WDI will host a Sales Management Program in Santiago, Chile on Aug. 11-12.
The program for 70 sales managers and directors addresses three critical topics: the changing business environment and the key role that sales and service play in creating a market-driven organization; the ability of sales management to ensure the performance of individual sellers without micro managing them; and a discussion of the processes and tools to equip you to engage with larger customers and your own support organization on a more strategic level in order to build towards a more mutually profitable and sustainable relationship.
The program, which will be conducted in Spanish, will be taught by John Monoky, a faculty affiliate with the William Davidson Institute and adjunct professor of marketing at the University of Michigan's Stephen M. Ross School of Business. He also is a principal in Monoky Associates - a sales and marketing consulting firm.
Monoky's Effective Sales Management Program is a part of the Sales Academy offered by WDI partner Seminarium. The Sales Academy is designed for sales professionals seeking the tools and techniques to develop and improve their leadership, development skills and performance capabilities of their sales teams. The programs offered with the Academy can be taken separately, or combined into a certificate program.
The Academy started in July with WDI faculty affiliate Harry Mathews presenting Strategic Marketing Planning. The marketing program was designed to give sales managers the keys to identify, understand, and solve marketing challenges that will help in day-to-day decisions involving product and service design, branding, pricing, promotion, and channel distribution.
Monoky's Effective Sales Management Program addresses the dynamic and changing business environment, and the role that sales management plays in creating a market-driven organization.
The Academy concludes with Monoky's Strategic Account Management in October. There, participants will develop a structured plan to deliver “win-win” business solutions against these high potential accounts and return to their organization with actionable tools.
Monoky has been published in the Journal of Marketing Research, the Journal of the Academy of Marketing Science, Sales and Marketing Management, Modern Distribution Management, Industrial Distribution and in the proceedings of professional associations.
His academic background and hands-on industry experience creates a very unique combination in his workshops and speaking engagements. This practical approach allows those who participate in his programs to go home and use the materials immediately.
Some of Dr. Monoky’s clients include: Eastman-Kodak, General Electric, Honeywell, Johnson Controls, Mead Paper, Owens-Corning Fiberglas, Rockwell International, Texas Instruments, 3M, Travelers Insurance, and Weyerhaeuser Company.