Sales Management is a discipline developed in the Anglo-Saxon countries that first identified the need to change the approach to this function due to the profound changes in the market context, changes that were accelerated by the pandemic, but which had already been underway for years.<\/p>\n
B2B customers<\/strong> today are often modernly organised, managerial structures which require professional and consultative figures on the other side. Products and services have become commodities in almost all markets; what makes the difference today is customer service<\/strong>, expertise, the ability to identify their needs and propose solutions to their problems.<\/p>\n Understanding the current dynamics of the sales function, the possible forms of organisation, the most effective ways of team management, and the logic of key-customer management have become key points in contemporary companies that wish to remain in the market in an ever-changing environment.<\/p>\n The Open Program in Sales Management is developed on these pillars: how the sales function<\/strong> is framed in the current scenario and in modern organisations; what are the main organisational structures<\/strong> and levers for sales force management<\/strong>; the fundamentals of key-customer management<\/strong>; Customer Relationship Management<\/strong> as a strategic tool for creating lasting and profitable relationships.<\/p>\n The course is structured in 6 teaching sessions<\/strong> in a hybrid mode, concentrated over the weekend. Each session combines didactics, case discussions and dialogues with leaders in sales management.<\/p>\n The programme is aimed at professionals and middle managers who want to develop and complete their skills in the Sales Management area, Sales Accounts who want to grow in the role, and Managers and Entrepreneurs who want to understand the basics of the sales function.<\/p>\n