| Managing your Sales Force |
| 2 days, Open Enrollment and In-house Offering | 1.2 CEUs |
| REGISTER ONLINE | PRINT BROCHURE | ON-SITE DELIVERY | ALUMNI DISCOUNT | EMPLOYEE DISCOUNT | |
 In the past, sales managers had to rely on large doses of tradition, intuition, and personal experience in deciding how to motivate and direct the performance of their sales forces. Today, there is a large body of research that has focused on why salespeople behave as they do and on identifying factors critical to their performance. This program explores a framework that views the spectrum of sales managers` activities on three interrelated processes, each of which influences the determinants of salesperson performance: a) the formulation of a strategic sales program, b) the implementation of the sales program, and c) the evaluation and control of sales force performance. |
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PROGRAM DESCRIPTION Topics covered in the program, include: v the inter-relationship between marketing and selling |
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AUDIENCE Managers in charge of a sales force will find this program practical. These include: national sales managers, regional sales managers, district sales managers, and field sales representatives who are about to get a promotion into management. Managers who want a greater understanding of the sales management job will also find this program useful.
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PROGRAM DATES / LOCATIONS October 4-5, 2010 l 9:00 a.m.-4:00 p.m. l NSU Main Campus, Fort Lauderdale-Davie
October 4-5, 2010 l 9:00 a.m.-4:00 p.m. l NSU Tampa Educational Center December 6-7, 2010 l 9:00 a.m.-4:00 p.m. l NSU Miami-Kendall Educational Center December 6-7, 2010 l 9:00 a.m.-4:00 p.m. l NSU Orlando Educational Center |
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INSTRUCTOR/S Russell Abratt, Ph.D.
Dr. James Barry is a 25 year veteran of the corporate world with experience in industrial, government and commercial marketing. During this time, he served in a variety of executive marketing roles with several Fortune 50 companies and start-up ventures. As an NSU marketing professor, Jim’s teaching experience covers a wide range of marketing communications, salesmanship and international marketing courses. In addition, his research in business-to-business (B2B) relationship marketing has been presented at several American Marketing Association (AMA) and Academy of Marketing Science (AMS) Educator Conferences. While at GE, Rockwell, BFGoodrich and AT&T, Jim spearheaded a number of business planning efforts and acquisition studies aimed at transforming corporate market focus. He received his B.S. in Electrical Engineering from the University of Notre Dame, an M.B.A. from |
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COMMENTS FROM PAST PARTICIPANTS "Enjoyed class; very informative."
Dave Lepird, Regional Sales Manager, MAPEI Corporation "[The program] was very good because it has practical use in the real world. Enjoyed the class very much." Diane Martinez, Sales Manager, Comcast |
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PROGRAM FEE Fee of $725 includes tuition, instructional materials, and coffee breaks.
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ON-SITE OFFERING/S 
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REGISTRATION
We encourage you to register early to reserve your place in the class.
Register online. Click here or visit our homepage. | Website: http://nova.edu/execed (programs listed by category) Register by phone. Call us | Toll Free: 800.672.7223, ext. 25137 or | Tel: 954.262.5137 Click here to download registration form.  .Register by e-mail. Download registration form and send via e-mail attachment. | E-mail: execed@nova.edu Register by fax. Download registration form and send via fax. | Fax: 954.262.3188 Register by mail. Download registration form and send via mail. | Hudson Institute of Entrepreneurship and Executive Education
H. Wayne Huizenga School of Business and Entrepreneurship Nova Southeastern University 3301 College Avenue, Carl DeSantis Building, Suite 2088 Fort Lauderdale-Davie, FL 33314 Class size is limited; enrollment is on a space-available basis. We accept the following forms of payment: check (payable to "Nova Southeastern University") and credit card (Visa, MasterCard, or American Express). Payment arrangements must be made for your registration to be considered complete. |
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SUBSTITUTION, CANCELLATION, AND TRANSFER POLICIES
Program fees are due in full upon application to the program. If you are unable to attend this program, we will accept an appropriate substitute participant to take your place up to the day of the program. There is a $75 administration fee for substitutions made less than two weeks prior to the start of the program. NSU will grant an 80 percent refund for cancellations made two or more weeks prior to the start of the program. For cancellations made within two weeks prior to the start of the program, a 50 percent refund will be granted. There is no refund if you withdraw after the start of the program. We will allow one transfer of this registration to a future offering of the same program. We will charge an administration fee for any future postponements. Fees and dates are subject to change without notice. |
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CONTACT INFORMATION For additional program information, please contact us at: Hudson Institute of Entrepreneurship and Executive Education http://nova.edu/execed (programs listed by category) |
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PROGRAM STAFF Dr. Vincent S. Daniels l Executive Director l vdaniels@nova.edu |
