Monday, July 28, 1997 |
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| PRE-CONFERENCE SEMINARS | ||||
| 9:00-12:30 | Leveraging Technology for Training and Performance, L. Dublin Benchmarking the Sales Process, G. Cargill |
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| 2:00-5:30 | Upgrade Your Sales Force, D. Kurlan The Art of Relationship Marketing, H. Brierley and R. Danielson |
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Tuesday, July 29, 1997 |
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| 7:00-8:30 | Conference Registration | |||
| 9:00-9:30 | Chairman's Address: Sales and Marketing Trends of Today and for the Millennium, C. Butler |
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| 9:30-10:45 | Keynote Presentation: Achieving Optimum Sales Effectiveness, G. Cargill |
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| Sales Leadership Strategies | Marketing Tools and Solutions | Motivation and Training | Managing the Impact of Technology | |
| 11:00-12:00 | Benchmarking & Baselining High Performance Teams, J. Hackett | Loyalty as a Competitive Advantage, D. McCarthy | Critical Success Factors for New Learning and Performance Technologies, L. Dublin | Demystifying Technology: How to Figure Out What You Really Need, M. Boone |
| 12:00-1:30 | Break | |||
| 1:30-2:30 | Keeping Your Sales Force Upbeat and On-Track, A. Miller | Data Mining and Your Sales Force, L. Nelson | The Next Step in Sales Force Effectiveness, K. Davis | The Remote Access Road to Sales Force Success, C. Calesi |
| 2:40-3:50 | In Search of a Sales Superstar, D. Kurlan | Maximizing the Relationship Between Inside and Outside Sales, A. Wetzler | R3TM Performance Revolution, R. Gajewski/G. Stewart | Developing a Sales Knowledge System for Competitive Advantage, R. Regazzi |
| 4:00-5:00 | Racing Past the Competition: The Intrapreneurship Approach, C. Palubiak | Using On-Line Services to Facilitate Global Sales, M. Shanahan/P. Buckingham | Marketing Domination: How to Get Closer to Your Customers, R. Karr | Speed Driven Selling, G. McCalmont |
Wednesday, July 30, 1997 |
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| 8:30-9:30 | Creating and Sustaining a Competitive Advantage, R. Billings | "Psychographics" Lifestyle Marketing: New Buying Patterns, K. Powell | Motivating Employees at NO Cost, B. LeBov | High Tech + High Touch = Higher Sales, D. Depp |
| 9:45-11:45 | Special Presentation: The Pursuit of Wow, T. Peters |
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| 12:00 | Exposition Opens | |||
| 12:00-1:45 | Visit the Exposition | |||
| 2:00-3:30 | Special Presentation: Focus: The Future of Your Company Depends on It, A. Ries |
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| 3:40-4:50 | Break the Barriers: Unlock the Power of Sales Creativity, T. McDonald | Streamlining Business to Business Marketing with New Media, S. Park/P. Karoczkai | 10 Principles of Effective Sales Compensation Design, D. Cichelli | The Internet: New Frontier of Computer-Based Training (CBT), F. Coyle |
| 5:00-6:30 | Visit the Exposition | |||
| 6:30 | Exposition Closes | |||
Thursday, July 31, 1997 |
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| 8:30-9:20 | How to Grow Your Business: FAST, P. Goldner | Why Doesn't My Marketing Communications Program Work? C. Hitchcock | Training Over the Intranet, M. Aronson/J. Brodo | Using the Internet to Leverage the "Information Value Chain" in Sales & Marketing, T. Sant |
| 9:30-10:20 | Keynote Presentation: Ask the Experts, G. Brewer |
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| 10:30 | Exposition Opens | |||
| 10:30-1:00 | Visit the Exposition | |||
| 1:00-1:50 | Keynote Presentation: The Departmental Face-Off: Sales & Marketing vs. IS, B. Goldenberg |
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| 2:00-2:50 | Women in Management: Ensuring Success and Avoiding Common Pitfalls, C. St. Martin | Crafting Database-Enabled Customer Service Strategies, M. Committe | Edutainment: Multimedia Games to Teach, J. Fraier/M. Decker | |
| 3:00-4:30 | Visit the Exposition | |||
| 4:30 | Exposition Closes | |||
Friday, August 1, 1997 |
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| POST-CONFERENCE SEMINARS | ||||
| 9:00-5:00 | Writing and Presenting Winning Proposals, T. Sant Achieving Total Sales through Virtual Selling, M. Committe |
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