at 8:00am on Monday and end at 1:30pm on Friday.

Hotel Accommodations and Reservations

A limited block of rooms have been reserved for a discounted rate at the
InterContinental Chicago
505 N. Michigan Avenue
Chicago, IL 60611
Phone: 801.401.5226 or 800.235.4670 (toll-free)
Fax: 312.321.8725

More about hotel reservations

For More Information Contact:

THE UNIVERSITY OF CHICAGO BOOTH SCHOOL OF BUSINESS

450 N. Cityfront Plaza Drive Chicago, IL 60611-4316 http://www.chicagoexec.net
Contact Us Online

Angela Tong
Associate Director of Executive Education
Phone: (312) 423-8034
Fax: (312) 464-8731
E-Mail: angela.tong@ChicagoBooth.edu

Chicago Campus Registration

Oct 11-Oct 15 '10
Feb 18-Feb 14 '11
Jun 13-Jun 17 '11

"Thank you for an outstanding week. The program does an excellent job of synthesizing theory and practice to develop solutions that will deliver results in the real world. Well done!"

-Steve McMahan
Chief Sales Officer
Kforce, Inc.