Marketing and Sales Management
Managerial Leadership in Sales & Marketing
3 weeks
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 a more accurate tool for judging sales and marketing potential
  • Use best sales planning, practices, operations and sales enablement
  • Use technology and tools for managing productivity
  • Develop the right route to sales and market strategy
  • Increase team motivation, integration, accountability, and performance
  • 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
  • Training for Results
  • Evaluating Sales Performance
  • Leading an Effective Sales Force in A Challenging Economy
  • Measuring And Compensating The Sales Force Presentation
  • Strategic Price Setting in Sales and Marketing
  • Hiring and Motivating the Right Sales People
  • Organizing and Designing The Sales Force Structure
  • Strategy for Leading an Effective Sales Force – Route to Market Strategy
  • Account Management Dealing With Competition
  • Social and Ethical Responsibilities of Sales Executives

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


December 1 – 18

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