Diploma in Sales and Marketing Leadership

Course details

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.

Course Structure

The course runs over three full days and incorporates the following units:

• Sales and Sales Management;
• Marketing for Managers; and
• Understanding Leadership

Key topics covered in the units are:

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

Marketing Management

• The marketing concept
• Marketplace analysis
• From 4Ps to 7Ps
• Pricing and the Boston Matrix
• Market research and segmentation
• Promotion
• Strategic marketing planning

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 & 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.