Weekly Schedule

MONDAY, FEBRUARY 06

1030 - 1200

SAAD AZMAT

CORPORATE FINANCE Read: The Venture Capital Revolution Assignment: Be prepared for a class discussion.

1200 - 1230 Break

1230 - 1400

ALI KHALIL MALIK

FINANCIAL ENGINEERING AND RISK MANAGEMENT Topic: Introduction to Value-at-Risk and Expected Shortfall (Analytics and Simulations) Case: F&S Investments: Understanding Value at Risk Assignment: Be prepared for a class discussion. Read: Hull: Chapters 8, 12 & 13

1230 - 1400 SALES FORCE MANAGEMENT Venue

(Section A) LUQMAN AWAN : Auditorium A-101 Case: NetApp: The Day to Day of a District Manager Assignment:

1. As Jim, which representatives in your district would you retain, and which would you fire if you had to decide in February of 2002? Why?

2. In Q1 / 03, Jim’s district was expected to yield in a 30% annual growth, with the same or less resources. As Jim, what would be your next steps in negotiating with your RD and with your representatives? Be prepared to describe a specific 3-point action plan, and to role-play.

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3. In Jim’s place, what would you have done about a contributor you considered to be “marginal” such as John Parker? Would you try to reallocate quota/regions to best use him or terminate him and risk not finding another rep to replace him?

4. What would you have done about Eric van Stone? Please explain.

5. As Jim, what would you do, if anything, to improve your relationship with your RD Alice Minnelli? Please explain.

6. As Jim, given his busy schedule and high pressure to perform in fiscal year 2003, how would you allocate the hours in your average day among the many possible activities that could consume your time (recruiting, supporting reps, monitoring sales, going on sales calls, managing upward and lateral relationships, etc)? Read:

1. The Ultimately Accountable Job: Leading Today’s Sales Organization

2. How Many Salesman do you Need

3. Deployment, Focus, and Measuring Effectiveness

1400 - 1500 Lunch break

1500 - 1630

(Section B)...