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Management & Marketing no. 3/2009
Managing your executive MBA program to its maximum sales potential:
an exploratory and holistic approach
Abstract. The purpose of this research is to determine methods in which Business Schools can
manage its Executive MBA Program in order to achieve maximum desired sales (i.e.
enrollment). To determine this information, the state of the Executive MBA market was
examined in detail as well as the issue of organizational inefficiency with regard to the bottom
line. In addition, a sales management framework, which looks at maximizing sales from an
internal holistic perspective, was subsequently introduced as to its applicability to ignite
increased sales within the Executive MBA program management setting. The findings of this
study indicate that institutions of higher education can potentially achieve maximum desired
sales within its Executive MBA Program if a more holistic approach is taken to thwart out
organizational inefficiencies. The results of this exploratory study can have significant
implications on how Business Schools and entire universities are managed for future growth
and development.
Keyword: Executive MBA Program, sales, enrollment, maximize.
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The Classes of Economic Concentration and the 80% Factor , Cezar Mereuță
Foreign Majority Ownership in the Node Companies of the Main Markets in Romania - Compendium , Cezar Mereuță, Ionuț Pandelică, Amalia Pandelică
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