Module 4 - Barcelona

Finance for Marketing & Sales

Understanding the financial side of marketing and sales decisions has become a key competence required for marketing and sales people. In this course you learn to interpret a balance sheet and an income statement, to understand your financials and those of your competitors, and to evaluate the economics of marketing and sales strategies

Sales Management II

This course follows the first sales course (Sales Management I in module 2) and presents conceptual models, managerial methods, practical tools, and real world examples concerning some key sales management decisions in B2B relationships. Main topics explored are: designing and aligning the sales force organization with the marketing strategies; designing and managing an effective compensation plan to motivate sales people and to drive their performances; key account management programs that work: challenges and key contents in segmentation, organization, and planning.