Up to four training courses can be specified in terms of subject mix and duration and special reports decided on. Following the area management decisions, their impact is simulated. The reports produced comprehensively evaluate individual sales blocks, sales people and the sales function as a whole. To reach it participants must manage efficiently and effectively. Sales Effectiveness involves deciding which areas should be served, how sales skills should be improved and how many sales people should be employed.
Participants take over a factory.
Initially, they decide about replacing machines, layouts and suppliers. Next, they schedule factory operation on a month by month basis. During this time they have to manage fluctuating sales demand, varying production rates, quality, machine breakdowns, staff attitudes and absenteeism, etc. So, participants experience and gain understanding of these conflicting objectives. An analysis that introduces basic methods of investment appraisal.