This unique program is designed to provide practical guidance with proven processes on how to create and sell customer value based on your customer's business environment, and deliver that value consistent with the corporate mission and marketing strategy.
May 7–9, 2013 / 8:00 a.m. - 4:30 p.m. / $3,000
Selling value is more difficult than ever before. The bar has been raised, and everyone must rethink the way they sell value. This program is designed to take sales and marketing executives through the process of understanding and implementing a proven customer value creation methodology and sales process to attain measurable and high performance results.
In addition, the great sales and marketing organizations understand that the sales process to create and sell customer value is the critical part of the marketing process that can only be delivered by linking it tightly to the corporate mission and marketing strategy.
|Deborah John, Professor, Curtis L. Carlson Chair in Marketing, Carlson School of Management, University of Minnesota|
|Dan Kosch, Carlson Executive Education Instructor|
|Wayne Mueller, Marketing Instructor, Carlson School of Management, University of Minnesota; Director, Institute for Research in Marketing|
Carlson School of Management
University of Minnesota
321 19th Ave. S.
Minneapolis, MN 55455-0438
Attendees will leave with an implementation plan where sales and marketing collaborates on executing the key strategies and tactics for creating and selling their company’s value. Attendees will also receive an opportunity to participate in a 90-day follow up reinforcement conference call with the teaching team to answer any questions on implementation and the value creation and selling processes.
This program will provide an intense, yet exciting learning environment designed to arm the participant with actionable tools which can be applied inside the organization to enhance sales strategy and performance. The format will be interactive featuring case studies, group interaction, exercises and lecture discussions.
A discount of 15% will apply to registrations of 3 or more people from the same company registering as a group for the same specific program. Please note that this offer is contingent upon all registrants enrolling in the same program having the same start date. Program cancellations and program transfers affecting the minimum number of people enrolled in the program for which the discount applied will void the discount.
Program Details (pdf)
(schedule, curriculum, faculty bios, past participant titles, testimonials)
Instructors Dan Kosch and Wayne Mueller discuss Sales Executive Leadership.
"Sales Executive Leadership provided instant applications to institute immediately. The subject matter and instruction were invaluable. I would recommend this course to all sales leaders to enhance their business strategy."
– Jon Hagstrom
Director of Sales
"The Carlson School practices what they preach. This Sales Executive Leadership class provided the value that will allow me to turn this time into an investment that will provide a healthy ROI."
– Justin Clarine
Director North American Sales
"The Sales Executive Leadership program not only gave the theoretical knowledge to value base selling, but the practical knowledge needed to effectively implement this system into my organization."
– Andrew Gregoire
Vice President, Business Development
Clinical Supplies Management
Business Development Manager