Leading an efficient, motivated and highly trained sales force is of paramount importance in today’s world. Rausing Executive Development Centre (REDC) held an executive development programme, ‘Sales Force Management’ from March 1 - 3, 2017. This 3-day programme aimed at examining and exploring some of the challenges commonly faced by sales force leaders.
Directed by Muhammad Luqman Awan and joined in teaching by faculty members, Ehsan Ul Haque and Rohail Ashraf, the programme focused on strategic role of selling, managing the sales force and its deployment. The programme also highlighted the key areas of developing sales strategy, sales performance management and non-financial rewards. An online sales force management simulation was used to identify and explore some of the challenges commonly faced by sales force leaders. Using case studies, the programme also exposed participants to how successful international companies are addressing these challenges.
