Diploma in Sales Management

Diploma in Sales Management Summary

Duration: 9 Months
Schedule: 6 Weekend Workshops
Starting: October 2011
Fees: €6,950
Programme Director: Dr. Susi Geiger

 

Programme content

The programme consists of six modules, covering a broad range of business disciplines as follows:

• Sales Strategy & Design - This module introduces sales operations as a strategic element in a firm’s competitive toolkit.
• Planning High Performance Sales Operations - This module examines the firms’ go-to-market strategies in operational and tactical detail. Issues covered in this module include an analysis of customers, territories, targets, and sales processes.
• Marketing and Customer Value Proposition - This module presents a compelling approach that allows suppliers to demonstrate and document superior value compared to the next best alternative from the customer’s perspective, and thereby insulating themselves against price-based competition.
• Account Management: Selling, Relationship and Negotiation Skills - This module will address the differences between transactional, consultative and enterprise selling such that the participants can identify where each technique is most appropriately employed.
• Business Management Skills Set: Law, Finance & Accounting - Effective selling and sales management requires a set of skills in business management, and most particularly accounting, finance and commercial law.
• Leadership and Coaching - This module investigates the unique challenges of leading a sales force, from a cultural and managerial perspective. It will equip participants with an in-depth understanding of the principles and techniques of coaching and mentoring as a developmental tool. 

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