POSTGRADUATE DIPLOMA IN SALES AND SALES FORCE MANAGEMENT
To fulfil the necessity for well-rounded sales managers, who possess both business acumen and inspirational people management skills, Nungu Business School designed this program to maximize the drive for successful sales development initiative outside of focusing solely on change at the level of individual salespeople. The Postgraduate Diploma in Sales and Sales Force Management is equivalent to a major in sales and sales leadership.
This program aims to ensure that sales leaders master the skills to keep their sales team engaged and aligned with the goals of their company; lead effective meetings that energize and inspire, and coach and develop their salespeople into peak performers.
By the end of this program, you will have improved your knowledge, competencies and learnt to assess, develop and exercise your creative thinking, decision-making and other relevant skills.
The potential for value creation through sales functions will be significantly increased at the end of the program. This Sales Sequence offers a specialized program to students and is officially noted on students' transcripts.
Skills you will learn
Sales Strategy and Planning, Sales Management, Project, Customer Satisfaction
Who should attend?
This program is developed for managers, supervisors and executives with at lease one year industry experience.
The course introduces delegates to the world of selling and quickly shows the differences between Selling, Marketing and Branding. How does retails work? Merchandising and display in retail stores.
Introduces the basic concepts and skills of professional selling, including customer analysis, communication skills, effective openings and presentations, and effective follow-up with an emphasis on building trust, customer orientation, and managing long-term customer relationships.
Classes are highly interactive and designed to develop selling concepts, skills and self-confidence through experiential exercises, role-plays and presentations using leading-edge technology in the sales learning labs in the Business school.
Includes theory, principles and practice of sales force management and leadership for manufacturing, wholesaling and service enterprises. Discussion topics include the full range of functions utilized in managing the contemporary sales force and include selling strategy, organizing the selling entity, territory analysis and planning, hiring and selection, coaching and training, motivating achievement, assessing performance and compensating and rewarding the sales force.
The art and science of selling Pharmaceutical Products
Develops an understanding of forecasting concepts and builds skills in performing a variety of qualitative and quantitative analysis methods. Applications include determining market and sales potential, estimating future sales, determining territory assignments and target markets. This is a highly interactive class, emphasizing actual forecasting applications through real-world exercises and projects.
Building on and further expanding the students' understanding of the basic selling process and skills, this course integrates the latest negotiation theories and practices to enable students to master relationship selling and complex selling situations. Students will experience enhanced ability and confidence to effectively negotiate win-win solutions and sell themselves, their ideas and their market offerings in an increasingly competitive environment. In doing so, the course takes a highly experiential perspective and uses a sequence of real world-based projects to build and reinforce specific selling skills and competencies.
This course focuses on major account management, the supply chain, purchasing units, segmenting and targeting organizational markets along with team selling. As a result of this course's emphasis on building relationships with customers for maximized loyalty and retention, students will gain the ability to segment markets, target accounts with the highest potential and develop strategic account plans to effectively generate long-term buyer-seller business relationships. Extensive interaction with sales and business managers is incorporated throughout the course along with applied projects and exercises.
Learning activities for this course center on mastering the advanced skills and competencies associated with the consultative selling process, and developing sales territory planning and analysis techniques. The first half of the semester emphasizes gathering pre-approach information, planning sales calls, executing benefit selling strategies, gaining commitment and working with buyer resistance.
The subsequent portion of the course involves activities designed to build students' proficiency in analyzing territory market potential, developing call schedules and territory routing routines, developing account goals and managing sales territory budgets. Students work with sales professionals and participate in sales call role plays, written reports and class presentations related to class assignments.
This course develops a conceptual and practical foundation of knowledge regarding the nature of purchasing and materials management in contemporary organizational management. This foundation addresses both the nature of procurement and materials management. Participating students can expect to relate contemporary business paradigms of agility and relational business practices to the specific context of purchasing and materials management. Experiential exercises further enhance students' mastery and understanding of moving readily between concept and application.
Internships provide students the opportunity to gain valuable experience working in a sales-related position for a business organization. Students benefit from the direct involvement in actual day-to-day business operations and having responsibilities that allow them to apply knowledge and skills gained in course work. The benefits to the student and the company are so great that companies are increasingly using internships as their major form of recruiting new employees. Students qualifying for this internship experience can receive letter-grade credit. Up to three credit hours can be counted toward the marketing major.
How it works
Classes are scheduled to hold every Friday (9.00pm) and Saturday (11.00am), starting in June, 2022. Interaction will be 80% online and 20% face-to-face. The case method of learning will be adopted, which is an adaptation of real-life cases. Hence, learners will experience, first hand, the application of concepts, models and frameworks discussed in each course.
The fee for this program is N195,000, payable on or before 15 June, 2022. There is provision for payment in 2 instalments: on or before 15 June 2022 and by 15 September, 2022.
One-off payments get a 5% discount while group bookings attract 10% discount.
All payments should be made to the bank account below and proof of payment sent by email to firstname.lastname@example.org.
Account name: Nungu Business School Limited
Bank name: Jaiz Bank PLC
Account number: 0006015772
Some of the Facilitators
Dr. Mohammed Salaudeen
Dr. Mohammed Salaudeen
An Economist, a Management Strategist and world class Marketing and Sales expert with multidisciplinary scholarly background in Researcher and Practice.
He holds a Bachelor’s degree in Economics from the University of Calabar and MSc Economics from Ambrose Ali University. He capped his academic/research pursuit with a Ph.D in Economics from Lead City University, specializing in Energy and Petroleum Economics and a PhD in Economics from the University of Ibadan, Nigeria.
He is the Chairman of Nungu Business School.
Consummate Sales and Marketing Professional, Logistics and Supply Chain Expert, Public Speaker, Human Resource Developer and Faculty, Nungu Business School, with over 30 Years Post Graduation Experience.
- Chairman & CEO Grace Island Limited (Manufacturing)
- Managing Partner Asterisks Concepts (Training & Consultancy)
- Former General Manager Business Development, Conoil Plc
- Former Chief Operating Officer, Conoil Aviation
- Former General Manager Sales & Marketing, Promasidor Nigeria Limited
- Former National Logistics Manager, Promasidor Nigeria Limited.
- Fellow, National Institute of Marketing of Nigeria (FNIMN), Associate Member of Nigerian Institute of Management and Paul Harris Fellow of Rotary International.
Kehinde Adeniyi is a multi-skilled professional with over 20 years’ experience in the information technology and services industry.
He has held various positions ranging from Sales Executive, Sales Manager, Operations Manager, Marketing and Administration Manager.
He is currently Managing Director/CEO of Vetabra Pay Limited.
Mr. Adeniyi holds a Master’s Degree from the Ladoke Akintola University of Technology MBA (Marketing). He studied Business Administration and Management at the renowned Kaduna Polytechnic.
He is an Associate Member of the National Institute of Marketing of Nigeria (NIMN) and Nigerian Institute of Management.
Dr Jubril Salaudeen
Dr Jubril Salaudeen
Jubril is a key resource to a number of non-interest finance discourses in Nigeria, Kenya, Ghana and Ethiopia with over 25 years’ experience in Finance, Accounting, Consulting, Academics and Marketing/Sales of the Major FMCG companies, Oil & Gas, Consulting, Financial technology and Identity Management.
Jubril hold a Ph.D in Finance with interest in Developmental financing and management
He is a Fellow Chartered Institute of Marketing (London), Fellow Chartered Institute of Marketing (Nigeria), Associate Chartered Institute of Securities and Investment (London), Fellow Institute of Islamic Finance Professionals of Nigeria, Member Nigeria Institute of Management, Associate Fellow, Institute of Islamic Banking and Insurance (London). He is an Alumnus of the Harvard Business School, Lagos Business School and Frankfurt Business School.