Lahore School of Economics

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Sales Force Management

Mr. Arsalan Khan, Sales Head – Nestle, was invited on September 30, 2016 to the Lahore School of Economics to deliver a lecture on ‘Sales Force Management’ to the outgoing MBA students.


“What matters most is your response to a position or an opportunity. Sales managers were no longer just implementers of strategies but had become commercial managers who ensured efficient channel management takes place,” said the speaker.

Mr Khan discussed the future of sales and said that it lies in 'understanding who buys the product and where it is sold', which he termed as the trade insight. He stressed upon the importance of knowing what the retailers wanted, how the shoppers interacted and the shopper preference model, in the creation of efficient channel strategies. In the end he answered students' questions.

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posted by S A J Shirazi @ 10/07/2016 10:48:00 AM,

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