Accelerating Sales Performance 
Last date for registration: 12 Jan, 2018
End Date : 24 Jan, 2018
Early Bird Discount Date : 01 Jan, 2018
Residential Early Bird Fee(excluding GST) : Rs. 68,400
Non-Residential Fee(excluding GST) : Rs. 70,000
Non-residential Early Bird Fee(excluding GST) : Rs. 63,000
The quality of field selling is an important factor in achieving revenue & profit targets and growth, and the sales force is a critical resource for most companies. While the context of particular industries often determines the activities the sales force has to carry out in the field, a noticeable trend across consumer, industrial and pressures on the field sales force are increasing day by day. In this context, companies are seeking to implement contemporary sales force management practices for upgrading the quality of their sales activities. This programme provides the latest thinking in the area of selling and sales management.
• Provide mental models and frameworks for analyzing markets, customer segments and customers
• Assist in developing plans for building and effectively utilizing sales resources
• Present approaches to improving sales performance
• Frameworks for analysing the sales environment
• Drivers of sales productivity
• Strategic decisions in sales force management
• Structure
• Territory design
• Leadership
• Motivation
• Winning culture
This programme will use a mix of case studies and lectures to introduce marketing concepts and frameworks. Participants are encouraged to evaluate their own industry and seek to adapt some of the concepts and frameworks for use in their particular environment.
Senior and middle level managers in the sales function, marketing managers, business unit managers and divisional managers responsible for revenue generation.
Professor Avinash Mulky holds a Ph.D. from IIT Bombay, a Post Graduate Diploma from IIM Ahmedabad and a Bachelor’s Degree in electronics engineering from K.R.E.C Suratkal. Professor Mulky has rich experience of over twenty years in the industry. He has held high level managerial positions including Senior Vice President- Marketing, Divisional Marketing Head, etc., for leading Indian and multinational companies. Professor Mulky’s areas of interest include enhancement of sales Performance, Distribution channel management, and marketing research. He has published in international and national journals and has written a large number of cases based on field research.
Programme Fee and Payment
INR 76,000/- Residential and INR 70,000/- Non -Residential (+ Applicable GST) per person for participants from India and its equivalent in US Dollars for participants from other countries.
Early Bird Discount
Nominations received with payments on or before 01-Jan-18 will be entitled to an early bird Discount of 10%.
- Early Bird Fee (Residential) INR 68,400/-(+ Applicable GST)
- Early Bird Fee (Non-Residential) INR 63,000/-(+ Applicable GST)
Please Note
All enrolments are subject to review and approval by the programme director. Joining Instructions will be sent to the selected candidates 10 days prior the start of the programme. Kindly do not make your travel plans unless you receive the letter from IIMB.
A certificate of participation will be awarded to the participants by IIMB.
- The programme fee should be received by the Executive Education Office before the programme commencement date.
- In case of cancellations, the fee will be refunded only if a request is received at least 15 days prior to the start of the programme.
- If a nomination is not accepted, the fee will be refunded to the person/ organisation concerned.