08 May 2018, 04:15 pm ( CEST )
Online Session

EMMS Class - Consultative and value selling

This is your chance to deeply connect with SDA Bocconi by attending online a real EMMS open class. We are providing this opportunity for candidates to further understand the SDA Bocconi EMMS Community and get a feeling for the real class atmosphere, teaching approaches and learning processes.

You will watch a live, full-length, uninterrupted EMMS session and then have any questions answered about the SDA Bocconi EMMS Program and Admissions process after the class by sending an email to admissions.emms@sdabocconi.it

EMMS Class - Consultative and value selling
This course presents conceptual models, managerial methods, practical tools and real world examples concerning some key sales management decisions. Main topics are: sales management - a general framework; the changing role of selling and sales management in organizations; managing change in the sales force; marketing-sales relationships; managing salespeople’s performance; leading a sales force; sales content management for sales enablement; digitalization of sales forces.

Faculty Member
Paolo Guenzi - SDA Professor, EMMS teacher of Marketing and Sales

We look forward to having you join this session and introducing you to the SDA Bocconi EMMS world.