Executive Education

February 1418, 2011

June 1317, 2011
Executive Program in
Strategic Sales Management
Optimize your efforts to:
FuIIy integrate your saIes force
!ncrease market reach and penetration
Target your saIes resources
Create go-to-market strategies
Executive Program in
Strategic Sales Management
Especially designed to meet the needs of experienced sales managers and
other executives responsible for directing the sales force, this program links
sales structure design and implementation with the rms marketing strategy
to improve sales force productivity.
Program Benets
Understand how your success is linked to fully integrating
your sales structural design to the strategic direction of
the rm.
Anticipate and respond to turbulent business environments.
Understand why the sales force is the rms primary means
to adjust to rapidly changing environments.
Apply strategic techniques to company-wide problems
and derive implications for sales force design and account
management policies.
Acquire analytical tools that will help you plan market
segmentation and account management policies and
procedures.
Understand how to identify and focus sales resources
on high potential customers.
Receive a framework for recognizing the strengths and
weaknesses of current forecasting techniques and obtain
systematic procedures for improving them.
Acquire an awareness of the key variables to include in
the goal setting process.
Identify the types of sales incentives and compensation
systems that can be used to link the sales organization
to the strategy of the rm.
Understand how measuring strategy-linked sales processes
and outcomes will produce greater sales productivity.
Learn techniques for identifying, hiring, and retaining
the best salespeople.
For More !nformation Contact:
Executive Education
The University of Chicago
Booth 5chooI of Business
450 N. Cityfront PIaza Drive, 5uite 514
Chicago, !L 60611-4316
chicagoexec.net
AngeIa Tong
Associate Director of Executive Education
TeI 312.464.8732
Fax 312.464.8731
angeIa.tongChicagoBooth.edu
AppIied Learning
To maximize the applied focus and value of this program,
participants will identify a sales management opportunity
or business challenge prior to the start of the program.
During the program, participants will apply the tools and
insights learned to selected cases. By the end of the
program, participants will leave with a set of action steps
and recommended solutions which can be immediately
implemented upon their return to the workplace.
About Chicago Booth
A University 5teeped in ExceIIence
The University of Chicago has a long history steeped
in a tradition of academic excellence and innovation.
That commitment to discovery has translated into
enduring contributions to the world. Among its
faculty, researchers, students, and graduates are 85
Nobel laureates. Current faculty include eight Nobel
prize winners, 13 MacArthur Fellows (commonly
known as a genius grant), and three Pulitzer Prize
winners, among countless others.
A Leader in Business Education
The University of Chicago Booth School of Business,
founded in 1898, has been a leader and innovator
in the eld of business research and education. It
was the rst business school in the country to offer
a PhD program, the rst business school to publish
a scholarly business journal, the rst to offer an
executive MBA program for experienced managers,
the rst to have a Nobel laureate on its faculty, and
the rst to have six Nobel Prize winners on its faculty.
Chicagos close ties with many of todays business
leaders and its grounding in the real world have
helped Chicago Booth maintain its reputation as one
of the worlds leading centers of business education
and research. With its reputation, commitment to
academic research, and high quality faculty, Chicago
Booth carries a prestige that few can match.
CoIIaborate and study at a top ranked,
worId-renowned gIobaI business schooI
BusinessWeek ranked Chicagos Full-Time MBA
Program rst in its biennial rankings (2008), while
the Executive MBA was ranked second (2009).
The Economist ranked Chicagos Full-Time MBA
Program fourth globally (2009).
U.S. News & World Report (2010) rated Chicago
Booth second in nance, third in accounting, and
fth overall of full-time programs, second among
part-time MBA programs, and third among
executive MBA programs.
Financial Times ranked Chicagos Executive MBA
Program fourth (2009).
We are more than a business schooI.
We are a business force.
Who 5houId Attend
This course is designed for those responsible for planning,
analysis, control, and direction of the sales organization.
Representative titles include vice president or director of
sales, vice president or director of sales and marketing,
national sales manager, and seasoned regional sales
managers. This course is equally applicable for those
managing sales processes for products or services.
For those recently appointed to sales management
positions or those who have less than ve years of sales
management experience, the Fundamentals of Effective
Sales Management program is recommended. For more
information on this course, please visit our website at
www.chicagoexec.net.
Program Dates and Fees
#11C61001 Feb. 14-18, 2011 ($7,650)
#11C61002 June 13-17, 2011 ($7,650)
This course begins at 8 a.m. on Monday and
ends at 1:30 p.m. on Friday.
The program fee includes tuition, lunches, coffee breaks,
and all educational materials. The fee is subject to change
and payable in advance upon conrmation of registration.
Chicago Booth reserves the right to cancel any program.
The 5etting
Classes are held at the University of Chicago Booth School
of Business Gleacher Center, 450 North Cityfront Plaza Drive,
situated along the Chicago River (one block east of Michigan
Avenue) in the heart of the downtown area known as The
Magnicent Mile. Gleacher Center is within walking distance
of some of Chicagos most exciting retail and entertainment
areas. Gleacher Center, which also houses Chicagos top-ranked
Executive MBA, Evening MBA, and Weekend MBA Programs,
provides state-of-the-art classrooms that complement the
exceptional quality of the programs content and faculty.
Accommodations
The University of Chicago Booth School of Business has
reserved a limited block of rooms at the InterContinental Chicago
hotel. Single or double rooms are available at a discounted
rate. Contact the InterContinental Reservations Department
by telephone at 312.944.4100 or by fax at 312.321.8725.
Participants must contact the hotel directly to reserve
accommodations. Three weeks prior to the programs start
date, or once the block is lled, the hotel cannot guarantee
accommodations. Participants should identify themselves as
registrants in Executive Program in Strategic Sales Manage-
ment at the University of Chicago Booth School of Business.
UNPARALLELED
INTELLECTUAL
CURIOSITY, HONESTY,
EXCHANGE, AND RIGOR
IDEAS THAT
FUNDAMENTALLY
SHAPE MARKETS
AND BUSINESSES
PEOPLE WHO CREATE
LASTING VALUE
$7,950
$7,950
Program Outline
5trategy and the Firm:
TooIs for 5trategy
Learn approaches to strategy that are
compatible with sales management
Identify and integrate strategic activities
of the rm with the sales force
Engage in case applications of these
techniques
Program Benets
Participants are encouraged to employ
a set of tools that will:
help them evaluate the strategic role of
their sales forces.
proactively integrate sales strategy with
rm strategy.
engage in more fruitful discussions
with upper management about the
intersection of sales and rm strategy.
Market 5egmentation and
Account Management
Tools for account management
Case discussion
Program Benets
Participants will:
acquire tools for segmenting product
needs and service needs.
acquire a tool for dividing responsibility
for the satisfaction of these needs across
functional departments and accounts.
Sales Forecasting: Qualitative
and Duantitative Approaches
Subjective vs. objective techniques
demonstrated
Problems and limitations of each
technique delineated
Scenario planning exercise
Review of hybrid approaches
Program Benets
Participants will:
receive a framework to recognize
the strengths and limitations of the
sales forecasting techniques they
currently use.
obtain a set of procedures for
improving forecasting procedures.
Linking Your Firm's 5trategy to
Sales Force Structure
Linking sales structure design to the rms
strategy
Analyzing alternative types of sales
organizations
Understanding independent vs.
captive sales force
Integrating team, specialists, and
inside sales with generalists
Program Benets
Participants will:
link sales structural design to the
rms strategy and achieve improved
sales productivity.
use technology to manage sales force
structures.
integrate different types of sales roles
within the sales structure.
Strategic Sales Force Size and
DepIoyment
Determining sales force size
Matching sales deployment to market
potential and management expectations
Using computer-aided optimization
models and mapping applications for
territory design
Program Benets
Participants will understand:
how sales organizations realigned by
work load and market potential offer
signicant productivity gains.
how to develop work load, market
potential, and management metrics
to determine sales force size.
the need to deploy salespeople by
work load and potential.
how technology can signicantly aid
the size and deployment process.
Managing and Measuring the
Sales Organization
How to measure sales processes and
outcomes
How to develop sales measurement
data
Program Benets
Participants will understand:
what types of sales cycles require
measurement of the sales process.
how measuring sales processes and
outcomes will often lead to increased
productivity.
Dptimization of Compensation
Packages and SoaI 5etting
How to identify the types of sales
incentive compensation programs
How to link the sales organization
to corporate strategy through sales
incentive compensation
How to assess, design, and develop
sales incentive compensation programs
How to use computer simulations to
identify alternative sales incentive
compensation program costs and
salespersons income levels
Program Benets
Participants will understand:
the types of sales incentive
compensation programs.
how to choose a sales incentive
compensation program that will best
support the rm and salespeoples needs.
how to create computer simulations to
identify alternative sales incentive
program costs and income levels.
Recruitment and Selection
Building proles for the most effective
salespeople
Reducing sales force turnover
Reducing management time required
to supervise salespeople
Program Benets
Participants will learn:
how to use probing questions at
interviews and what the answers reveal
about the candidates skills, knowledge,
and personal characteristics.
how to check customer and previous
supervisor references to answer very
specic questions.
where to look for qualied candidates
(sourcing).
ProfessionaI Training
Designing programs to address
needed competencies
Making salespeople feel useful,
important, and worthwhile
Developing a consistent, efcient
way to teach strategy and skills
necessary for success in your market
Increasing sales force productivity
Continuously improving the quality of
your salespeople
Program Benets
Participants will learn to:
teach salespeople customer, competitor,
and product/service strategy that
increases revenues.
teach skills for overcoming objections,
closing, and discovering customer needs.
make sales meetings a more powerful
training tool.
organize and conduct eld training,
which benets you and the salesperson.

Comments from Past Participants
Learning, Pehection,
and Action (LPA)
Transform knowledge gained at Chicago Booth
into results for you and your company.
Chicago Booths programs provide a web tool
thats easy to use, intuitive, and encourages
participants to:
articulate their goals,
specify implementation plans, and
track their progress toward meeting
these goals.
Extend learning beyond the classroom and turn
your learning goals into concrete results.
Custom Executive
Education Programs
Chicago Booth creates custom executive
education programs that capitalize on the
Chicago Approach, which is the very best
disciplined approach to conceptual knowledge
and academic theory with practical, real world
application delivered by faculty of one of
the worlds top business schools. These
components of Chicagos programs are all
keys to driving your corporate competitive
advantage through effective human capital
investments. Through deep thinking and high
impact results, Chicago Booth writes the rules
that business follows. Partnering with us today
will drive your business success tomorrow!
SIeacher Center is part of the University of Chicago Booth 5chooI
of Business. DverIooking the Chicago Piver, its state-of-the-art
cIassrooms are onIy steps away from Chicago's "Magnihcent MiIe."
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Susan Benton, Vice President of Sales,
Bausch & Lomb Pharmaceuticals
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Pete Pannes, Senior Vice President,
PMI Mortgage Insurance Company
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5kip SianopuIos, Senior Vice President,
Harris Trust and Savings Bank
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Joseph Donahoe, Executive VP Americas,
Carl Zeiss Meditec
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Ken Brooks, Director, Oncologic Imaging,
Varian Medical Systems
The University of Chicago Booth 5chooI of Business has one of the most highIy regarded
facuIty of any business schooI in the worId and the most productive researchers in the country.
Rigorous, interactive, and dynamic, the faculty presents topics in a variety of ways, including lectures, case studies,
and small group discussions, using a range of media. Accomplished teachers and active consultants, this programs
faculty offer a blend of academic excellence, rigorous scholarship, real-world relevance, and practical application that
provide participants with unparalleled opportunities to expand their horizons.
Jonathan Frenzen
CIinicaI Professor of Marketing and Director of the Management Labs
The University of Chicago Booth 5chooI of Business
Jonathan Frenzen earned multiple degrees from the University
of Chicago in a range of subjects from cultural anthropology
to marketing before receiving his doctorate from Chicago in
1988. He and his consulting teams have worked with dozens
of Fortune 500 companies on a variety of subjects including
marketing strategy, new product development, and sales force
management. His research activities focus on business-to-
business marketing, sales management, and product
development.
Professor Frenzen teaches a Chicago Booth course, the
Laboratory in New Product and Strategy Development, which
provides graduate students with skills for solving complex
problems with and through multi-disciplinary teams. Guided
by Professor Frenzen and his faculty coaches, six student
teams per year are challenged to solve live problems for live
clients. Companies such as Abbott Labs, American Airlines,
Barclays Bank, Citicorp, Dow Chemical, Eli Lilly, Frito-Lay, GE,
Johnson & Johnson, Honeywell, Motorola, Nestle, and Philips
have participated as client-sponsors. Since returning to the
University of Chicago in 1995 to join the faculty full-time,
Professor Frenzen has supervised student teams engaged
in more than 75 consulting projects inside the U.S. and
overseaswith a particular emphasis on emerging markets
such as China.
In addition to his teaching, research, and consulting, Professor
Frenzen led the redesign of the University technology transfer
system and served for many years on the UC Tech Advisory
Committee. He served for four years as a co-chair of the
Industrial Outreach Program for the Physical Sciences Division
Material Sciences Research and Engineering Center and three
years on the Business Advisory Board for the world-renowned
University of Chicago Press.
At Executive Education, Professor Frenzen is the co-director of
the Executive Program in Strategic Sales Management and has
served as a faculty director for Custom Educational programs
in the medical device, consumer electronics, and banking
industries.
WiIIiam J. Young
Adjunct Professor of Marketing
The University of Chicago Booth 5chooI of Business
William J. Young, founder of Young & Associates, Ltd., will be
co-teaching Going to Market: Managing Channel Strategy. He
is a graduate of the Executive MBA Program, and has previous
experience teaching in Chicago Booths Executive Education
programs. He has instructed in Executive Education since the
programs inception in 1997. Additionally, he has assisted with
instructing the Laboratory in New Product Development and
Strategy course.
In 1987, Mr. Young established Young & Associates, Ltd., a
sales and marketing management consulting practice, which
has assisted hundreds of Global 50 and Fortune 1000 companies
such as GE, HP, Honeywell, ABB, ABN-AMRO, The Federal
Reserve Banking System, The Hon Company, Exelon, The Inves-
tors Group of Canada, Harris Bank, TaylorMade Golf Company,
and AOSmith. Young & Associates also publishes SalesFacts
(TM)
,
a sales effectiveness research publication, and Management
Alerts, a sales management publication.
Mr. Youngs work is concentrated in the areas of sales and
marketing management. He helps rms develop sales channel
strategies and strategically redesign their sales organization and
sales management processes to increase their go to market
effectiveness. His rm accomplishes this through voice of
customer research and by developing and applying customer
potential sales data that measure the organizations existing
sales effectiveness. That effectiveness is improved by the design,
development, and implementation of sales strategies, sales
channels, and sales organizationstheir roles, structure, size,
and deployment goal setting and sales compensation systems.
Prior to Mr. Youngs current teaching and consulting activities,
he was division president and vice president of sales for three
NYSE rms, with global sales and marketing responsibilities.
In Executive Education, Mr. Young co-directs the Executive
Program in Strategic Sales Management. He has instructed
this course in the United States as well as at the Universitys
international campuses.
Dutstanding Booth FacuIty
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AJ D'Antonio, Director, National Sales, Nestle USA
Pegister Today!
How to
register.
YE5, ! wiII attend Executive Program in 5trategic 5aIes Management.
#11C61001 February 14-18, 2011 $7,650
#11C61002 June 13-17, 2011 $7,650
Fee includes tuition, books and instructional materials, lunches, and coffee breaks.
Fee is subject to change and payable in advance.
ND, ! am unabIe to attend.
Please provide information regarding future sessions of the program.
Payment
Check enclosed
(payable to Chicago Booth Executive Education).
Check to follow.
Please invoice.
Charge to my: Visa MasterCard Discover AMEX
Account number
CVV code (3-digit code on back of card) Exp. date
Signature
Please print clearly or type on line above:
Name:

Mr.

Ms.

Dr.
Name desired on name tag
Title
Company
Preferred mailing address:

Home

Business
City State Zip code
Daytime phone Fax
E-mail
What is your primary responsibiIity!

General Management

Operations/Production

Administration

Financial/Accounting

Technical/R&D

Logistics

Human Resources

Marketing/Sales

Other ___________________
Company !nformation
Approximate number of employees: Annual sales or budget:
Is your company a subsidiary/division of another company? Yes No
Name of parent company:
Number of employees in parent company: Under 1,000 1,000 to 5,000 5,001 and above
Industry Classication:

Accounting

Chemical

Electrical

Insurance

Publications

Telecommunications

Other

Aerospace

Computer

Energy

Mining

Retail

Textiles ________________________________

Automotive

Consumer Products

Financial

Nonprot

Service

Transportation ________________________________

Bank

Education

Government

Pharmaceutical

Steel

Utilities ________________________________
Persons in charge of executive development for your organization:
Name Title Company
Mailing address City State Postal code Country
Telephone E-mail
Program fee is payable upon notice of acceptance. The following must be dated and signed in order to validate application.
Name of applicant (please print) Signature of applicant Date
MaiI Chicago Booth Executive Education CaII 312.464.8732 Pegister onIine at
450 N Cityfront PIaza Drive, 5uite 514 Fax 312.464.8731 www.chicagoexec.net
Chicago, !IIinois 60611-4316
Program cancellation Chicago Booth reserves the right to cancel
any program.
CanceIIations and transfers are accepted without charge if written
notication is received at least 30 days prior to the programs starting
date. Cancellations received after that time will be charged 25 percent
of the total program fee.
Transfer requests received within 30 days of the program start will be
subject to a $200 transfer fee to cover administrative costs. Any late
transfers followed by a cancellation will be charged 25 percent of the
program fee. Transferees will have a period of one year from the date
of their transfer to attend a subsequent program offering. After a one-
year period, tuition fees will be forfeited. Transferees will be required
to pay fee increases, should any take place.
Substitutions of registrants in a session may be made, without
penalty, any time prior to the programs commencement.
Photo rights - The University of Chicago reserves the right to use
photos taken during program activities for promotional purposes.
$7,950
$7,950
WEBpdf 11C61001 A

Cutting-edge content

WorId-cIass facuIty

5tate-of-the-art faciIities
Enhance the saIes and
marketing productivity of
your sales team. Register for
this exciting program today!
Executive Program in
Strategic Sales Management
February 1418, 2011
June 1317, 2011
For More !nformation Contact:
Executive Education
The University of Chicago
Booth 5chooI of Business
450 N. Cityfront PIaza Drive, 5uite 514
Chicago, !L 60611-4316
chicagoexec.net
AngeIa Tong
Associate Director of Executive Education
TeI 312.464.8732
Fax 312.464.8731
angeIa.tongChicagoBooth.edu
chicagoexec.net
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Brian Prossen, Senior Manager, Technology Sales, CCH,
a Wolters Kluwer Business
We are more than a business schooI. We are a business force.
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Paul Reider, Regional Sales Director, Amgen