It gives me immense pleasure to inform you that we are holding a FIVE day MDP on DEVELOPING SALES FORCE EFFECTIVENESS” from 18th June -22nd June 2018. (brochure& registration form can be downloaded from the IIHMR website)
Markets are dynamic in nature characterized by intense global competition, pressure on margins, changing customer expectations, fragmented communication channels, and proliferating distribution channels. Sales management in such competitive markets has become a challenge and a key activity for organizations for developing a competitive advantage.
In this dynamic environment, the profile of the salesforce has undergone a sea change. The two main recent changes impacting the process are the adoption of technology and very less time available in Doctor’s chamber. This has resulted in shifting the focus of Pharmaceutical selling to nonessential selling functions as against qualitative and consultative selling. In fact, the art of sales should move from product sales to problem solution selling. Ensuring a high level of performance of the sales-force would require the development of new capabilities besides reassessing the capacities of the current workforce. Organizations are also facing challenges in attracting, developing, motivating and retaining performers, and building teams. In addition, job responsibilities, performance assessment, and incentive compensation need to be relooked.
This programme will discuss relevant analytical sales management frameworks and examine their applicability for practical solutions. Managers will be urged to examine novel ways of looking at their salesforce and execute strategies that match realities of the marketplace.
It is for the first time that the participants on the subject will be both from –Industry and academics and similarly the knowledge partners too - the resource persons will also be from Industry and Academics-so the learning’s will be varied and rich in context.
The program fee for FIVE days :
- For Indian Participants: Rs. 37,500 per participant plus taxes as applicable( group discount as discussed with on Linkedin, applicable)
• Foreign Participants: USD 700 per participant plus taxes as applicable
The fee covers tuition fee, training material, stay in the air-conditioning room (twin-sharing basis), breakfast, lunch, dinner, tea/coffee during the programme and pick-up and drop from Jaipur airport/railway station/bus stand.
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