Programme Focus
Changes in the environment today are rapid and their implications for Sales Managers substantial. Continued liberalization, increasing competition, discerning consumers and technological changes have brought the focus back from Product Management to the Sales Function. The internet has opened new opportunities, as also threats.
The prominence of the Sales Management function is all too evident but skill requirements are increasing from energy, enthusiasm and presentation skills to include managerial capabilities and strategic thinking.
The abilities of teamwork, understanding consumer needs, product profitability analysis, leveraging knowledge, and relationship management are necessary for the present generation Sales Managers. This shift in 'grooming' is essential to deliver results in a highly competitive environment.
Content
The Programme on Sales Management is designed to enhance considerably the Sales Managers’ overall effectiveness on the job by:
- Strengthening his conceptual skills and providing deeper insights into the sales and marketing functions.
- Developing his analytical and planning skills.
- Some of the major topics to be covered during the 5 day programme include :
- Interface between Sales and Marketing Strategy
- Understanding consumer needs and the buying process for creating sustainable 'value’
- Product Profitability Analysis
- ICT Enabled Sales
- Managing Channels
- Importance of Non-Price Factors
- Management of Receivables
- Human Relation skills for Team Work and Motivation
- Formulating Sales Strategies & Sales Audit
Methodology
The programme will rely on experience sharing, case studies, lectures-cum-discussions and group exercises.
Eligibility
The Programme is designed for :
- Middle managers with large companies directly engaged in the management of sales function or about to assume such responsibilities at the corporate, regional or branch level.
- Senior managers in medium sized and small companies who have the responsibility for selling
- Promoters of Start-ups / Family Managed businesses.
Organisational sponsorship is essential.
Venue
The Programme will be conducted at the Bella Vista campus of ASCI, Hyderabad. It is a residential Programme and participants are required to stay on the College premises. Accommodation will be in single air-conditioned rooms in the Bella Vista or the College Park campus of the College.
Duration
The programme will commence at 0900 hrs on Monday, January 5, 2009 and conclude by 1800 hrs on Friday, January 9, 2009. Participants are expected to make their travel plans accordingly.
Fee
The Programme fee of Rs. 29,000/- (US $ 950 if foreign) and Service Tax of 12.36% per participant, will cover tuition, board and lodging, course ware and use of other campus facilities, including local transport between Airport / Railway Station and Campus.
A concession of 10% in the fee is given for the second nominee and onwards. A further concession of 10% is given to women participants.
Since the college enjoys exemption from income tax, please do not deduct tax.
Last Date For Nomination
The nomination form duly filled in, along with a crossed Demand Draft towards programme fee drawn in favour of Administrative Staff College of India payable at Hyderabad must reach the Programmes Officer before December 22, 2008. Announcement of final selection will be made individually to each participant. Provisional registration can also be done through e-mail or on our website, URL: http://www.asci.org.in
Last Date For Withdrawal
The last date for withdrawal of nomination is December 29, 2008. Any withdrawal thereafter will entail forfeiture of fee paid.
ASCI Alumni Association
Participants of College Programmes will automatically become members of ASCI Alumni Association.
Certificate of Participation
The College issues a Certificate of Participation on conclusion of the programme. |
