Managerial Leadership in Sales and Marketing
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Programme Overview
Leading a sales force in the Nigerian economy has become increasingly complex. As organisations transition from an allocation-based to a fully supply-driven market, changes in customer behaviour, competitive pressures, and organisational structures demand new approaches to leadership. This programme provides a practical framework to assess and optimise sales force performance, develop actionable strategies, and respond to emerging market challenges.
Participants engage in case studies, team exercises, and discussions designed to build leadership skills, enhance operational effectiveness, and motivate high-performing teams. They will learn how to integrate technology, implement best practices in sales planning, and use strategic pricing and route-to-market approaches. By the end of the programme, participants will be equipped to drive productivity, accountability, and measurable business results.
Key Learning Outcomes
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Sales Management Challenges & Strategy
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The challenges of sales management in Nigeria
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Strategy for price setting in sales and marketing
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Strategy for leading an effective sales force; route to market strategy
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Account management; dealing with competition
Leading & Organising the Sales Force
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Leading for results
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Leading an effective sales force in a challenging economy
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Organising and designing the sales force structure
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Evaluating sales performance
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Measuring and compensating the sales force
Customer Engagement & Relationship Management
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Managing relationships in a dynamic environment
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Use of social media to improve sales
Ethics & Social Responsibility
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Social and ethical responsibilities of sales executives
Prof. Louis Ifeanyi Nzegwu is a Professor of Marketing at Lagos Business School, bringing over three decades of academic and industry experience. Before joining LBS, he spent more than 20 years at the University of Wisconsin–Platteville, where he served as Professor of Marketing and Executive Director of the International Business Resource Center. He previously taught at Alcorn State University and held visiting professorships at institutions in the United States and Rwanda.
He teaches a wide range of marketing courses, including Sales Management, Pricing, Marketing Management, Marketing Research, and Global Marketing. Prof. Nzegwu holds a Doctorate in Business Administration, an MBA, an M.Ed., and an MSc in Agricultural Economics. His research focuses on marketing strategy, product development, market entry, consumer behaviour, and sales enablement. He has served on several editorial and advisory boards and is an Emeritus Professor of Marketing in the United States as well as a fellow of the National Institute of Marketing of Nigeria.
Prof. Uchenna Uzo is the Faculty Director at Lagos Business School, where he has taught since 2002. He holds a B.Sc. and M.Sc. in Sociology from the University of Lagos, as well as a Master of Research in Management and a PhD in Management from IESE Business School, Barcelona.
At LBS, he teaches Marketing Management, Personal Selling, Sales, and Channel Management. His research and consulting work span multiple industries, with a strong focus on retail marketing, sales, and distribution channel management. Prof. Uzo also serves on the board of a retail marketing company and has authored several case studies and book chapters. His scholarly articles have appeared in top journals, and one of his cases won the 2013 EFMD Case Writing Competition in the African Business Cases category. He is also a member of the Lagos Business School Management Board.
The Admission Process
Begin your path to professional and personal growth with our straightforward enrollment process.
1. Click on the Apply Now button.
2. Select the number of participants to enroll on the programme and then fill in your detials.
3. Request for an invoice or make an instant payment via our secured payment gateway.
4. Upon confirmation of payment, a programme manager will get in touch with you at least three days before the programme commences.