Sales Tutorial Videos coming up soon!

For all those of you interested in sales as a strategic career choice and eager to participate in our Sales Competition later this year, watching our Sales Tutorial Videos is a must-do! In these short videos, our very own Prof. Deva Rangarajan will give you a brief overview of the elements of a sales call and how to be successful when doing a sales call. We will be uploading our tutorial videos one by one in the coming weeks so stay tuned and visit our website regularly for new material!

And in the mean time: start by watching our first introduction video!

 

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Kick-Off Event Sales Club (25th September 2012)

We are happy to announce that on September 25th, 2012 we are officially launching our Sales Club for the new academic year with a kick-off meeting open for all students interested in sales as a potential career choice. Sponsors of our sales initiatives will be present to discuss the topic of sales as a strategic career choice and explain why they are working with us and what is it that they expect from this partnership with Vlerick.

Our kick-off event is open for all our Masters students in both our Gent and Leuven campus. Only students who subscribe in advance will be allowed at the event (Click here to learn how). The kick-off event takes place on our Gent Campus in the Chapel and starts at 7pm sharp. The schedule is as following:

  •  7pm-7.15pm: Introduction by Prof Deva Rangarajan “Sales as a strategic career choice”
  • 7.15pm-8.15pm: Introduction of our platinum, gold and silver sponsors
  • 8.15pm-8.30pm: Q&A (moderated by Prof Deva Rangarajan)
  • 8.30pm-9pm: Informal reception (possibility to talk with all our sponsors)

We are happy to welcome the following sponsors/speakers:

Kenneth Bornauw, Unilever – Sales Director

Kenneth Bornauw is the Sales Director of Unilever Belgium. With a background in marketing and product management, he started his career at Unilever as a Category Manager Personal Care where he quickly made it to Business Team Leader. Before taking up his current position, Kenneth worked in different international positions (for Unilever France and Unilever Morocco) and as a Category Director Margarines for Western Europe (Unilever Europe (NL)).

Jurgen Vandervelde, P&G – Associate Marketing Director

Jurgen Vandervelde is an associate Director at P&G with vast sales and marketing experience. He is currently responsible for designing, coordinating and integrating the Belgian and Netherlands commercial and marketing strategy. Jurgen started his career in Customer Business Development (CBD, Sales) as a sales rep, as all sales people in P&G do. After this he held different positions as key-account manager, market strategy&planning manager and eventually customer team-leader. He then made a transition to the P&G prestige business, of which he became country manager BENELUX. Before taking up his current position, Jurgen led P&G’s Belgian household care business as associate marketing director.

Chantal Goossens, Coca-Cola Enterprises – Field Sales Director Home Channels

Chantal Goossens is the Field Sales Director Home Channels of Coca-Cola Enterprises Belgium with extensive sales experience. She is responsible for a team of 270 people including sales managers, district managers, sales reps & merchandisers for in Home channels. Chantal started her career at Coca-Cola Enterprises as a National Account Manager in charge of the customer Colruyt and other smaller retailers where after she became Home Channel Manager. Before working at Coca-Cola Enterprises, Chantal worked in sales functions for different FMCG companies like Douwe Egberts, Stimorol and Master Foods (Mars Belgium).

Siska BossuytMicrosoft – Business Group Lead Dynamics CRM

Siska Bossuyt is responsible for Business Group Lead Dynamics CRM at Microsoft with vast experience in sales and CRM systems. She started her career at Microsoft as a Presales Consultant for Microsoft Dynamics CRM where after she became responsible for Solution Sales Dynamics CRM. Before working at Microsoft, Siska gained experience as a Product and Customer Service Manager working for Barco Projection Systems, PM Komponenten and Navico (Navision Consulting Partner).

Roland VermooteFerrero – Sales Director Belux

Roland Vermoote is Sales Director Belux Ferrero since 2003. He started his career at P&G and worked there for 9 years in different positions in the Sales department (starting from sales rep to Unit leader to KAM and business development Manager). Afterwards he became country responsible for Petit Bateau Benelux for 3 years. In 2003 he started at Ferrero Benelux as National Account Manager Belgium to become Sales Director Belux in 2006.

 

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Why everybody should do Sales

Based on an original post from Felix Wehmeyer from Oracle on July 3, 2012.

I speak with many business students and ask them what job they want to get into. Most of them tell me they want a job in Marketing, Management Consulting or Finance. I hardly ever hear “Sales, that is what I want to do”, and I often wonder why.

I would like to start with a quote from Zig Ziglar, a successful salesman:

“Nothing happens until someone sells something.”

But to get back to the main point, why wouldn’t you want to get in sales? When people think of sales, they picture a typical salesman in their head and think that selling is scary and all about manipulating, pressuring and pushing someone into buying something they don’t need. Are these stereotypes accurate? I don’t believe so:

So why should you want to be in sales? If you think about selling as providing the solution for the problem and talking about the benefits of making a decision, then every job in this world comes out of selling. In every job you deal with coworkers that you want to convince of your ideas or convincing your boss that the project you want to work on is good for the company.

These days, consumers and businesses are very well informed about services and products. When we are talking about highly complex products, such as IT solutions, businesses don’t accept your run-of-the-mill salesman who is pushing a sale. These are often long projects where salespeople have a consulting and leading role. Salespeople need to be able to consult companies and customers with their problem and convince a client that their solution is the best fit.

Next to the fact that sales, is by far, not as scary and shady as you thought, there are a few points that will make you want to consider a sales career:

  • Negotiating skills – When you are in sales you will learn how to negotiate. Salespeople learn to listen to their customers and try to make them happy, overcoming objections and come to a final agreement that both parties are happy with.
  • Persistence/Challenge – As a salesperson you will often hear a negative answer, in a sales role you will start to embrace this and see a ‘no’ as a challenge not as a rejection. This attitude change can help you a lot in your career, but also in your personal life. You will become more optimistic and gain a go-getter attitude.
  • Salary – As salespeople are seen as the moneymakers for the company, companies often reward their sales teams generously. Most likely in a sales role, you will receive a good basic salary and often you get nice bonuses on top of that based on your performance. Further you can expect many other benefits as companies know that there is a high demand for good salespeople.
  • Teamwork – Sales is a lot like having your own business, you are responsible for your own territory or set of clients. You are the one who is responsible for the revenue coming from that territory. So in order to gain revenue you will have to work together with many departments and people to make that happen. Every (potential) client could be seen as a different project, and you are the project leader.
  • Understanding customers and the business – From any job that you choose sales will get you the most insight in the market. Salespeople are usually well-connected, talk with different customers and learn about the market and are up-to-date about all latest changes. Even if you want to change to a different role in the long run, you have a great head start as you understand the market and customers like no one else.
  • Job security – Look at all the job postings out there. Many of them are sales-related. So if you want to have a steady job, plenty of choice and companies willing to invest in you, sales could be something for you.

Let’s put it like this: it’s worth considering a job in sales!

Read the original post on the Oracle website: https://blogs.oracle.com/campusrecruitment/entry/why_everybody_should_do_sales

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Danone’s Kris Geeraert on the Sales Club…

“The Vlerick Sales Club is an initiative which goes in the right direction, it provides a window for the participating students towards the Sales approach in the 21st century…”

“The Vlerick Sales Club is a very relevant and necessary initiative in my opinion. FMCG com.panies are evolving into more global organisations, in order to maximise synergies in several areas (finance, IT, HR, Marketing). The Sales responsibility however remains a local responsibility, as shoppers and customers are local. Local distribution is getting more complex, as shoppers are developing different expectations in different store formats (eg in a supermarket vs a proximity store or a hospital) / locations (eg in the city centre vs in a rural area) moments in time (for breakfast vs in the evening), and customers become more professional, as they became product suppliers too, with very good shopper understanding.

In order to continue to propose relevant answers to our customer and shoppers, there is a need to develop the right mix to answer to these changing needs. This starts with developing genuine shopper understanding, developing the right assortment with the right presentation by channel / retail format, and proposing the right activation approach. This goes well beyond negotiation plans. Universities have historically always focused on the Marketing competency, whereas the Sales competency has mostly been treated in a step-motherly fashion. The Vlerick Sales Club is an initiative which goes in the right direction, it provides a window for the participating students towards the Sales approach in the 21st century, and take a first initiative to give an academic answer to the growing need of Sales professionals. I support this initiative, and count on the talents which will graduate in the coming years. Good luck to all!”

Kris Geeraert, Sales Director Danone BeLux

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