Learn analytical tools that will help you design your sales force to drive your firm’s strategy, increasing sales effectiveness and productivity.

WHO SHOULD ATTEND? This advanced sales program will benefit experienced sales managers, directors, VPs, and other executives responsible for planning, analysis, control, and direction of the sales organization. Titles include: president, chief sales officer, SVP of sales, VP of sales, director of sales, regional sales manager, and sales manager.

PROGRAM BENEFITS By attending this program, you will:• Learn how to design more effective sales organizations with better-defined roles, clear structure, right sizing, and efficient deployment.• Explore techniques that improve sales forecasting accuracy.• Master goal setting and compensation systems that link sales activities and results to your firm’s strategy.• Gain methods for recruitment and selection to improve your ability to target and select high-performing sales personnel.

IDEAS COMPETE, PEOPLE COLLABORATE Consistently ranked among the top programs in the United States and worldwide, Executive Education at Chicago Booth is where intellectual rigor, engaging teaching, and cutting-edge research meet. We create and learn in an intense, exhilarating climate of discussion and debate.

Our executive participants have transformational experiences that turn them into more empowered, impactful leaders.

CONNECT WITH WORLD-CLASS FACULTYThe University of Chicago Booth School of Business has one of the most highly-regarded faculty of any business school in the world, including seven Nobel Prize winners.

LEARN MORE AT: CHICAGOBOOTH.EDU/EPSSM E EXEC.ED@CHICAGOBOOTH.EDU P 312.464.8732

PROGRAM DETAILS

DATES June 12–16, 2017 November 6–10, 2017

The program begins at 8 a.m. Monday and ends at 12:30 p.m. Friday.

For hotel accommodations and more logistics, visit ChicagoBooth.edu/ExecEdFAQ

FEE$10,500 Fee includes tuition, continental breakfasts, lunches, coffee breaks, and educational materials.

LOCATIONGleacher Center 450 N. Cityfront Plaza Drive Chicago, IL 60611

FACULTYJonathan K. Frenzen Adjunct Professor of Marketing, Chicago Booth

William J. Young President, Young & Associates

EXECUTIVE PROGRAM IN STRATEGIC SALES MANAGEMENT (EPSSM)

Strategy and the Firm: Tools for Strategy• Learn approaches to strategy that are compatible

with sales management• Identify and integrate strategic activities with

the sales force

Market Segmentation and Account Management• Tools for account management• Case discussion

Linking Your Firm’s Strategy to Sales Force Structure• Alternative types of sales organizations• Independent vs. captive sales force• Integrating team and specialist selling

with generalists

Managing and Measuring the Sales Organization• How to measure sales processes and outcomes• Developing sales measurement data• Computer-aided sales tracking and measurement

systems

Optimization of Compensation Systems and Goal Setting• How to identify the types of sales incentive

compensation programs• How to assess, design, and develop sales incentive

compensation programs• Using computer simulations to identify alternative

sales incentive compensation program costs and salespersons’ income levels

Recruitment and Selection• Building profiles for the most effective salespeople• Reducing sales force turnover

EXECUTIVE PROGRAM IN STRATEGIC SALES MANAGEMENT (EPSSM)

PROGRAM OUTLINE

FOR MORE INFORMATION, CONTACT:Executive EducationThe University of Chicago Booth School of Business450 N. Cityfront Plaza Drive, Suite 514Chicago, IL 60611-4316

Catherine Cabrera Associate Director Executive EducationP 312.464.8732 F 312.464.8769 E catherine.cabrera@chicagobooth.edu