Managing your executive MBA program to its maximum sales potential: an exploratory and holistic approach

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.