7th Sales & Marketing Officers Meeting
Program
Thursday, March 6, 2014
08:30 - 09:00 | Welcome and Registration |
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09:00 - 10:00 | MEETING OVERVIEW AND PRESENTATION OF RESEARCH ON THE BEST SALES NETWORKS |
• Prof. Cosimo Chiesa, IESE Business School
• Prof. Julián Villanueva, IESE Business School | |
10:00 - 11:00 | LEADING AND MOTIVATING SALES TEAMS |
• Prof. Cosimo Chiesa, IESE Business School | |
11:00 - 11:30 | Coffee Break |
11:30 - 13:00 | BUILDING A TOP TEAM: BEST PRACTICES IN RECRUITING AND DEVELOPING SALES NETWORKS |
• Valentín González Villas, Sales Manager, Telefónica Spain
• Pablo Pastor, Director of Human Resources, IBM Spain, Portugal, Greece and Israel • Antonio Sánchez Boned, Sales Director for Spain and Portugal, Calidad Pascual Moderators: Profs. Cosimo Chiesa and Julián Villanueva, IESE Business School | |
13:00 - 13:15 | Break |
13:15 - 14:45 | INFORMATION MANAGEMENT TO BOOST SALES EFFECTIVENESS AND EFFICIENCY: TOOLS FOR SUCCESS |
• Marcial Navarro, Corporate Services Director, Grupo Damm
• Jordi Plaja, Managing Director, Otsuka Pharmaceutical • Joan Vives Planell, General Manager, HD Covalco Moderators: Profs. Cosimo Chiesa and Julián Villanueva, IESE Business School | |
14:45 - 16:15 | Lunch |
16:15 - 18:00 | LEADING AND BUILDING A SOLID SALES NETWORK: HOW TO MANAGE, ASSESS AND COMPENSATE THE BEST SALES REPS |
• Carlos Delgado, President and CEO, Compensa Capital Humano
• Antonio Grau, Corporate Managing Director, Grupo Planeta • José Luis Saiz Ramírez, General Manager, Mondelez Iberia • Charles Waters Silva, General Manager, Revlon Professional Iberia Moderators: Profs. Cosimo Chiesa and Julián Villanueva, IESE Business School | |
18:00 - 18:30 | FINAL DEBATE AND CONCLUSIONS |
• Prof. Cosimo Chiesa, IESE Business School
• Prof. Julián Villanueva, IESE Business School |