Course Objectives: This course is for people involved in sales and marketing who wish to develop their leadership and management skills. It is also suitable for people who wish to prepare themselves to take on these roles in the future.
The course runs over three full days and incorporates the following units: (A) Sales and Sales Management; (B) Marketing for Managers; and (C) Understanding Leadership Key topics covered in the units are:
(A )Sales and Sales Management
The sales process Selling emotions Buying signals Closing the sale Dealing with objections Sales forecasting Budgeting for the sales team Recruitment and selection Organisation and compensation Sales team evaluation
(B) Marketing Management The marketing concept Marketplace analysis From 4Ps to 7Ps Pricing and the Boston Matrix Market research and segmentation Promotion Strategic marketing planning
(C) Understanding Leadership Factors which influence leadership style Leadership influence on individual and group behaviour Leadership and management models Leadership and power Leading teams Developing best leadership practice.
Optional ILM Unit Accreditation Participants also have the option to receive additional accreditation from the Institute of Leadership and Management (ILM). ILM is a leading education and professional body for managers and is recognised in Ireland and internationally. ILM is part of the City and Guilds organisation. No ILM Examinations One of the benefits of these courses is that there are no written examinations. Instead participants complete two written assignments –one on Marketing and one on Leadership related to your practical everyday work. Tutorial support is provided as part of the course. You then receive the ILM Unit Certificate in Understanding Marketing for Managers and the ILM Unit Certificate in Understanding Leadership. Course Duration The Diploma runs over three dull days. These may be run consecutively or over a longer period of time (depending on what is agreed with the participants)
Entry Entry is open –no prior qualifications are required to enrol.
Certification Participants receive the Griffin College Diploma in Sales and Marketing Leadership.