Marketing and Sales Management
Managerial Leadership in Sales & Marketing
3 days
Start Date
December 1

Managing and leading the sales force has become a major challenge as Nigeria moves from an allocation economy to full supply. In review of the present economic situation, the sales job is a lot more complex and challenging. An update on changes in buying and selling behaviours will be offered as a catalyst for discussing the changes in sales organisation structures. 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 goals and enhance performance.


Key Learning Objectives/ Benefits

  • Use best sales planning, practices, operations and sales enablement
  • 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


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

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



  • Prof Louis Nzegwu
  • Dr Uchenna Uzo
  • Dr Tayo Otubanjo
  • Mr Uche Attoh
  • Mr Andy Inyang

A very rich and rewarding experience comparable to the best practices. A rich program both in theory and in case studies. Very high level faculty with relevant industry experience.”

Upcoming Sessions

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