Programs Executive Education Open Enrolment Breakthrough Sales Performance

Breakthrough Sales Performance

24-27 SEPTEMBER 2016

With the removal of sanctions, businesses in Iran are looking for the most effective ways to deliver value to customers in order to thrive in a very competitive market and realise the highest degree of productivity and profitability.

This program has been designed with consideration to national traits to help companies achieve breakthrough sales performance. Emphasis will be on providing deep insights on relevant tools and the ability to apply those tools immediately to your own business. Participants will leave the program with a cogent breakthrough sales plan specific to their business and ready for implementation


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Program Benefits
 

You will learn tools to achieve breakthrough sales performance in your business through:

  • Build value models to drive customer demand and achieve competitive advantage.
  • Improve profitability by creating and selling value.
  • Identify new market niches for sales growth.
  • Drive sales force performance.
  • Realize sales and profits through key account management.
  • Manage sales force change and enhance sales force effectiveness.

The emphasis will be on providing deep insights on tools and the ability to apply those tools immediately. You will leave the program with a written plan ready for implementation in your organization.


Representative Block Schedule


Participants:

This program will benefit senior Sales & Marketing and new product development/R&D executives as well as senior family business managers looking for breakthrough sales growth. It would also be very beneficial for managers who are currently being groomed for leadership roles of an SBU (Region/product line), and Sales & Marketing departments. The program will be delivered in English. Simultaneous translation shall only be provided to facilitate in-class conversations and delivery of lectures.


Teaching Methodology

The program consists of seven units. Each of the seven units will follow a similar format of introduction to principles and a key managerial tool. The application and benefits of these principles and tools will be demonstrated through a case study. Finally, an application exercise will emphasize the issues arising and aid participants in in immediately applying their learning.

Faculty Profile
 

Prof. Damien P. McLoughlin

Damien McLoughlin is Anthony C. Cunningham Professor of Marketing and Associate Dean at UCD Michael Smurfit Graduate Business School in Ireland. He has previously served on the faculty of the S.C. Johnson Graduate School of Management at Cornell University, Purdue University and the Indian School of Business. Since 2011 he has also been a faculty member on the Harvard Business School Agribusiness seminar, an annual programme attended by 200 CEO’s and leaders from global food firms that highlights the best growth opportunities and most pressing challenges facing the industry. In the 2014 programme he led case discussions on the innovation practices driving Diageo’s strong growth in Africa and Tesco’s Group Food initiative. Damien has been a visiting professor at the Stern School of Business at New York University since 2014.

Damien has published more than seventy papers and two books on strategy and marketing issues. He has also written more than twenty case studies, mainly relating to leadership and strategy issues in the B2B and agribusiness sector. His cases have covered Europe, North America, Latin America, China and South Asia. He has consulted and led executive programmes in Europe, North America, Asia and Africa, while working with a number of the world’s leading organisations including Alltech, Allianz, Bord Bia (The Irish Food Board), Charoen Pokphand Group (CP), Google, Hewlett-Packard, Independent News & Media, Microsoft, Ridley, Ryanair and Smurfit Kappa Group. He is also an experienced board member, having served a number of public and private sector organisations as a director and consultant. In 2014 the Irish Minister for Agriculture, Food and the Marine appointed Damien to the board of Bord Iascaigh Mhara, the body responsible for innovation in the Irish fish industry.

Damien is a regular speaker in Ireland and internationally. In 2014 he was a keynote speaker at the Alltech Symposium in the United States, an annual leadership event attended by over 2,500 international delegates. His presentation on Cases of African Business Success was rated highest by delegates to the event.

His work is highly regarded and has been recognised with a number of domestic and international awards and distinctions. A regular media commentator, he has contributed to a range of media outlets including Sky News, RTE Radio and Television, Today FM, Newstalk, The Financial Times, The Irish Times and The Sunday Times.

Damien holds a Bachelor of Business Studies degree from Dublin City University, a Master of Business Studies degree from University College Dublin and PhD in Marketing from Lancaster University (UK).

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