IAE, Universidad Austral
Buenos Aires, Argentina
http://www.iae.edu.ar

Dirección de Ventas

El programa conducirá a los participantes a través de las nuevas tendencias que tienen que ver con la definición de la estructura, tamaño, incorporación, compensación y motivación de la fuerza de ventas. Este modelo, combinado con un Tablero de Control de Ventas, permitirá desarrollar un plan que maximice la eficacia de los vendedores. Dirigido Ejecutivos de marketing y de ventas Gere......
 

Liderar en tiempos de cambio: un desafío para el directivo Los mercados y los sectores se transforman a una velocidad cada vez mayor....estos cambios representan oportunidades y amenazas para las organizaciones y las personas. Entender su lógica e implicancias y tener la capacidad de manejarlos provoca la diferencia entre uno u otro resultado. Perfil Directivos y ejecutivos que enfr......
 

· Comprender los factores claves que impactan en la motivación individual, el clima del equipo y la performance de la organización y su interrelación. · Adquirir un profundo conocimiento del estilo personal y cómo este afecta a otros, tanto en la vida profesional como personal. · Desarrollar la capacidad de construir y participar de equipos efectivos · Adquirir herramientas que permita......
 

Developing and delivering superior value is the utmost objective for a company and its benefit source. Services require intense everyday interaction between a large number of customers and employees. These "turning points", where customers and employees meet for the service delivery, success or failure depends on management planning and implementation. Services demand truly integrate......
 

To deliver improved results, current executives can broaden their education by adding the ability to drive and focus the development of employees under their supervision. Target Profile Managers who add value to their organizations through enhancing their collaborators�and peers�performance. Contents �Principles and objectives of Managerial Coaching. �Coaching......
 

This Program discusses the competitive significance of aligning and managing all the elements of business value chains, focusing on supply management and logistic distribution, as well as on cross-organizational cooperation and supply management quality, to enhance strategic value proposals. Current tools and models used for supply chain management at both local and global levels will be introd......
 

To improve project management through the analysis of key success aspects in order to serve company objectives and to achieve effective results, both in skill development and tool usage. Target Managers responsible for project initiatives from ideas to implementation. Professionals who lack formal training in Project management. Executives who wish to enhance their planning, organizat......
 

I. To understand decision-making processes�structure and dynamics. II. To improve participants�ability to think in an orderly fashion to solve managerial problems. III. To enhance decision-making skills through: a. A diagnosis of the various levels of problems to solve. b. Imagining solution alternatives. b. Defining relevant criteria. d. Rigorous analysis of alternatives based on c......
 

This course explains what marketing really is and the true role of marketing within organizations. Understanding and using marketing tools, acquired knowledge will be integrated into marketing plan development. Target Company owners and general managers with vast management experience who recognize the need to acquire deeper marketing knowledge. Marketing, Customer Service, Sales, ......
 

This Program will introduce the new trends associated with sales force structure, size, recruiting, compensation and motivating techniques. This model, coupled with a Sales Control Scorecard, will enable participants to develop a plan to maximize sales reps�effectiveness. Contents �Marketing and sales executives �Trade marketing managers and heads �Executives in charge o......
 

The retail business has substantially changed its dynamics. Consumers’ expectations grow and change at a galvanizing speed that turns competitive advantages transitory. The sector’s intense competition shows in distribution channels’ reduced profitability. In this new environment, anticipating changes and spotting key factors are instrumental to hold and enhance market shares. In......
 

The purpose of this course is to gain a deeper understanding of how to implement marketing tools, such as market research, advertising a media plans. Target Profile This program has been designed for executives who wish to deepen their knowledge of marketing practical aspects, as well as for those who need a greater knowledge of marketing tools in order to assess the performanc......
 

Essentially, this program intends to wrap up the notion of Marketing Plan development, implementation and control, as well as its impact on the company. Program participants have a hands-on experience that reveals the significance of internal marketing to align the entire organization with the marketing plan. At the same time, consumer marketing models are applied to highly competitive, compl......
 

- To develop a broad and international vision of food-chain oeprations. - To identify key factors for the development of competitive agrifood systems in Argentina from the local business perspective. - To define the role of businessmen, local administrations and other socio-economic actors in the search for food-chain enhancements. Target - Businessmen and top executives from foo......
 

To deepen our knowledge of economic variables, measurements and trends in order to use effective tools to understand the information affecting companies�business strategies. Target Profile Executives in charge of managerial decisions. Contents �Actual economics in the world. New globalizing wave outstanding traits: technological breakthroughs and productivity enhancem......
 

�Leadership and its teaching commitment �Educational challenge: paradigms and un-learning process �The school of mistakes: humbleness and sense of humor �Companies: talent quarries �Team work: the individual-community paradox �Time: ¿friend or foe? �A matter of values �Stress: managing a response �A new work ethics: duty and pleasure �The leisure-business boundary: freedo......
 

�To develop a thorough understanding of typical family business issues. �To discuss and share insights into family business problems in an academic environment. �To build a set of notions to implement plans to professionalize o individuals according to their roles (owners, board members, managers, relatives), o families: relevant topics and ways to reach agreements, and o companies (......
 

In normal conditions, companies maintain an operating and financial structure that responds to their needs and possibilities. Environmental changes or shifts in industry competitiveness or internal changes render existing structures inadequate, challenging companies. In these cases, it is necessary to embark on a turnaround process to find a new structure that responds to the new market situati......
 

This Program has been designed to help executives: �To implement cost and management control systems adjusted to corporate culture to assist people to contribute their best in order to ensure company success. �To understand how budgetary processes may be used to communicate, coordinate and measure contributions. �To incorporate, through the Control Scorecard, non-financial business indica......
 

Because of their operations, companies are exposed to several kinds of market-based risks -industry-specific and operation-derived. Once companies decide that they are going to compete in any given business, managers should analyze the risks entailed by each operating structure and determine which risks the company will assume and which it will eliminate. In this seminar, we will introduce a ......
 

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