Sales and Account Leadership
Since 1996 ISAM has been offering the postacademic course Sales and Account Leadership, a course that is unique in the Netherlands since it combines a typical Rotterdam style with a bit of American influence. This condensed course is a combination of theory and practice and runs through a period of 8 days. The program includes a number of permanent elements such as account networks, knowledge-based customer relationships, account planning, business marketing, the shaping of customers and handling sales-call anxiety. Known for its flexibility, the course is constantly updated on the basis of the latest scientific insights and trends in the world of business and commerce.
Through knowledge that has been proved valid in both scientific theory and practical applications, the course Sales and Account Leadership strengthens the vision and leadership of managers in sales. Managers who take this course receive insights into newly developed ways of thinking that enable them to direct their team towards better performance and to coach and motivate their team members for success.
Sales managers and university lecturers with practical experience contribute to the content of the course. The lecturers use knowledge from previous and current research to explain how science can complement practice and also the lecturers use knowledge from previous and current research to explain how science can complement practice and can provide critical and constructive responses to practical developments.
Technologies and methods of analysis are complemented and interchanged with practical experiences and “tricks and tales” from the field. The lecturers of the program are either leaders in scientific research or sales experts working in trend-setting organizations. One of the core lecturers is Prof. Willem Verbeke, Ph.D, founder of ISAM.
The balance between theory and practice in the course program has been established with great care. The participants will be able to attend a full-day program that will test their analytical, strategic and commercial skills. In most cases, relevant work experience and at least a Bachelor’s or Master’s degree are essential prerequisites for taking this course.
Exceptions can be made based on previous education and a consultation with the core lecturer. Examination is conducted on the basis of the “Sales Management Game.” The lecturers will evaluate the participants’ demonstrated skills in effectively applying the course material to practical situations. Experience gained by the leading business schools has shown that playing management games is the best way to learn management skills.
After completing the course, participants will receive an official “Sales and Account Leadership” certificate from Erasmus University Rotterdam.
