Gisco Aurelio | BBS - Bologna Business School


Italiana Managing Director and General Manager Ultradent Adjunct
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He is Senior Executive in a U.S. multinational company and adjunct professor at the Università Vita e Salute San Raffaele in Milan. He teaches sales and marketing subjects at BBS.



CORE COURSE – The course provides methods and tools for the on-going support to the management of strategic Customers for the company. Customer strategic analysis: customer classification based on profitability, potential and target identification indicators; the commercial action Plan: construction of short- and medium-term profitability objectives, activity planning and sales team management; the action “on the field”: the ‘win win’ management of negotiations with big customers; how to make the relationship last over time: tools to control and monitor service levels and customer satisfaction; the different organizational solutions to support different customers.

Sales and Marketing

CORE COURSE – The topics covered will address the realm of sales, analyzing the dynamics among the different functions (marketing, sales, finance), so as to provide the real definitions of “Seller” and of “Challenger seller” and the increasingly competitive contexts they operate in. The course will focus on a current need, that of approaching markets and customers differently from the past, providing the tools to evolve from the relationship model to “micro manager/consultant” able to anticipate and meet the customer’s and the company’s demands. Finally, the course will deal with the management of the sales network in contexts of poor predictability, providing the tools to measure the network performance in the framework of effectiveness and efficiency.

Sales and Marketing