Sales Management is a discipline developed in the Anglo-Saxon countries that first identified the need to change the approach to this function due to the profound changes in the market context, changes that were accelerated by the pandemic, but which had already been underway for years.
B2B customers today are often modernly organised, managerial structures which require professional and consultative figures on the other side. Products and services have become commodities in almost all markets; what makes the difference today is customer service, expertise, the ability to identify their needs and propose solutions to their problems.
Understanding the current dynamics of the sales function, the possible forms of organisation, the most effective ways of team management, and the logic of key-customer management have become key points in contemporary companies that wish to remain in the market in an ever-changing environment.
The Open Program in Sales Management is developed on these pillars: how the sales function is framed in the current scenario and in modern organisations; what are the main organisational structures and levers for sales force management; the fundamentals of key-customer management; Customer Relationship Management as a strategic tool for creating lasting and profitable relationships.
The course is structured in 5 teaching sessions in a hybrid mode, concentrated over the weekend. Each session combines didactics, case discussions and dialogues with leaders in sales management.
The programme is aimed at professionals and middle managers who want to develop and complete their skills in the Sales Management area, Sales Accounts who want to grow in the role, and Managers and Entrepreneurs who want to understand the basics of the sales function.
Annamaria Cofano
Executive Director
annamaria.cofano@bbs.unibo.it
" Never has the market shown such strong evolutionary dynamics as in recent years. A targeted and efficient sales organisation, together with the selection and management of customers with whom to build the future of your company, are the foundations for competing effectively. "
Structure
Online warm-up activities are planned from December 2023.
The program is structured in 5 teaching sessions in hybrid mode on Fridays and Saturdays from 9 a.m. to 5 p.m.
The modules are:
- The Sales Function
- The organisation and management of the sales force
- Key Account Management
- B2B customer relationship management
The course provides an understanding of the role of the sales function in the company organisation and its interactions, acquiring the basics of correct sales planning, understanding the different sales organisations and how to size them, learning the different leadership styles and motivational levers of the sales force, acquiring the principles of key account management.
The dates of the sessions are:
- 16 February 2024 – ON CAMPUS
- 17 February 2024 – ONLINE
- 22 March 2024 – ON CAMPUS
- 23 March 2024 – ONLINE
- 19 April 2024 – ON CAMPUS
COURSES
- Il ruolo della funzione vendite nella moderna organizzazione aziendale
- Evoluzione del ruolo nell’era digitale e omnicanale
- Le principali figure commerciali nelle organizzazioni
- Organizzazione e dimensionamento della forza vendite
- Leadership e gestione del team di vendita
- SMarketing, l’utilizzo di strumenti di marketing nel sales
- La pianificazione commerciale e i KPI delle vendite
- La creazione del valore per il cliente B2B
- Ruolo e caratteristiche del Key Account Manager
- La selezione e gestione dei clienti-chiave dell’azienda
- Il Key Account Planning
- Conoscere il cliente per poterlo gestire
- Usare i dati dei clienti per supportarli
- Le metriche del CRM: customer satisfaction, loyalty e retention
Faculty
Faculty members at Bologna Business School work together offering outstanding teaching standards. An international and interdisciplinary approach is guaranteed by a joint team of distinguished national core professors, adjunct, visiting professors, guest speakers and top managers.
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Annamaria Cofano
Partner
WeDoLab
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Alessio Arcando
Board of Directors
Fondazione 3M
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Aurelio Gisco
Professor of Business Administration
Università Vita-Salute San Raffaele
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Roberta Gabrielli
Senior Project Manager
Nomisma
Networking
Networking takes place between students in the same class, between participants and lecturers, and with students from other courses or previous editions of the same program.
COMPANIES
Over the years, our partners have been constantly involved in the various activities that make up the structure of our programs. Companies belonging to our network participate in project work and master classes; they actively contribute to introducing guest speakers and organizing company visits. Our partners are our first supporters: they sponsor various scholarships, host internships for students and provide professional opportunities for graduates.
The partner companies of Bologna Business School are:
AEROPORTO G. MARCONI ASSICOOP BOLOGNA METROPOLITANA AUTOMOBILI LAMBORGHINI BOLOGNA FIERE BREVINI POWER TRANSMISSION CAMERA DI COMMERCIO DI BOLOGNA CAMERA DI COMMERCIO DI FERRARA CAMERA DI COMMERCIO DI FORLÌ-CESENA CAMERA DI COMMERCIO DI MODENA CAMERA DI COMMERCIO DI RIMINI CAMST CARPIGIANI GROUP CASSA DI RISPARMIO IN BOLOGNA CONFCOMMERCIO EMILIA ROMAGNA CONFINDUSTRIA EMILIA ROMAGNA COSWELL DATALOGIC DUCATI MOTOR HOLDING ENEL ENGINEERING INGEGNERIA INFORMATICA EXPERT SYSTEM FALORNI FASTWEB FERRARELLE FERRARI FERRETTI GROUP FINALMA FONDAZIONE CARISBO FONDAZIONE CASSA RISPARMIO CESENA FONDAZIONE CASSA RISPARMIO DI CENTO FONDAZIONE CASSA RISPARMIO DI IMOLA FONDAZIONE CASSA DI RISPARMIO DI CARPI FONDAZIONE CASSA DI RISPARMIO DI FERRARA FONDAZIONE CASSA DI RISPARMIO DI PADOVA E ROVIGO FONDAZIONE G. MARCONI FONDAZIONE IBM ITALIA FONDAZIONE ISABELLA SERÀGNOLI FONDAZIONE DEL MONTE DI BOLOGNA E RAVENNA FONDAZIONE PER LA COLLABORAZIONE TRA I POPOLI FOOD TREND FOUNDATION FURLA GOOGLE ITALIA GRANAROLO GROUPM GRUPPO COESIA GRUPPO SISTEMA H-ART HSPI HAWORTH HERA HORSA IBM ITALIA IMA ICONSULTING INTESA SAN PAOLO KPMG ADVISORY LABORATORI GUGLIELMO MARCONI LANDI RENZO LEGACOOP BOLOGNA LIGHTHOUSE MANUTENCOOP MAPE MAPS MASAI ITALIA MASERATI MICROSOFT ITALIA MONTENEGRO N.C.H. NUOVI CANTIERI APUANIA OLIDATA ONIT GROUP OPERA SANTA MARIA DEL FIORE PHILIP MORRIS ITALIA POLTRONESOFÀ REGIONE EMILIA-ROMAGNA RICOH S.E.C.I. GRUPPO INDUSTRIALE MACCAFERRI SAP SCS CONSULTING STMICROELECTRONICS SCHNEIDER ELECTRIC SEPS TECHNOGYM TEUCO THE BOSTON CONSULTING GROUP TOYOTA MATERIAL HANDLING ITALIA TREVI GROUP UMBERTO CESARI UNICREDIT UNIEURO UNINDUSTRIA BOLOGNA UNIPOL VEM SISTEMI VERONESI VIABIZZUNO VIDEOWORKS VOLVO CAR ITALIA WPP ITALIA YOOX NET-A-PORTER GROUP
FEES
The course registration fee is
- 3,500 euros (+ VAT) for enrolments from companies and institutions
- 2,800 euros (+ vat) for individual enrolments.
There are reduced fees for early enrolment.
The fee includes attendance in the program, all the study material available through the online platform and access to Bologna Business School services, which include a personal account for the Alma wi-fi, use of the pcs in the Computer Lab, access to the study areas, and access to the indoor gym.
Discounts are available:
- for early registrations;
- for Business Network companies;
- for Alma/BBS and Profingest Alumni;
- for groups of at least 3 people.
INTERPROFESSIONAL FUNDS
Alumni and Companies can check the availability of vouchers at the relevant Interprofessional Fund:
Fondimpresa – per quadri / middle management
Fondo Dirigenti PMI – per dirigenti di PMI industriali
Fonditalia
Fondirigenti – per dirigenti
Fon.Coop – per aziende cooperative
REQUIREMENTS
The course is reserved for a maximum of 20-25 participants.
APPLICATION PROCESS
To register, simply download the registration form and send it by email.
