||Modern Sales Management
||Role of Sales Management in Marketing Effectiveness; Sales Management Environment; Territory Development and Time Management; Sales Management Planning: sales forecast, goal and target setting, action planning; Sales Budgeting; Organization of the Sales Force; Sales Personnel Planning and Recruiting; Sales Training and Development; Sales Leadership and Supervision; Sales Compensation.
||11 Mar – 15 08 Jul – 12
||Brand and Corporate Image Management
||Role of corporate image management in achieving marketing objectives; Managing components of corporate image; Promoting the right image; Test for effective logos; Importance and types of branding; Elements that enhance positioning approaches; Steps in crisis management; Media selection and Advertising design
||15 Apr – 19 19 Aug – 23
||Effective Selling Techniques
||Buyer behavior and the buying process; The new model of selling; Keys to relationship selling; The direct sales cycle; Preparing for effective selling – using the psychology of urgency, time, choice, stories, etc; The language of selling; Keys to sales strategy; Handling objections; Ethics and legal issues in selling; Increasing your sales effectiveness; Project work
||22 Apr – 26 26 Aug – 30
||Effective Marketing Communication
||Understanding strategic marketing communications; Types of promotional tools; Integrated marketing communications; Building relationships through marketing communications; Managing internal marketing communications; Communication strategies to reach consumers, intermediaries, and all stakeholders; Media selection – delivering the message; Consumer response to marketing communication; Developing a marketing communication plan
||17 Jun – 2130 Sep – 04 Oct
||Strategies for Growing SMEs
||Formulating a Business Strategy; Connecting Strategy and Capabilities; Financial Management; Human Resources Management; Productivity Improvement; Stock Control; Marketing and Sales; Customer Service; Records and Book-Keeping; Costing and Pricing; Developing Effective Leadership Skills.
||13 May – 17 28 Oct – 01 Nov
||Developing a Winning Business Plan
||Enterprise Background Information; Business Description and Vision; The Business Environment; Enterprise Organization and Management; Products/Services; Operational Planning and Management; Marketing and Sales; Financial Analysis and Management.
||20 May – 24 25 Nov – 29