About

Initiated in 2011, the Vlerick Sales Excellence Centre (SEC) is one of Europe’s first academic research centres dedicated to the management science of sales. Sales management is approached as a domain of management science and not only as a craft or an art, as it’s usually treated. We believe that thorough academic research, rigorous analysis, thoughtful reflection, and inspired teaching can raise the quality and efficacy of the sales management function as well as its corporate status and influence.

The Sales Excellence Centre draws together resident Vlerick faculty, visiting fellows from universities in the US, sales management experts from different industries and ambitious and leading practitioners of sales management.

Our mission is to be at the forefront of researching, collecting, and disseminating sales management related topics to the academic, practitioner, and student communities. We conduct academic and applied research, deliver executive education, develop toolkits for sales management and facilitate a network of sales aficionados in Europe.

We focus on relevant, current, sales related issues to the business community and apply rigorous academic processes to understand the complex dynamics involved in managing a sales force. Subsequently this practically relevant, academically sound results will be disseminated to a broader range of audiences interested in this topic.

Pillars of SECOur work consists of four main building blocks:

  1. research
  2. education
  3. executive development
  4. networking

 

Our research and programmes deal with general management topics relevant for sales professionals:

  • Sales and cross-functional integration
  • Marketing
  • Negotiation skills
  • Supply chain management
  • Finance for non-financials
  • Customer/supplier driven innovation
  • Leadership
  • Performance management
  • Team development

Follow us on Twitter: #SalesCentre

 

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