strategies and tools for sales and customer relationship management - ed.1

DIPARTIMENTO DI INGEGNERIA GESTIONALE

The Course "Strategies and Tools for Sales and Customer Relationship Management" equips participants with advanced skills to optimize the sales process, commercial network management, and strategic customer relations. Through a practical approach structured in four modules, participants will develop competencies in 360° sales management, sales force planning, commercial negotiation, and long-term customer lifetime management, enhancing business performance and sustainability.

By the end of the program, participants will be able to: 1. Manage the entire sales process at 360°, understanding customer purchasing dynamics and adopting a structured approach to enhance commercial effectiveness. 2. Plan and manage the sales network, optimizing organization, motivation, and the performance of the sales team. 3. Improve commercial negotiation skills, applying advanced strategies to maximize deal value and handle complex situations. 4. Adopt a strategic approach to customer management and lifetime value, fostering long-term relationships and increasing customer value over time.

Bachelor/master of science is required. Foreign qualifications will be considered valid as far as equivalent in their respective University Systems.

Milan

Director: LUCIO LAMBERTI

Co-Director: GIULIANO NOCI

POLIMI Graduate School of Management (MIP Politecnico di Milano – Graduate School of Business Società Consortile per Azioni)

ED. 26/A VIA LAMBRUSCHINI 4C

20156

MILANO

FRANCESCO TESTONI

0223992820

executive@gsom.polimi.it