At a Glance

Next Available Program
July 15 - Aug 4

Time Commitment
15 hours (5 hours/week)

Program Duration
3 weeks

Certification
Wharton School Certificate of Completion

Who Should Attend
Managers, Directors, & VPs in Sales / Account Management / Business Development

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About the Program

In this 3-week program, top faculty from Wharton show sales leaders and business development professionals how to build customer-centric thinking that enables them to increase revenue and accelerate growth for their organization. Participants apply learnings to execute impactful sales projects that target and deliver improved value to high-opportunity customers.

Key Takeaways

  • Optimize Your Sales Process through Better Understanding the Customer Experience: Adopt an “outside-in” perspective to understand your customer’s decision-making process–from awareness of need through post-purchase evaluation–to understand strengths and target gaps in delivering what your customers value.
  • More Efficiently Segment Your Territory to Target the Highest Opportunity Customers: Use segmenting and targeting to prioritize your highest opportunity customers. Develop actionable approaches to engage them.
  • Sharpen Differentiation to Beat Your Competition: Learn how to differentiate your offerings to position your offering for your most attractive customer segments.
  • Make the Case for Product Extensions that Win in the Market: Identify leverage points to create differentiated value through new solution bundles and/or service extensions
  • Create a Data-Driven, Winning Sales Plan: Discover how different functions within a customer-centric organization provide support for an overall business strategy.

Program Structure

  • 3 week duration, 15 hours to complete requirements
  • 5 hours of on-demand, HD lectures
  • Professor interactions, group learning, and optional coaching sessions
  • Facilitated intra-company team meetings
  • Final project, which integrates weekly activities

2019 Program Dates

UPCOMING SESSION
February 2019 April 2019 July 2019 September 2019 October 2019
Program Start February 25 April 29 July 15 September 9 October 28
Program End March 17 May 19 August 4 September 29 November 17

 

Experienced Faculty

  • Jagmohan S. Raju

    Vice Dean, Wharton Executive Education

    Professor Jagmohan S. Raju is internationally known for his research on pricing strategies, coupon programs, managing private labels, and sales force compensation. He consults extensively with companies around the world on designing pricing strategies and developing launch plans for new products.

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  • Patti Williams

    Ira A. Lipman Associate Professor of Marketing

    Patti Williams’ interests cover the role of emotions in consumer decision-making. She serves as the academic dean for the Global Marketing University at the Estee Lauder Companies and teaches executive education programs to many organizations.

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  • Robert Meyer

    Frederick H. Ecker/MetLife Insurance Professor

    Professor Robert Meyer is a noted scholar whose research focuses on consumer decision analysis, sales response modeling, and decision making under uncertainty. Meyer is also Co-Director of Wharton's Risk Management and Decision Processes Center.

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  • Don Huesman

    Managing Director, Online Learning

    Prior to his time at Wharton, Don was an entrepreneur and software pioneer in the early days of the personal computer industry, co-founding the company that produced The Organizer, the first personal information manager for PCs.

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Success Stories

The video lectures were very good as well as the videos. Very relevant, and extremely good to be able to link back to your own work, whether it be B2B or B2C.

National Sales Manager

The content was very helpful and applicable to the business problems we are all trying to address on my [sales] team.

Regional Director, Sales

The presentation material was excellent and the assignments were productive without being busy work or wasting my time. I thought they accomplished the intended goal with minimal investment of time on my part.

Mid-Atlantic Sales Manager

FAQ

How many hours per week am I expected to devote to the program?

Our programs are designed for busy professionals. Participants are expected to spend 4-5 hours each week watching video lectures and completing assignments. There are also live online sessions most weeks, which last 1-1.5 hours each.

How long does the program last?

Our leadership development programs last 3 weeks. Additionally, you will complete a short orientation prior to the official start of the program.

Will I receive a grade or university credit?

Upon successfully completing the program, you will receive a certificate of completion from the sponsoring business school. ExecOnline provides non-degree programs for which no grades or university credits are provided.

Who takes ExecOnline programs?

Our programs are designed for busy leaders—managers, directors, VPs, and C-suite—with the drive and desire to solve their organization’s critical business challenges. Our short, focused programs allow you to develop solutions for both near- and long-term challenges—without disrupting your day-to-day responsibilities.

Will I apply my learnings to real-world work objectives?

Yes. You will develop a project of your choosing that addresses your organization’s critical business challenges. At the completion of the program, you will have produced an implementation-ready project, designed to make a fiscal and business impact.

Do you have an alumni program?

Yes. You can stay connected to ExecOnline through our alumni group, which allows you to interact with peers to generate support and networking opportunities.

Partner with ExecOnline to Power Your Workforce

Work with a member of our Executive Education client services team to address the unique challenges and opportunities for your organization.


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