MBA Open Course – Sales and Negotiations
This course will address the subject of building an effective sales organization. You will understand how to design a good sales process and manage a great sales team, complemented by learning the principles of distributive versus integrative negotiations. Like all my courses, it will be slightly philosophical in nature. By that I mean that we will discuss the systemic nature of things, the basic principles on which the subject stands and we will try to understand their practical application from this angle.
Being philosophical does not mean being abstract or impractical, quite the opposite, but it does mean that I will do my best to make you understand why things work the way they work, not just learn some best practices. Best practices are always
the solutions of the past, and frequently not really “best”, but rather “most practices”.
While they are a good learning, they can only serve as examples and cases for discussion. Your success will NOT come from doing what others have done
DAILY SCHEDULE: 14:00-21:00 Friday & 09:00 – 16:00 Saturday & 09:00 – 16:00 Sunday.
LOCATION: MsM Romania HQ, 99 Dacia Blvd, 3rd floor.
“Adrian is a brilliant professional and person. As a professional, he had several relevant work experiences, which are used in many case studies and practical advice. As a person, he has developed an analytic research of businesses’ best practices, which makes him a complete academic and trainer.”
Daniele Iacona, Senior Associate, Schonherr si Asociatii
Adrian Stanciu is a leading Organizational Development consultant in Romania, specializing in organizational culture management and change. His work touched more than 50 organizations, large and small, in Romania and other countries, and many hundreds of managers and leaders.
Prior to being a consultant, his career included management positions such as Managing director of Xerox Romania, Business Unit director of Xerox CEE and General Manager of Arexim, a Romanian IT systems integrator company that he co-founded and subsequently sold to Xerox Corp.
In the management development field, Adrian has developed and delivered numerous Executive Training programs to customers of various sizes and of various industries, such as IBM, Xerox, Orange, Raiffesen Bank, Citibank, Allianz, Vodafone and many local entrepreneurial companies as well as coaching top executives from various industries. He also consulted a large number of companies and top executives from companies large and small, local and international, such as Banca Transilvania, eMag, Raiffeisen, Deutsche Bank, Romatsa, Cărturești, etc. on subjects related to organisational design and culture.
In the academic field, Adrian has graduated as a MSc in the Bucharest Technical University in 1985. He has taught various subjects in graduate business programs in the Bucharest Technical University, the National School of Political Studies, the Academy of Economic Studies as well as the Change Management course in the University of Ottawa and the Canadian-Romanian MBA, and the OBHRM and Change Management courses for CEU Business School.
Adrian is also a constant voice in the Romanian business press, with more than 70 articles published.
TUITION FEE: 480 eur
DISCOUNTS: 5% for 2 people, 10% for 3 or more from the same company; 15% for MsM Romania students and alumni, 10% NRCC, Romanian Business Leaders and Erudio members.
Please check your inbox for information about payment after registration.