Effective Sales Management Program
Monday, August 11, 2008, Santiago, Chile
This program is designed for managers who are involved in identifying, developing, and growing strategic accounts within their companies. Participants will develop a structured plan to deliver “win-win” business solutions against these high potential accounts and return with actionable tools to their organizations. It will provide a methodology to build profitable and sustainable relationships with major customers, in order to increase loyalty and satisfaction levels.
Key Benefits
- Create, maintain and manage strategic account portfolios.
- Develop and implement strategic account plans.
- Improve the firm’s relationship and profitability with customers.
- Build service and fulfillment programs for strategic accounts.
- Identify strategic gaps in organization, process, programs, people, and performance metrics.
- Build a corporate culture focused on strategic account management (SAM).
This program is designed for:
- Managers responsible for the areas of sales, marketing, key accounts, and customer service.
- Managers from other functional areas that interface with key customers.
Program Faculty:
Professor John Monoky is a Faculty Affiliate with the William Davidson Institute and Adjunct Professor of Marketing at the University of Michigan's Ross School of Business. Dr. Monoky has been published in many publications, including: Journal of Marketing Research, Journal of the Academy of Marketing Science, Sales and Marketing Management, Modern Distribution Management, and Industrial Distribution. His academic background and hands-on industry experience creates a very unique combination in his workshops and speaking engagements. This practical approach allows those who participate in his programs to go home and use the materials immediately. Some of Dr. Monoky’s clients include: Eastman-Kodak, General Electric, Honeywell, Johnson Controls, Mead Paper, Owens-Corning Fiberglas, Rockwell International, Texas Instruments, 3M, Travelers Insurance, and Weyerhaeuser Company.
This program will be conducted in Spanish.
For more information, please contact Sharolyn Arnett at sarnett@umich.edu.
