This comprehensive program assists salespeople in making a smooth transition to sales management. Successful hiring, training, motivation, performance evaluation, and management techniques are presented in a real-world manner.

Program Dates and Fees

May 14-17, 2012	$6,635.00
September 10-13, 2012	$6,635.00

This program is designed for people who have recently been appointed to the role of sales manager or are looking for a refresher of the fundamentals of sales management. Focus is placed on the transition from sales to sales management and the skills associated with hiring, training, motivating, organizing, compensating, and evaluating a successful sales force. The course is applicable for those managing field sales people selling products or services. More seasoned sales and marketing managers should consider the Executive Program Strategic Sales Management program. Companies are encouraged to send teams to learn common language and frameworks and to help drive the implementation of new knowledge throughout the organization.

Robert Calvin is a former Adjunct Professor of Entrepreneurship and Marketing at the University of Chicago Booth School of Business where he taught courses in new enterprise/small business management and sales force management. He also teaches courses in sales management at Xiamen University School of Management, the Chinese European International Business School and the International Institute of Finance at the Bank of China in The People’s Republic of China. He is the president of Management Dimensions, Inc., an international consulting firm specializing in sales and sales management training, plus assisting small businesses, start-ups and turnarounds. Clients range from the Fortune 500 to the Inc. 100.

Classes are held at the Gleacher Center of the University of Chicago Booth School of Business, 450 North Cityfront Plaza Drive, situated along the Chicago River (one block east of Michigan Avenue), in the heart of the downtown district known as "The Magnificent Mile." The Center is within walking distance from some of Chicago's most exciting retail and entertainment areas.

The course will begin at 8:00am on Day 1 and end at 4:00pm on Day 4.