Strategic Sales Management: Building Competitive Advantage Through Value Creation (May 2019)


Success in today’s hyper-competitive customer-centric environment demands a strategic mindset. Too often, sales are approached from a purely operational or tactical perspective. Competitive advantage is built by creating superior customer value, which requires understanding and aligning with customers’ strategies. Thus it follows that a firm’s sales leadership should be integrally involved in strategy formulation. This program is designed to provide participants with the knowledge and tools required to direct the sales function strategically, enabling the firm to build the market-based capabilities needed for business success.


May 8 - 9, 2019.  9:00 am - 4:00 pm


James B. Henry Center for Executive Development, 3535 Forest Rd, Lansing. MI, 48910


This program is designed for managers and executives who define and communicate the strategic direction of sales for their organization, manage sales and distribution, recruit and develop sales talent, and budget for these activities. Directors, vice presidents, general managers and senior leaders in the sales function would be ideal candidates for this program.

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