7th Sales & Marketing Officers Meeting

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7th Sales & Marketing Officers Meeting - IESE Business School

Program

Thursday, March 6, 2014

08:30 - 09:00Welcome and Registration
09:00 - 10:00MEETING OVERVIEW AND PRESENTATION OF RESEARCH ON THE BEST SALES NETWORKS
• Prof. Cosimo Chiesa, IESE Business School
• Prof. Julián Villanueva, IESE Business School
10:00 - 11:00LEADING AND MOTIVATING SALES TEAMS
• Prof. Cosimo Chiesa, IESE Business School
11:00 - 11:30Coffee Break
11:30 - 13:00BUILDING 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 - 13:15Break
13:15 - 14:45INFORMATION 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 - 16:15Lunch
16:15 - 18:00LEADING 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 - 18:30FINAL DEBATE AND CONCLUSIONS
• Prof. Cosimo Chiesa, IESE Business School
• Prof. Julián Villanueva, IESE Business School

Contact 

IESE Industry Meetings
Lourdes Bosch

Date and Venue

March 6, 2014

IESE Madrid
Camino del Cerro del Águila, 3
28023 Madrid

How to get to IESE Madrid