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EXECUTIVE

EDUCATION
PROGRAM
Sales Force
Management
July 22 – 26, 2019

Di pasar dengan tingkat persaingan tinggi dan


pertumbuhan yang tidak menentu, tim penjualan PROGRAM FACULTY
akan menghadapi tantangan untuk mencapai
target penjualan. Perusahaan yang unggul berha-
sil membangun tim penjualan yang fleksibel SPECIAL SESSION
WITH
dengan berbagai pendekatan sales structure, HERMAWAN
territory management, sales development, sales KARTAJAYA
JACKY MUSSRY IWAN SETIAWAN
compensation dan sales performance manage- Deputy CEO,
Deputy Chairman, MarkPlus,
ment yang mendukung. Workshop ini akan Inc. dengan pengalaman MarkPlus, Inc. dengan
pengalaman konsultansi 15
membahas berbagai pendekatan tersebut melalui konsultansi 23 tahun.
tahun.
metode Case Method and Participant-Centered Doktor (Manajemen
MBA, Kellogg School of
Learning ala Business School. Stratejik), Universitas
Indonesia. Management.

DESIGN FOR
• Area and regional sales manager Founder & Chairman,
• Sales director MarkPlus, Inc.
• Sales human resources support YOSANOVA ARDHI
dengan pengalaman
SAVITRY RIDWANSYAH konsultansi 28 tahun.
• Marketing manager Senior Vice President, Senior Content Manager,
• Individuals who plan and implement sales MarkPlus Institute. MarkPlus, Inc. Co-author 8 buku
force management who have 5 years of MBA, M.Si., Applied Psychology,
bersama bapak
pemasaran modern
working experience Singapore Management
University.
Universitas Indonesia
dunia, Prof. Philip Kotler

SCHEDULE & AGENDA


DAY-1 DAY-2 DAY-3 DAY-4 DAY-5
MONDAY, 22 JUL 2019 TUESDAY, 23 JUL 2019 WEDNESDAY, 24 JUL 2019 THURSDAY, 25 JUL 2019 FRIDAY, 26 JUL 2019

08.00 – 09.00 REGISTRATION 08.00 – 09.00.00

EXECUTIVE SUMMARY:
SALES FORCE STRUCTURE PROFILING & INCENTIVES &
09.00 – 10.30 BUSINESS DRIVERS
& ROLES RECRUITMENT COMPENSATION
LANDSCAPE
PERFORMANCE
MANAGEMENT 09.00 – 11.30.30
10.30 – 11.00 MORNING BREAK

SALES TERRITORY SIZE LEARNING &


11.00 – 12.30 SALES FORCE EXCELLENCE
& DESIGN DEVELOPMENT
MOTIVATION PROGRAM

FRIDAY PRAYER
& LUNCH BREAK 11.30 – 13.30
12.30 LUNCH BREAK .30
12.3 – 13.30
GUEST SPEAKERS
13.30
13.3 – 14.30
13.30 – 14.30
SAMSUNG: NESTLE: DANONE: AUTO 2000: FUJIFILM:
.
SETTING GOALS SIZE, STRUCTURE AND ROLES RECRUIT BEST TALENT COMPENSATION PLAN PERFORMANCE MANAGEMENT

CASE STUDIES BREAKOUT

14.30 – 15.15 SEWELLS GROUP BUILDING 14.30 – 15.15


SALES PROCESS EXCELLENCE AT DRISHTI EYE CENTRE: ECO TASAR SILK: JANALAKSHMI FINANCIAL .
STEPSMART FITNESS
AUTOMOTIVE MANAGING A SALES FORCE SALES FORCE CALLING IT QUITS SERVICES' HR DILEMMA
DEALERSHIPS IN INDIA

15.15 – 15.45 AFTERNOON BREAK 15.15 – 15.45

15.45 – 16.15 CASE DISCUSSION 15.45 – 16.15

NEW PERSPECTIVES

16.15 – 17.00 DRIVING SALES SUCCESS GREAT SALESPEOPLE ARE 16.15 – 17.00
FIND THE RIGHT METRICS THE NEW SCIENCE OF
THIS QUARTER, THIS BORN, BUT GREAT SALES PUTTING ALL TOGETHER .00
FOR YOUR SALES TEAM SALES FORCE PRODUCTIVITY
YEAR, AND BEYOND FORCES ARE MADE

*Guest Speakers and Case Studies are subject to further confirmation.

Participant 12,000,000/person
INFO: +62 812 1233 6502 (Anggun)
+62 812 9404 9460 (Ranny) Fee 30,000,000/3 person