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Huizenga College of Business Students

Building a Winning Sales Team

1 Full Day  |  .6 CEUs

The value of a sales force is based on its responsibility to create sales on its exposure to the public as the "face" of the company, and on the fact that it is entrusted with the most important corporate asset: the customer (Zoltners, Sinha, and Zoltners 2001). In fact, the overall performance and profitability of an organization is directly related to the quality and performance of the company's sales team. Since sales forces represent such a significant role for many companies, developing and maintaining a winning sales team has become a priority among firms today.

Program Description

Topics include:

~ Understanding the skills and behaviors necessary to succeed in sales - Do you have a thorough understanding of what the job holder needs to do in order to achieve success in the job?
~ The concept of "Job Matching" - NOT simply a well-defined job description. Important key…matching the strengths of the individual with the strengths required by the job.
~ Recruiting great sales people and interviewing


This program is designed for sales managers and those looking to become a sales manager.


Any of the executive education programs offered by the Hudson Center of Entrepreneurship and Executive Education (HCEEE) can be delivered to your organization either at your location or in our classroom. Please contact us for more information.

Program Fee

Program fee varies based on the size of your group and includes tuition, instructional materials and lunch. Please contact us for more information.


John F. Riggs, D.B.A.

Dr. Riggs is an Assistant Professor of Marketing at Nova Southeastern University. He has more than 25 years of professional and managerial sales expertise. His experience ranges from sales representative to area and regional sales director all the way to VP of sales. Dr. Riggs has worked in pharmaceuticals at such companies as MedPointe, Aventis, and The Medicines Company, as well as in corporate and international sales management. Today, he has entered the academic arena, where he teaches the sales managers of tomorrow. In addition to his professional accolades, Dr. Riggs is a renowned speaker who will teach you skills that will help you become a more successful and effective sales executive. Bottom line–you will learn how to immediately increase sales productivity and improve your company's revenue.

Comments From Past Participants

"Enjoyed class; very informative."
Dave Lepird, Regional Sales Manager | MAPEI Corporation

"[The program] was very good because it has practical use in the real world. Enjoyed the class very much."
Diane Martinez, Sales Manager | Comcast

Course Customization

Using core programs, we can customize the material to fit your corporate training needs. With our extensive resources and program facilitators, we will design a program that is tailored to fit your specified objectives and requirements.

Contact Information

For additional program information, please contact us at:

Hudson Center of Entrepreneurship and Executive Education
H. Wayne Huizenga College of Business and Entrepreneurship
Nova Southeastern University
3301 College Avenue, Carl DeSantis Building, Suite 2088
Fort Lauderdale-Davie, FL 33314
Tel: 954.262.5161
Toll Free: 800.672.7223, ext. 25161
Fax: 954.262.3188

Want more information about this program or any of our course offerings? Fill out the form below and an executive education enrollment counselor will respond to your message within the next 24-48 hours. Thank you for your interest in the executive education programs from NSU's Huizenga College of Business!

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