Marketing and Sales Management
Managerial Leadership in Sales & Marketing
6 days over 3 weeks (Tuesday & Thursday)
Start Date
November 30

Managing and leading the sales force has become a major challenge as Nigeria moves from an allocation economy to a full supply one. In review of the present economic situation, the sales job is a lot more complex and challenging. Changes in buying and selling behaviours will be discussed as they affect changes in the structures of sales organisations. Cases and team exercises will be used to enhance the participant’s knowledge. 

This programme will present a framework to enable participants assess their sales force, tackle issues surrounding sales force effectiveness, develop high impact strategies to accomplish their goals, and enhance their performance.

Programme curriculum

  • The challenges of sales management in Nigeria
  • Leading for results
  • Evaluating sales performance
  • Leading an effective sales force in a  challenging economy
  • Measuring and compensating the sales force presentation
  • Strategy for price setting in  sales and marketing
  • Organising and designing the sales force structure
  • Strategy for leading an effective sales force – route to market strategy
  • Account management dealing with competition
  • Use of social media to improve sales
  • Social and ethical responsibilities of sales executives
  • Managing relationships in a dynamic environment

Key Learning Outcomes

Participants will learn how to:



    • Use best sales planning, practices, operations and sales enablement
    • Use a more accurate tool for judging sales and marketing potential
    • Retaining key sales producers
    • Use technology and tools for managing productivity
    • Develop the right route to sales and market strategy
    • Increase team motivation, integration, accountability, and performance
    • Measure your company’s readiness to implement an effective sales campaign
    • Implement an effective sale price strategic
    • Use price as an effective selling tool
    • Manage with shrinking resources
    •  Turning regional sales managers into leaders
    • Develop a simple and actionable sales strategy during the course
    • Set clear standards for sales performance
    • Use of social media to influence sales





Target Audience

This programme will benefit:

  • Brand managers in FMCGs and services
  • Relationship managers, marketing managers and market research managers
  • Business development managers
  • Product or brand managers
  • Regional Sales Managers
  • Customer Relationship/Key Account Managers.
  • Industry : FMCG, Telecommunications, Banking, Retail



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