Overview
Managing and leading the sales force has become a major challenge as Nigeria moves from an allocation economy to a full supply one. In review of the present economic situation, the sales job is a lot more complex and challenging. Changes in buying and selling behaviours will be discussed as they affect changes in the structures of sales organisations. Cases and team exercises will be used to enhance the participant’s knowledge.
This programme will present a framework to enable participants assess their sales force, tackle issues surrounding sales force effectiveness, develop high impact strategies to accomplish their goals, and enhance their performance.
Learning Objectives and Benefits
Participants will learn how to:
- Use a more accurate tool for judging sales and marketing potential
- Use best sales planning, practices, operations and sales enablement
- Retaining key sales producers
- Use technology and tools for managing productivity
- Develop the right route to sales and market strategy
- Increase team motivation, integration, accountability, and performance
- Measure your company’s readiness to implement an effective sales campaign
- Implement an effective sale price strategic
- Use price as an effective selling tool
- Manage with shrinking resources
- Turning regional sales managers into leaders
- Develop a simple and actionable sales strategy during the course
- Set clear standards for sales performance
- Use of social media to influence sales
Who should attend
- Brand managers in FMCGs and services
- Relationship managers, marketing managers and market research managers
- Business development managers
- Product or brand managers
- Regional sales managers
- Customer relationship/Key account managers.
- Industry: FMCG, Telecommunications, Banking, Retail
Structure and Curriculum
- The challenges of sales management in Nigeria
- Leading for results
- Evaluating sales performance
- Leading an effective sales force in a challenging economy
- Measuring and compensating the sales force presentation
- Strategy for price setting in sales and marketing
- Organising and designing the sales force structure
- Strategy for leading an effective sales force – route to market strategy
- Account management dealing with competition
- Use of social media to improve sales
- Social and ethical responsibilities of sales executives
- Managing relationships in a dynamic environment
Admission process
1. Click on the Apply Now tab
2. Select the number of participants to enroll on the programme
3. Fill in your details to complete your application
4. Request for an invoice or make an instant payment via our secured payment gateway
5. Upon confirmation of payment, a programme manager will get in touch with you at least three days before the programme commences.
Faculty
Louis Ifeanyi Nzegwu is a Professor of Marketing at the Lagos Business School. Before joining the Lagos Business School Faculty, Professor Nzegwu was a Professor of Marketing and the Executive Director of the International Business Resource Center (IBRC) at the University of Wisconsin–Platteville (UW-Platteville), for over two decades and on the faculty of Business Administration at Alcorn State University, Lorman, Mississippi from 1981 until 1991. He also held visiting Professorship positions at the University of Dubuque Iowa USA, Wartburg College USA, and the University of Kigali, Rwanda.
Louis Nzegwu teaches a variety of marketing courses, including Sales Management, Marketing Management, Pricing Marketing Research, and Global Marketing courses, amongst others. Nzegwu earned his Doctorate Degree in Business Administration from Nova Southern University, an MBA from Morgan State University, an M.Ed. from the University of Southern Mississippi, and an MSc in Agricultural Economics from Alcorn State University.
His research interest is in the areas of marketing strategy, product development, marketing entry strategy, consumer behavior, and sales enablement. He has served on the editorial board of The Journal of African Business, as Associate Editor of the Emerald Emerging Market Case Studies as well as on the advisory board of the Academy of World Business, Marketing & Management. Nzegwu is an Emeritus Professor of Marketing with the University of Wisconsin, USA, and a fellow of The National Institute of Marketing of Nigeria.
Prof. Uchenna Uzo joined LBS in February 2002. He received his B.Sc and M.Sc in Sociology from the University of Lagos, and his Master of Research in Management as well as PhD in Management from the IESE Business School, Barcelona.
He is currently the Faculty Director at Lagos Business School and teaches courses in Marketing Management, Personal selling, Sales, and Channel management. His research and consulting assignments span several industries focusing mainly on retail marketing management, sales, and distribution channel management.
He currently sits on the board of a retail marketing company and is the author of several business case studies and book chapters. His academic articles have been published in the Strategic Entrepreneurship Journal and the Journal of Personal Selling and Sales Management. His case won the 2013 EFMD Case Writing Competition in the “African Business Cases” category. He is currently a member of the Management Board of the Lagos Business School.
