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Leading the High-Performance Sales Force

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Organisatorische Informationen Kursbeschreibung
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generalinformation open Allgemeine Angaben

Lehrveranstaltungsnummer:
27130
Kursbezeichnung (Deutsch):
Leading the High-Performance Sales Force
Kursbezeichnung (Englisch):
Leading the High-Performance Sales Force
Veranstaltungsart:
MSc Kurs
Semester:
HS 2018
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 Termine

Termin Anzahl Termine Beginn
Di, 11:30 - 15:15, IP-C-101 Hörsaal / Lecture Hall
Mo (12.11.2018), 11:30 bis 15:15, C-107 Hörsaal / Lecture Hall
Fr (16.11.2018), 15:30 bis 17:00, IP-C-101 Hörsaal / Lecture Hall
Mo (19.11.2018), 11:30 bis 15:15, E-102 Hörsaal / Lecture Hall
Di (27.11.2018), 11:30 bis 15:15, IP-C-001 Family Business Auditorium Hörsaal / Lecture Hall
Mo (03.12.2018), 11:30 bis 15:15, C-107 Hörsaal / Lecture Hall
Di (11.12.2018), 11:30 bis 13:00, K-201 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-202 ohne Fenster / No Window / Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-203 Wand / Wall / Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-203/05 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-204 ohne Fenster / No Window / Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-205 Wand / Wall / Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-207 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-210 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-211 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-212 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-213 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-301 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-303 Wand / Wall / Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-303/05 Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Di (11.12.2018), 11:30 bis 13:00, K-305 Wand / Wall / Seminarraum / Study Room
legend entry Aus dieser Serie wurden Termine entfernt.
Geplante Lernergebnisse und Kompetenzen (Deutsch):
RELEVANCE OF THE COURSE

For B2B firms, the sales force remains the key go-to-market channel. The sales force is the No. 1 growth driver and a key cost driver. In the economy, the overall amount spent on sales forces is three times the combined spending on advertising. In most multinational companies, the majority of international subsidiaries and employees are in sales. Thus, learning to lead a firm requires learning to lead the sales force. The significance of the sales force is illustrated by a statement ascribed to Andrew Carnegie (1835-1919), the famous entrepreneur of the 19th century: “You can take away my money and take away my factories, but leave me my sales staff – and I’ll be back where I was in two years”.

LEARNING OBJECTIVES

The course enhances five categories of competences:

  • factual knowledge (e. g., sales jargon and terminology, performance indicators),
  • conceptual knowledge (e. g. , classifying elements of compensation plans, sales force sizing methods, dimensions of leadership, organizational structures, motivation theories),
  • sales force leadership-specific procedural knowledge (e. g., communication pay plans, introducing territory realignment, introducing selling methodologies/CRM, providing performance feedback, conducting pipeline reviews, developing sales forecasts),
  • business relevant procedural knowledge (preparing for business meetings, making the best out of limited preparation time, making precise contributions to discussions, constructively building on a colleague's comments) and
  • metacognitive knowledge (e. g. evaluating one's own leadership behavior, creating a skill profile for sales leader).

CAREER BENEFIT

The course conduces to a wide range of career tracks:

  • In corporate careers, successfully managing a sales organization is the ultimate career test before a candidate makes it to the general management top.
  • For entrepreneurial ventures, building a sales force is one of the most challenging tasks on the path to growth.
  • Forparticipants in a finance & accounting career track, the course enlightens the black box of sales performance and removes the mystery surrounding it.
  • Consulting careers benefit from the course content on reaching the hearts of people at the bottom of the hierarchy, leading change and implementing excellence programs.
Geplante Lernergebnisse und Kompetenzen (Englisch):
RELEVANCE OF THE COURSE

For B2B firms, the sales force remains the key go-to-market channel. The sales force is the No. 1 growth driver and a key cost driver. In the economy, the overall amount spent on sales forces is three times the combined spending on advertising. In most multinational companies, the majority of international subsidiaries and employees are in sales. Thus,learning to lead a firm requires learning to lead the sales force. The significance of the sales force is illustrated by a statement ascribed to Andrew Carnegie (1835-1919), the famous entrepreneur of the 19th century: “You can take away my money and take away my factories, but leave me my sales staff – and I’ll be back where I was in two years”.

LEARNING OBJECTIVES

The course enhances five categories of competences:

  • factual knowledge (e. g., sales jargon and terminology, performance indicators),
  • conceptual knowledge (e. g. , classifying elements of compensation plans, sales force sizing methods, dimensions of leadership, organizational structures, motivation theories),
  • sales force leadership-specific procedural knowledge (e. g., communication pay plans, introducing territory realignment, introducing selling methodologies/CRM, providing performance feedback, conducting pipeline reviews, developing sales forecasts),
  • business relevant procedural knowledge (preparing for business meetings, making the best out of limited preparation time, making precise contributions to discussions, constructively building on a colleague's comments) and
  • metacognitive knowledge (e. g. evaluating one's own leadership behavior, creating a skill profile for sales leader).

CAREER BENEFIT

The course conduces to a wide range of career tracks:

  • In corporate careers, successfully managing a sales organization is the ultimate career test before a candidate makes it to the general management top.
  • For entrepreneurial ventures, building a sales force is one of the most challenging tasks on the path to growth.
  • Forparticipants in a finance & accounting career track, the course enlightens the black box of sales performance and removes the mystery surrounding it.
  • Consulting careers benefit from the course content on reaching the hearts of people at the bottom of the hierarchy, leading change and implementing excellence programs.
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