ESADE Alumni is pleased to invite you to this Refresher Programme talk entitled ''The five key factors in B2B sales'' by Óscar Torres, Director of the Executive Education B2B Management Programme, Director Global Business Development at Dassault Systemes, consultant, coach, advisory board member and expert in B2B sales and strategy.
The obstacles facing executives involved in B2B sales are totally different from those of B2C executives.
Tougher market competition has led to far more complex sales processes requiring more highly trained sales forces and, consequently, closer scrutiny from general management when creating the teams and processes needed to achieve business goals more predictably.
This talk is your opportunity to discover the five key factors of B2B sales.
Óscar Torres is the director of the Executive Education B2B Management Programme at ESADE and B2B Sales Management Professor of ESADE's EMBA as well as director of Global Channel Development at Dassault Systemes. He studied industrial engineering at the UPC, and holds a diploma in PDD from IESE. Torres has completed several management development courses at such prestigious institutions as Harvard Business School and Babson in USA, and CEIBS in China. He has a clear perspective of the industry after spending part of his career in companies including Valeo, Cobega (Coca-Cola) and Nacional Motor (Derbi – Piaggio), in departments ranging from process engineering and quality to purchasing, and had international responsibilities during his two years in China as head of the Customer Service and Organisation Department.
In 1995 he began his teaching career at UPC, specialising subsequently in Strategy and Sales. From 1998 to 2014 he was the associate professor of Sales Management at the IQS School of Management (URL). In 2001 he joined the US software company SolidWorks, belonging to the French group Dassault Systemes. He is quickly promoted to Sales Director of the Iberian Peninsula. and in 2005 was appointed Country Manager in Spain and Portugal. Torres has also taken part in many international conferences and participated in teacher exchanges in the MBA programmes at the Masagung Graduate School of Management (University of San Francisco), Loyola School (University of Chicago) and Fairfield University, New York. In 2013 he designed and was the academic director at EUNCET Business School of a B2B Sales Programme for sales executives and managers, which achieved a high participation (40%) of managers and was very well received by the foremost Catalan media (Semáforo Verde in La Vanguardia – 16/7/13). Advisory board member of several companies including the IMAN Corporation. Torres has also facilitated the creation of management committees in such major companies as Danone in Spain.
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