The Boston Business School Advantage

Executive Education 
Programs for Individuals

Pragmatic, relevant management seminars about specific management topics or multi-part executive education programs. For executives, managers, practioners and high potentials.

Open Programs

International Marketing & Sales Program

This 2-part program gives you the latest practical knowledge about the factors for successful modern marketing and sales management. 4 + 3 days.

EP2518

Language

English

Part 1

23.04.2018 - 26.04.2018

Berlin, Germany

Part 2

16.05.2018 - 18.05.2018

Zurich, Switzerland

Euro 5'900.-/CHF 6'500.-/US$ 7'200.-

EP2528

Language

English

Part 1

11.09.2018 - 14.09.2018

Zurich, Switzerland

Part 2

10.12.2018 - 12.12.2018

Berlin, Germany

Euro 5'900.-/CHF 6'500.-/US$ 7'200.-

EP2538

Language

English

Part 1

12.11.2018 - 15.11.2018

Berlin, Germany

Part 2

10.12.2018 - 12.12.2018

Berlin, Germany

Euro 5'900.-/CHF 6'500.-/US$ 7'200.-

Dates & Fees

Dates & Fees

Description

Description

In marketing and sales, there is often enormous potential for optimization. For instance, setting yourself apart from the competition by realizing new customer benefits. Or deepening existing customer relations and capitalizing on the potential of the customer better. And potential is especially high, if you are successful at marketing and selling attractive products and services in a way that is truly optimal. Marketing and sales are very wide-ranging. We will show you what good marketing is and especially what it can achieve. To ensure marketing objectives are achievable, you need the right marketing strategy and operative implementation, the right marketing mix and concept, and a robust sales approach. Organizing an effective sale and distribution network will ultimately decide if you are successful in the marketplace. This 2-part program will show you the factors for successful modern marketing and sales management.

Who should attend

Who should attend
  • Marketing, distribution and sales executives
  • Those responsible for product or brand management
  • Managers from technical or business areas who want to learn more about marketing and sales
  • Executives and company owners who are thinking about the future of marketing in their own organization and who want to further integrate current trends like digital and online marketing more into their marketing concepts. Or just the opposite, choose not to do this at present.

    Structure

    Structure

    Part 1: A seminar on the structures, methods and interrelationships of marketing management. 4 days

    Part 2: A seminar on the most important topics affecting modern sales management. 3 days

    Areas of Focus

    Areas of Focus

    Effective Marketing and Marketing Objectives

    • Customer needs as starting point of good marketing
    • The most important objectives of marketing and sales
    • Market, customer and competitor analyses – what do we really know about our market?

    Strategic Marketing and Market Positioning

    • The vital elements of any marketing strategy
    • Segmentation, corporate identity, market launch and cost effectiveness strategies
    • Marketing for innovation
    • Determining a marketing strategy that suits you

    Organizing an Effective Marketing Mix

    • Policies for products, performance and portfolios
    • Creating the right pricing and terms – the most important tools
    • Communication – tools that are already available
    • Distribution and sales – choosing the right sales channels
    • How to integrate online marketing and social media
    • Tools to help coordinate your marketing mix
    • Continuous monitoring of your marketing mix

    Modern Sales Management

    • The sales concept
    • Developing an effective sales process
    • Planning sales strengths and realizing them

    Customer Relations Management

    • Customer loyalty and pricing policy
    • Determining customer value
    • Marketing and sales with key accounts
    • Active key account management

    Sales Channel Management, Sales Profitability

    • Creating and managing effective sales channels
    • Managing the sales force, developing high performers
    • Sales planning, budgeting and controlling

    Registration

    Registration

    You can register by clicking on the link below. A registration form will open.

    Register here

    Additional Information

    Program description as PDF download

    Send us your inquiry by mail

    General information

    Phone: +41 (0)43 499 40 20

    Print Page

    Boston Business School | Kirchstrasse 3 | CH-8700 Küsnacht / Zürich | Switzerland | Phone: +41 (0)43 499 40 20 | info@bostonprograms.com

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