The speed of economic and technological changes represents an increasing challenge in today’s global business environment. The capability of businesses to address this dynamic landscape with innovative and effective solutions will determine their success in the market place. Maastricht School of Management is launching a master class series to guide companies and organizations towards business excellence.Learn from senior practitioners from around the globe the latest insights, developments and best practices on four hot topics shaping today’s business landscape! The master class series takes place from March - June 2014 at the Maastricht University Campus in Brussels, Belgium. See below the list of master classes.

1. Master Classes
for Business Excellence
Brussels, Belgium March - June 2014
Join our master class series and learn from senior, hands-on
practitioners how to address the challenges of today’s dynamic
business environment.
The Globally Networked Management School

2. Master Classes for
Business Excellence
Best Practices in Sales Efficiency and Effectiveness
27 March 2014, 9.30 - 18.00 hrs.
The speed of economic and technological changes
represents an increasing challenge in today’s global
business environment. The capability of businesses
to address this dynamic landscape with innovative
Master class focus
Instructor Sandy Vaci
After completing this master class, you will have
A Senior Adjunct Lecturer in MBA studies at
gained following skills:
the Maastricht School of Management and
• uilding and managing a sales function: learn to use
B
the Central European University. As a former
the latest practices such as predictive indicator based
planning, integrated third-party channel management,
in the market place. Learn from senior practitioners
from around the globe the latest insights, develop-
1. est Practices in Sales Efficiency and
B
50 countries across four continents, building
and managing businesses for companies
U
• sing sales management components and templates:
International, Citibank Global Consumer
scorecard.
Bank and the Royal Bank of Canada. For the
• ales process planning and sales engagement:
S
business experience, during which he drove
handling rejections, closing techniques.
Citibank’s CRM strategy and implementation
in 26 countries, built Raiffeisen’s SME banks
2. From ‘Big Data’ to ‘Customer Focused CRM’
4. Microfinance and SME banking
master classes he draws on 33 years of
familiarization with permission-based sales,
Effectiveness
3. From Social Media to Social Business
including Procter Gamble, Cadbury
from capacity planning to compensation to balanced
ments and best practices on four hot topics
shaping today’s business landscape!
international executive Vaci has worked in
etc.
and effective solutions will determine their success
Master class approach
in 11 markets, and developed, managed and
integrated sales, channel and marketing
functions in various industries and cultures.
Participants will work and learn together by reviewing
Vaci is the author of four books on best
examples of best practices from around the globe,
business practices and, in addition to his
tackling real-world business issues and reflecting on
teaching activities, is active in board duties
case studies and their own actions. Participants will
and advising companies around the world.
acquire knowledge and skills through the analysis and
His clients include, among others, Unilever,
discussion of actual actions.
Successful International Models
Morgan Stanley, TEVA, SAB Miller, Deutsche
“MsM taught me how to think globally. This know-
Telecom, Monsanto, Generali, NNG.com and
ledge has been a critical success factor in my ongoing
projects and my career development. This unique
Student profile
institute, strongly contributed to my personal growth.”
Managers and executives in Sales, Sales Support,
Ms. Keti Nadirashvili, MBA
Marketing, Channel management, as well as Business
Deputy Head of Financial Markets Department;
Unit Heads in all industries will benefit most from
Project Manager of Business Continuity /
the course. The master class will also be relevant for
National Bank of Georgia
functional department heads dealing with sales,
as well as other areas which depend on sales results
and activities.
the Small Business Banking Network.

3. Maastricht School of Management | Master Classes for Business Excellence
From ‘Big Data’ to ‘Customer Focused CRM’
From Social Media to Social Business
17 April 2014, 9.30 - 18.00 hrs.
8 May 2014, 9.30 - 18.00 hrs.
Master class focus
Master class focus
Instructor Sandy Vaci
After completing this master class, you will have
Instructor Bruno Bitter
See Sandy Vaci’s full profile in the master
After completing this master class, you will have
A communication and branding expert
gained following skills:
class Best Practices in Sales Efficiency and
gained following skills:
dual-based in Budapest and Berlin, with
• sing “big data” capabilities to drive revenues from a
U
Effectiveness.
• earning to use the latest and best practices from the
L
a keen interest in developing meaningful
social media landscape: digital channel management,
relationships between people, concepts,
implementing distributive and participative approaches.
products and brands. Bitter is founder, CEO
customer-centric approach and through predictive
modeling.
• ntegrating opportunities provided by social media
I
a business case, setting up platforms, optimizing
and Creative Director of Next Wave Europe,
into existing business models: from “Innovation”
an insights-based, digitally focused brand
through “Knowledge Management” to “Recruitment and
• RM (Customer Relationship Management): building
C
and strategy agency which became “Agency
Employee Branding” and “Superior Customer Service”.
of the Year” in 2012 boasting award-winning
Student profile
functionalities.
• RM enablers: latest segmentation practices, process
C
mapping.
• RM implementation: elements, steps, costs,
C
watch-outs.
Business Unit Heads, managers and executives in
Marketing, Channels, IT, Operations, Analytics, New
• electing the best uses of social media / social
S
business applications for revenue boost and impact
Universal Music. An alumnus of the Berlin
for knowledge-driven business areas or CRM develop-
quantification.
School of Creative Leadership, ELTE Budapest
ments will benefit most from the course. HR Heads of
Master class approach
work for Nike Inc., L’Oréal Paris, UPC and
Developments, Sales as well as executives responsible
companies using CRM and CEOs who are considering
CRM investments will also find this master class useful.
and Utrecht University, Bitter’s past teaching
Master class approach
and speaking engagements include assignments at Corvinus University, Gabor Denes
College, CEU Business School and MOME -
Participants will work and learn together by reviewing
Participants will work and learn together by reviewing
examples of best practices from around the globe,
examples of best practices from around the globe,
tackling real-world business issues and reflecting on
tackling real-world business issues and reflecting on
case studies and their own actions. Participants will
case studies and their own actions. Participants will
Instructor Sandy Vaci
acquire knowledge and skills through the analysis and
acquire knowledge and skills through the analysis and
See Sandy Vaci’s full profile in the master
discussion of actual actions.
discussion of actual actions.
class Best Practices in Sales Efficiency and
Moholy-Nagy University of Art and Design.
Effectiveness.
Student profile
Managers and executives in Marketing, Corporate
Communication, New Channel Development, Alternative Delivery Networks, HR and CSR areas will benefit
most from the course, as well as CEOs and Executives
in innovation-focused companies in all industries.
The Globally Networked Management School

4. Maastricht School of Management | Master Classes for Business Excellence
Microfinance and SME Banking - Successful International Models
Practical information
12 June 2014, 9.30 - 18.00 hrs.
Location and time
All master classes will take place in Brussels.
Master class focus
Maastricht University Campus Brussels
Instructor Sandy Vaci
Avenue de l’Armée / Legerlaan 10
After completing this master class, you will have
See Sandy Vaci’s full profile in the master
1040 Brussels, Belgium
gained following skills:
class Best Practices in Sales Efficiency and
www.maastrichtuniversity.nl/campusbrussels
• icrofinance and its special issues, managing its
M
Effectiveness.
evolution into SME banking.
Master classes start at 9.30 am and end at 6.00 pm.
• ME banking: defining segments around the world,
S
investigating most efficient business models in
emerging and developed markets.
Master class approach
Language of instruction
All master classes are fully taught in English.
• SME (Micro+SME) specific tools, tactics, strategies:
M
segmentation models, acquisition and channel
Participants will work and learn together by reviewing
allocation, offer and pricing optimization, credit risk
examples of best practices from around the globe,
management, cost control.
tackling real-world business issues, reflecting on case
Number of
Fee per master
studies and on their own actions. Participants will
master classes
class per person
support from competitors, other industries, govern-
acquire knowledge and skills through the analysis and
1
E 749
ments, NGOs.
discussion of actual actions.
2
E 699
3
E 649
4
E 599
• he power of alliances: targeting 360 SME needs with
T
Master class fees
Student profile
Company discounts:
Managers and executives in the Financial Services
sector, NGOs, government agencies or businesses who
wish to reach entrepreneurs and start-up businesses
(or who wish to develop joint initiatives with service-
• ompanies sending 5 people or more, for any number of
C
workshops: 5% discount on the above mentioned price.
• ompanies sending 10 people or more, for any number
C
of workshops: 10% discount on the above mentioned price.
providers targeting the same segments) will benefit
most from this course. The master class will also be
Application
relevant for SME Business Unit heads or Segment
To attend the course we would recommend you have:
heads, managers and executives of Sales, Marketing,
t
• hree or more years of working experience at the level
Product Development, Delivery Channels, Customer
Service and HR.CRM investments will also find this
described in the student profile of the master class
• solid skills in the English language
master class useful.
To apply for one or more master classes please fill in
the MsM online application form at:
www.msm.nl/programs/master-classes
More information
For more information on the content of the master
classes, please check our website www.msm.nl
or send an e-mail to admissions@msm.nl
The Globally Networked Management School

5. Maastricht School of Management
Endepolsdomein 150,
6229 EP Maastricht, The Netherlands
T: +31 43 387 08 08
E: info@msm.nl
www.msm.nl