Centre for Strategic Marketing and Sales

Sales Directors Programme (4 + 1 days) Runs every October/November and April/June

Programme overview The focus of this programme is on strategic selling that will help companies to develop sustained competitive advantage and achieve long-term performance. It will equip you with the skills and tools you need to successfully manage your company’s business, engage customers and lead your sales team. It is organised around four key themes: strategy, structure, measurement and people development. On completion you should be able to make a sound assessment of your company’s sales strategy, identify potential areas for improvement and propose an

intervention plan that will support sustained growth and sales performance.

Who should attend? Senior executives involved in strategic selling and customer management, with high-level business responsibilities, and mid-career sales executives who expect to move into higher-level positions in the future. Executives involved in general management, human resource management and procurement will also benefit from this programme.

Negotiation & Influencing Skills for Managers Programme (4 days) Runs every March

Programme overview This programme will develop your negotiation and influence skills through an integrative strategy approach. It focuses on exploring and developing the co-creation of value during the negotiation process. This will increase your confidence in building networks to align activities, ideas and customer relationships. You will learn about the latest research and practical techniques of the overall negotiation process and heighten your intra and extra-organisational person capability.

On completion you will be able to recognise barriers to achieving goals and potential conflicting situations and understand the methods required to manage these through the process of negotiation. Who should attend? Senior sales directors, managers and executives, supply chain and logistics professionals, purchasing or procurement management, business development and key account managers, middle to senior decision makers and commercial sales.