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Dates:
13. - 15. Dec 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,300 €
Target audience

Managers with several years of professional experience in sales, marketing, or customer management.

Key topics
  • Managing the salesforce: Setting, monitoring, and steering the right key performance indicators
  • Solution selling: Building the capabilities required for selling complex service solutions
  • Digitalization: Transforming sales management through analytics and automation
  • Managing the change: Achieving buy-in from sales managers and sales representatives
Take-home value
  • approaches to modern sales management
  • get to know new frameworks and concepts, research insights, and best-practice examples
  • take a critical look at personal approaches to sales management and plan specific actions for optimization
  • transport the competencies required for a contemporary management of sales into a company
  • capitalize on the exchange between executives form different industries
Dates:
Sep 13-15, 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,000€
Target audience

Executives concerned with initiating, accompanying, managing, or leading change initiatives.

Key topics
  • Understanding the need for change and the challenges accompanying it
  • Archetypes and dynamics of change processes
  • Why change initiatives fail
  • Factors of successful change
  • Dealing with resistance
  • Influencing others to change
  • Individual preferences in change interactions
  • Understanding and leading technical and adaptive change
  • Frameworks and tools for understanding and leading change
Take-home value
  • greater awareness of change processes, typical patterns, and their challenges.
  • deeper understanding of change as a major aspect of organizational life.
  • frameworks and tools to initiate and successfully implement necessary change.
  • solid network of global contact
Dates:
9. - 10. Nov 2017
Duration:
2 days
Location:
Schloss Gracht
Tuition:
2,100 €
Target audience

This course is designed for professionals who already have experience in the field of negotiating and would like to update, deepen, and broaden them.

Key topics
  • Expand and improve your negotiating style
  • Different negotiation strategies for different situations
  • Successfully lead multilateral and complex negotiations over the whole process
  • Update and deepen your knowledge about how to prepare negotiations
  • Controlling negotiations
Take-home value

This program was designed for managers who would like to refresh or extend their knowledge of negotiations. They will learn how to successfully lead complex negotiations methodically and how to deal with obstacles and confusion. By simulating negotiation situations in a “safe environment,” new approaches can be tried and tested.

Dates:
29. Nov - 1. Dec 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,300 €
Target audience

Managers involved in strategic decision making and implementation.

Key topics
  • Proactively assessing the competition in an industry as well as their actions and reactions
  • Thinking like a strategist and analyzing strategic options
  • Designing and formulating competitive strategies
  • Business planning for both mature business lines and new enterprises
  • Sustaining your competitive advantage
  • Managing the low-price competition
  • Capitalizing on new opportunities for product innovation
  • Convincing organizations that they need strategic transformation
Take-home value
  • sharpen strategic acumen
  • learn how to apply strategy, both to theindividual role in the company and to the entire organization
Dates:
12. - 17. Oct 2017
Duration:
6 days
Location:
Berlin
Tuition:
5,000 €
Target audience

Top professionals under the age of 40 from the global health sector: clinicians, educators, policy advocates engaged with the public on critical health issues, and emerging healthcare and public health leaders from the non-profit and private sectors.

Examples for sending organizations of the Young Physicians:

  • Ariel Glaser Pediatric AIDS Healthcare
  • Bayer AG
  • Department of Orthopedic Surgery, Medical School, University of Tampere
  • Ghana Health Service
  • Hospital de Pediatria Centro Medico, Instituto Mexicano del Seguro Social
  • N.N. Petrov Research Institute of Oncology
  • Oxford University, Nuffield Department of Population Health
  • Philips Connected Care
  • Roche
  • Siemens Healthineers
  • WHO collaborating Centre for Maternal and Child Health
Key topics
  • Understanding the organizational interdependencies leading to strategic action
  • Identifying and practicing leadership styles adapted to distinct situations in the global health sector
  • Effective decision making as a key leadership skill
  • Experiencing diversity in the global health sector
  • Cooperation and teamwork across silos
Take-home value
  • Greater awareness of leadership patterns and challenges as well as strengthening their own leadership style and understanding  cultural differences in leadership behaviors
  • Gaining a deeper understanding of organizations acting in the global health sector and how they should interact, especially the potential for  public-private partnerships
  • Active participation in design  and presentation of a dedicated workshop at the world’s most prominent forum for addressing global health issues, the World Health Summit: http://www.worldhealthsummit.org/about-whs.html
  • Solid network of global contacts

 

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