Sales management
Valutare, motivare e gestire la forza vendita per ottenere migliori risultati commerciali
Organize and manage sales networks to improve sales performance
The course is designed to delve into the most relevant topics for structuring, organizing and managing sales networks. The program aims to enhance skills in strategic vision and operational management of sales management processes, addressing issues such as choice of sales force structure and organization, employee development, leadership in sales teams, and sales performance planning and evaluation.
Participants will gain essential analytical skills to support business decisions and to interpret the influence of the business environment on strategic decisions. In addition, the program focuses on developing the ability to assess relational styles and behavioral variables that influence interpersonal relationships, improving influence on co-workers at both the individual and team levels.
Who should apply
You have responsibilities in sales structures and want to develop skills for structured management of sales networks.
The course is aimed at Sales Managers, Sales Directors, Export Managers, VP Marketing&Sales and Entrepreneurs.
The content covered is applicable regardless of the industry in which the participant's company operates.
SDA Bocconi Executive Education Certificate
To navigate the evolution of the macroeconomic landscape and organizations, it is essential to broaden your managerial skills. Education plays a central role in this process. Together with our Program Advisors, you can design the learning path that best suits your needs, choosing from various formats to shape your professional growth.
Program Advisory
Learning is never a linear journey—it is a path built together, combining specific learning needs with practical tools tailored to individual challenges. Contact our team of Program Advisors, and together we will design the ideal learning path for you or your team, ensuring alignment with your goals.
Your benefits:
A dedicated orientation meeting, either in-person or remotely, to identify learning needs and create a customized plan. Throughout the course, you will experience a tailored welcome to introduce you to the program and foster networking between participants and instructors. Upon completion, your evaluation will become a valuable contribution for continuous improvement of the offering.
How your organization benefits:
Advisory on the program with HR managers to analyze organizational needs and develop personalized projects. Ongoing progress monitoring and a final follow-up to share results and gather feedback, ensuring constant alignment with pre-set goals.
Get in touch with Cristina Popescu
Structure and contents
The program consists of 4.5 days totaling 36 equivalent hours and is built on 2 pillars.
The structuring of sales networks
The management of sales networks
Calendar and information
Via Sarfatti 10, 20136 Milano
Calendar
- 13 - 14 aprile 2026On campus07:00 - 16:00
- 22 aprile 2026Online16:00 - 18:00
- 29 aprile 2026Online16:00 - 18:00
- 14 - 15 maggio 2026On campus07:00 - 16:00
Fees
€4,700 + VAT
The fee is net of VAT but includes teaching materials and working lunches.
Special payment terms
Bocconi Alumni
Bocconi Alumni are entitled to a 20% reduction on participation fees. To take advantage of the discount, please enter your Alumnus status when registering by indicating “ALUMNI 20” in the notes section. Remember that without this indication, the discount will not be applicable.
Women are good for business
To foster and contribute to women’s professional development, SDA Bocconi School of Management offers them until 8 March 2027 a 20% discount on the participation fee for all Executive Open Programs and Executive Online Programs.
Multiple enrollments
Companies, institutions and public bodies that enroll at least 3 participants in a single program are granted a 20% discount for each registration fee. The concession is not applicable for personal enrollment and must be formalized by the start date of the course.
Corporate education programs
In the case of learning needs involving several resources of the same company enrolled in more than one program, it is possible to define a customized plan from the specific needs of the organization. In this case, our Program Advisors are available to build with the client organizations ad hoc training plans with special pricing.
Partnerships and channel agreements
SDA Bocconi offers the possibility to initiate collaborations that allow them to expand the portfolio of educational trainings to be offered to their members. In this case, the School is available to evaluate partnerships and channel agreements so as to respond in a timely manner to the specific needs of the organization.
By attending at least 80% of the classes, you will receive a certificate of participation in the program and a digital badge to share with your network on LinkedIn.
Program Direction
Sales management requires increasingly articulated and complex skills. Developing them means creating the conditions for achieving better results at both the personal and organizational levels. A good sales manager must be able to combine a strategic overview, analytical skills and interpersonal ski...
What people say
I appreciated the practical focus of the course, which provides useful tools and Best Practices in the day-to-day management of the sales force. I found especially interesting the aspects related to planning and performance analysis of the sales area and the insights related to relationship styles. ...
The decision to enroll in this course was driven by the need to learn more about sales and sales network management. Covering topics such as communication, incentives and strategies were key to being able to bring me closer to the day-to-day work. I have treasured the course and the suggestions rece...
Engaging, interactive, dynamic, motivating. I was surprised by how clearly and easily the professors explained the contents. Never too theoretical, in fact very practical.
