Aurelio
Gisco
ITALIA
Amministratore Delegato e Direttore Generale
Ultradent
Adjunct
BIO
Ricopre il ruolo di Senior Executive di una multinazionale USA e professore a contratto presso Università Vita e Salute San Raffaele di Milano. E’ docente di BBS su tematiche di sales e marketing.
COURSES
CORE COURSE – The themes will explore the universe of sales also analysing the various company interests among the different functions (management, marketing, strategy, finance) in order to better clarify what is the real definition of Seller and the context they operate in. Then the new definition of the “Challenger Seller” derives from the present need to approach markets and customers in a completely different way compared to the past, no longer simply relying on the relationship but becoming “micro manager/consultant” able to act before and meet customers’ and company’s requests.
Market orientation and the sales process. The client acquisition model and sales types. Sales planning and budgeting. The customer portfolio matrices. Segmenting client portfolio and value creation. Managing the sales force: motivation, incentives and control. Performance indicators.
Marketing Management