The previous weekend in Zagreb Executive MBA 15 generation attended the Sales Management module delivered by professor Primož Hvala.
During this 3 days long module participants learned key principles of sales management and gained deeper understanding of some crucial sales concepts. Through the course, the sales management topics were connected with marketing, human resources management and business strategy which showed the interdependence between different business functions and benefits that sales can get from internal cooperation. At the end of the module, participants discovered how to evaluate and how to improve sales management in their own companies or how to better work with sales department if they are not sales managers.
Highlight of the Sales Management module was revealing importance of managing sales force, which means managing people, for success in sale. Professor stressed out also importance of inspiration, motivation, setting examples, helping solving problems, controlling efficiency of sales force and sales activities, key account management, developing right strategy and organizational systems. Module started with discussion about the connection between sales and marathon, while on the second day of this module students discovered the connection between sales and dead fish.
Professor Primož Hvala has started in Marketing, moved to Sales and upgrade both with HR experience and knowledge. He worked for clients from Finance & Insurance industry, FMCG, Automotive industry, public sector… Primož is a founder and partner of Human & Sales Consulting, Sales Management professor at COTRUGLI MBA & EMBA programs and Sales expert at Linea Directa. His expertise is evaluation and development of individual’s management or sales potential, organizational climate, sales management audit, KAM, consultative selling, sales planning, managing and motivating sales force, brand, sales performance and processes, rewording systems, marketing management, performance and talent management, leadership.
The traditional 8th COTRUGLI Days started today and will last until Saturday, October 13.
Within this annual COTRUGLI event, EMBA ZG 14, EMBA 9 Belgrade & MBA 8 generations are attending the Business 360 module, while EMBA ZG 15, EMBA 10 Belgrade & MBA 9 generations are participating at the Entrepreneurship module with professor Davide Sola.
Business 360 module is delivered by professors Terence Tse, PhD, Danny Goh and Mark Esposito.
This module places emphasis on multiple perspectives of business and society. More specifically, it focuses on how frontier technologies are changing the business landscapes and vice versa. On successful completion of this module, students will be able to understand the developments of the latest frontier technologies, develop an understanding of the impact and implications of new technologies in economies, societies and businesses and consider how new technologies will reshape specific industries.
Entrepreneurship module is delivered by Professor Davide Sola, PhD.
During this module, students will develop skills for evaluating, articulating, refining and pitching a new product or service offering, either as a start-up business or a new initiative within an existing firm. At the end of this module, students will be able to understand and distinguish an “opportunity” from an Idea, have the ability to create successful Value Propositions that responds to real “vivid” needs of a customer segment and have creative confidence that will help them to respond with creativity to the many challenges that entrepreneurs need to face.
Shortly about the lecturers:
Terence Tse, PhD is Associate Professor of Finance at ESCP Europe Business School and visiting professor at COTRUGLI. Terence obtained his PhD in Management Studies from the Cambridge Judge Business School, University of Cambridge, UK. As an independent consultant, Terence advised Shell International, F&C Asset Management, Alliance Boots, Alitalia as well as a Cambridge University-based biotech start-up.
Dr. Mark Esposito teaches Business, Government & Society & Economic Strategy and Competitiveness for Harvard University’s Division of Continuing Education and serves as Institutes Council Co-Leader, at the Microeconomics of Competitiveness program (MOC) at the Institute of Strategy and Competitiveness, at Harvard Business School.
Danny Goh is a serial entrepreneur and an early stage investor. He is the partner and Commercial Director of Nexus Frontier Tech, an AI advisory business with presence in London, Geneva, Boston and Tokyo to assist CEO and board members of different organizations to build innovative businesses taking full advantage of artificial intelligence technology.
Davide Sola is Associate Professor of Strategy, former Director of ESCP Europe London campus and Visiting Professor at COTRUGLI Business School. He earned his doctorate in Enterprise Economics from the University of Torino with a thesis on ” – Organizational transformation”. Dr. Sola’s research interests are in corporate transformation, strategic renewal, entrepreneurship and applied enterprise economics.
Our traditional 8th COTRUGLI Days have just started! All of our current students gathered in the peaceful town of Umag and are excited to both gain new knowledge and meet their colleagues!
Currently, EMBA ZG 14, EMBA BG 9 & MBA 8 generations are attending their Business 360 module with professors Terence Tse, Danny Goh and Mark Esposito, while EMBA ZG 15, EMBA BG 10 & MBA 9 generations are participating at their Entrepreneurship module with professor Davide Sola.
We are wishing a warm welcome to all of the attendees and also inviting our alumni and guests to join us on Friday and Saturday for the Business 4.x & Future of HR conference!
Don’t forget to share your experience with us: #COTRUGLIdays
Executive MBA 15 generation attended their Operations Management module in Zagreb. The module was held from September 14-16, 2018 and was delivered by Professor Giovanni Scarso Borioli.
During the lecture, participants learned how to match operations and processes to business strategy and how to shape processes to deliver goods and services while planning and controlling ongoing operations and improving process capabilities.
Professor provided a great number of real life examples which helped students to understand the lecture, and to prepare themselves to implement knowledge immediately.
Through this course students developed a deeper appreciation of Operations Management concepts and frameworks.
Professor Giovanni is a full-time lecturer at ESCP Europe Business School, London Campus. He is the Academic Director of the Executive Master in Manufacturing Automation and Digital Transformation (EMMA), and he teaches Operations and Supply Chain Management, Corporate Strategy and Entrepreneurship at Bachelor, Master, and Executive levels. Giovanni hold a Master of Science in Engineering, a General Management Programme from ESCP Europe and a PhD from University College of London. Giovanni’s area of research is the design and management of planned, large-scale corporate transformation programes.
Since you are on your way or already have completed the program, you know that an ideal candidate includes an ambitious individual aware that investment in knowledge and quality networking are necessary for career development.
So, if you know someone who is entrepreneurial, has leadership potential and meets application requirements, feel free to share this link with them so they don’t miss opportunity to Experience E/MBA!
- Date: September 21-23, 2018
- Lecturer: Manuel Alonso Coto, PhD
- Topic: The role of blockchain in digital transformation
- Location: COTRUGLI Business School, Zagreb
- Application deadline: September 13, 2018