This gallery contains 11 photos.
Share and Enjoy:
This gallery contains 11 photos.
Share and Enjoy:
We are happy to announce that on September 23rd, 2013 we are officially launching our Sales Club for the new academic year with a kick-off meeting open for all students interested in sales as a potential career choice. Sponsors of our sales initiatives will be present to discuss the topic of sales as a strategic career choice and explain why they are working with us and what is it that they expect from this partnership with Vlerick.
Our kick-off event is open for all our Masters students in both our Gent and Leuven campus. Only students who subscribe in advance will be allowed at the event (Click here to subscribe). The kick-off event takes place on our Gent Campus in the auditorium M 2.2 & M 2.3 and starts at 6.30 pm sharp. The schedule is as following:
Vlerick Business school and CPI Consulting are setting-up a long term initiative to identify best practices in sales force effectiveness.
Our mutual goal is to create a community of sales professionals in different functions (from CEO to sales representatives) to track their attitude towards key concepts of sales force effectiveness over a longer period of time.
Survey community members will be invited on a regular basis to participate to short surveys and will share in the findings of these surveys.
More information on our joint-project can be found on http://www.cpi-vlericksurvey.be/
On the 27th of February 2013, Vlerick and Deloitte hosted their first Sales Forum on the Vlerick Campus in Ghent. This Sales Forum is a unique joint initiative between the Vlerick Business School and Deloitte to invest in building out a strong sales network through Europe, starting with Belgium.
More specifically, the Sales Forum is an event that brings together industry sales leaders, sales researchers and other sales aficionados to share their knowledge, meet old partners, make new connections and to share the latest management thinking and best-practice cases in sales management today.
During the last quarter of 2012 Vlerick and Deloitte decided to launch the first ever “Sales & Procurement Survey” in Belgium. The purpose of the survey was to gain a deeper insight on the buyer-seller relationship. As the outcome of the survey served as a starting point for our first Sales Forum it was aptly titled: ‘Where sales and procurement meet’.
Two top key-note speakers (Gino Hendrickx, Head of procurement, KPN Belgium and Chris Van Elslander, Regional Director Benelux and Nordics, Barco) shared their experiences and thoughts on the very latest trends and developments in the procurement and sales area. Afterwards the outcome of the survey results were presented and also debated by a first class panel of experienced sales and procurement leaders from different companies like 3M, bpost, AB-Inbev, Amcor- and KPN. The event concluded with a networking reception where all participants had the chance to interact and network with their fellow sales or procurement counterparts.
The main results of our study indicated clear gaps that exists between sales and procurement, but interestingly enough it also identified some common areas where sales and procurement saw eye to eye. Some of the suggestions that came out of the research and the subsequent panel discussion was (1) it makes good business sense for sales and procurement to start engaging with each other before, during and after business transactions as this will increase value for both parties, (2) sales and procurement should step in each-other’s shoes once in a while– this in order to understand each-other’s objectives and have relevant conversations (3), it become clear that concepts like value selling and TCO are emerging, but in order to succeed companies first need to get the basics right and (4) most importantly in order to create a strong buyer-seller relationship: do what you say and say what you do!
With close to 90 sales and procurement professionals from different organizations, the event was a big success and is another step forward in how Vlerick Business School and Deloitte are working together to professionalize the domain of sales management in Belgium.
Should you be interested in knowing more about this year’s Sales Forum or if you are interested in our research findings, don’t hesitate to contact us:
Deva Rangarajan, Partner and associate professor in Sales, Vlerick Business School
Marc Abels, Partner, Deloitte Consulting
Congratulations to Rebecca Van Den Houte and Thomas Rotsaert, our two Vlerick students from M3, who scored a third price in the negotiation round during this years National Collegiate Sales Competition in Kennesaw State University, USA.
Not only were they competing against native English speakers, they were also the youngest in the whole graduate round of the competition, with some competitiors even having over 10 years of professional experience in sales, which goes to show their incredible talent!
Prof. Deva Rangarajan was published in ‘Winning Edge Magazine’ where he talks about how sales education needs to be professionalized and what the sales initiatives are here at our Vlerick Business School.
Winning Edge is the official magazine of the Institute of Sales & Marketing Management (ISMM) – the United Kingdom’s professional body for salespeople.
The Vlerick Sales Centre is organizing the second Sales Forum in cooperation with our corporate partner Deloitte. The Sales Forum will take place on Wednesday February 27th 2013, beginning with a welcome drink at 15.00h at the Vlerick Campus, Ghent. The theme of the forum is the relationship between Sales & Procurement.
A first class panel of speakers will explore the very latest trends and developments in both the sales and procurement area. We will also present the outcome of the “Sales & Procurement Survey” that has been launched in the last quarter of 2012.
To confirm your place, please register now by following this link: http://www.regonline.com/salesforum2013
The agenda for the day is the following:
|15.00 – 15.30 Welcome, registration & coffee15.30 – 15.45 Introduction: Marc Abels, Partner, Deloitte & Prof. Deva Rangarajan, Vlerick
15.45 – 16.45 Trends in Sales & Procurement – Dirk Hendrickx – Vice President EMAILA, BARCO – Gino Hendrikx – Head of Procurement, KPN Belgium (Base)
17:00 – 17.45 Results of the Sales & Procurement Survey Dirk Peeters, Director, Deloitte & Prof. Deva Rangarajan, Vlerick
17:45 – 18.30 Panel discussion on survey results – Interactive Q&A session – Alfons Dom – Regional Business Leader, 3M – Patrick Doyen – 25 years of experience in FMCG Sales & Marketing – Henk Talpaert – Procurement, Amcor – Didier Dekeyzer – Head of Procurement, bpost | Board of Directors PICS
18.30 – 19.30 Networking Drink
Mondelēz International, Inc. (NASDAQ:MDLZ), the world’s pre-eminent maker of chocolate, biscuits, coffee, gum and candy, is commemorating its launch as a new company with events across its operations in all across Europe. The celebration is part of a worldwide event involving around 100,000 Mondelēz International employees across more than 80 countries and 300 offices, research and development facilities, distribution centers and manufacturing sites.
Formerly Kraft Foods Inc., the maker of many of the world’s favorite food and beverage brands — including Cadbury, Jacobs, LU, Milka, Philadelphia, Tassimo and Trident — changed its name to Mondelēz International, Inc. after spinning-off its North American grocery business on Oct. 1. The company name is a newly coined word that evokes the idea of a world of “delicious products.”
Everyone who is in sales should take these 10 tips into account when making a sales call!
You can also download the word version on our Learning Corner!