Institute of Sales Management

Sales & Marketing Courses

SALES & MARKETING COURSES

Understanding Segmentation, Targeting & Positioning

Accredited Course

Understanding Segmentation, Targeting & Positioning

50 hours eLearning

380 €

Operational Sales Planning

Accredited Course

Operational Sales
Planning

50 hours eLearning

380 €

Sales Negotiations

Accredited Course

Sales
Negotiations

50 hours eLearning

380 €

Managing Responsible Selling

Accredited Course

Managing Responsible
Selling

50 hours eLearning

380 €

Managing a Sales Team

Accredited Course

Managing a Sales
Team

50 hours eLearning

380 €

Analysing the Marketing Environment

Accredited Course

Analysing the Marketing Environment

50 hours eLearning

380 €

Finance for Sales Managers

Accredited Course

Finance for Sales
Managers

50 hours eLearning

380 €

Writing & Delivering a Sales proposal

Accredited Course

Writing & Delivering a Sales proposal

50 hours eLearning

380 €

Certificate in Sales & Marketing Management

Certificate

Sales & Marketing Management

160 hours eLearning

1.400 €

Diploma in Sales & Marketing Management

Diploma

Sales & Marketing Management

280 hours eLearning

2.140 €

360U PROFESSIONAL QUALIFICATIONS

INTERNATIONAL SALES & MARKETING MANAGEMENT ACCREDITATION

Gain the theoretical – practical sales and marketing knowledge
and the skills required by aspiring sales managers and practising sales
managers in order to succeed in your work place!

360U now gives you the opportunity to attend the Sales & Marketing Courses that meet your needs, receiving the ISM International Certification.

Understanding Segmentation, Targeting & Positioning

Understanding Segmentation, Targeting & Positioning Course

Understanding Segmentation, Targeting & Positioning Course aims to provide the knowledge necessary to understand the process of breaking down the total market for a product or service into distinct segments and target the most likely purchasers of organisation’s products using the extended marketing mix to support the positioning of the product.

Contents:

Understand segmentation in consumer and business markets

Understand how to target market segments for an organisation

Understanding the process of positioning a product

 

Understanding SegmentationTargeting & Positioning Course could be attended via eLearning (50 hours) or via Blended (50 hours eLearning & 4 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 50 hours eLearning
    • 4 hours face-to-face workshops
  • Price:
    • eLearning 380€
    • Blended 420€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 240€
Operational Sales Planning

Operational Sales Planning Course

Operational Sales Planning Course aims to provide the skills necessary for putting together an operational sales plan, and the knowledge for managing the implementation of the plan and for dealing with variances to the plan.

Contents:

Understand how own organisation’s business and marketing strategies inform operational sales planning

Understand sales forecasting techniques

Be able to set objectives and targets in a sales plan 

Be able to write an operational sales plan

Understand how to manage the implementation of the operational sales plan through the sales team

Understand how to deal with variances to the operational sales plan

 

Operational Sales Planning Course could be attended via eLearning (50 hours) or via Blended (50 hours eLearning & 4 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 50 hours eLearning
    • 4 hours face-to-face workshops
  • Price:
    • eLearning 380€
    • Blended 420€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 240€
Sales Negotiations

Sales Negotiations Course

Sales Negotiations Course aims to provide the knowledge and skills for negotiating effectively in sales settings. The unit focuses on the various stages of negotiation including planning, preparing, negotiating and closing sales negotiations with customers. The unit covers establishing customer requirements and your organisational objectives, clarifying the customer’s understanding of the proposal and coming to an agreement that is mutually acceptable.

Contents:

Understand what is involved in a sales negotiation 

Be able to prepare for a sales negotiation

Be able to carry out a sales negotiation with a customer

 

Sales Negotiations Course could be attended via eLearning (50 hours) or via Blended (50 hours eLearning & 4 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 50 hours eLearning
    • 4 hours face-to-face workshops
  • Price:
    • eLearning 380€
    • Blended 420€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 240€
Managing a Sales Team

Managing a Sales Team Course

Managing a Sales Team Course aims to provide knowledge of motivation theories and the link between motivation and performance, and knowledge of managing sales team performance. It also aims to provide knowledge for recruiting and selecting members of the sales team.

Contents:

Understand theories of motivation and the link between motivation and performance

Understand how to manage sales team performance

Understand how to manage staffing levels in a sales team

 

Managing a Sales Team Course could be attended via eLearning (50 hours) or via Blended (50 hours eLearning & 4 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 50 hours eLearning
    • 4 hours face-to-face workshops
  • Price:
    • eLearning 380€
    • Blended 420€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 240€
Analysing the Marketing Environment

Analysing the Marketing Environment Course

Analysing the Marketing Environment Course aims to provide the knowledge and skills necessary to conduct an audit of the organisation’s internal, micro and macro environment. Also during this course you will gain an understanding of the impact of internal, micro and macro factors on a customer’s organisation.

Contents:

Be able to conduct an audit of an organisation’s internal, micro and macro environment 

Understand the impact of internal, micro and macro factors on own and customer’s organisation

Be able to recommend actions for the sales function by conducting a SWOT analysis on own organisation’s marketing environment

 

Analysing the Marketing Environment Course could be attended via eLearning (50 hours) or via Blended (50 hours eLearning & 4 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 50 hours eLearning
    • 4 hours face-to-face workshops
  • Price:
    • eLearning 380€
    • Blended 420€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 240€
Finance for Sales Managers

Finance for Sales Managers Course

Finance for Sales Managers Course aims to introduce the knowledge and skills needed to calculate profitability and also to assess customer creditworthiness with the view to formalising the terms of trade with the customer. It also aims to provide the knowledge to set and manage a sales budget for a defined area of sales activity or the whole sales function. It involves knowing how to prepare, submit and agree a budget for a set operating period. It also involves knowing how to set bonuses for sales team members.

Contents:

Be able to calculate profitability ratios for sales-related decisions

Know how to set a sales budget 

Understand how to manage a sales budget

Understand bonus systems for sales team members 

Understand how to assess creditworthiness of customers in order to set a credit limit for the customer

 

Finance for Sales Managers Course could be attended via eLearning (50 hours) or via Blended (50 hours eLearning & 4 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 50 hours eLearning
    • 4 hours face-to-face workshops
  • Price:
    • eLearning 380€
    • Blended 420€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 240€
Writing & Delivering a Sales proposal

Writing & Delivering a Sales Proposal Course

Writing & Delivering a Sales Proposal Course aims to provide the skills for preparing sales proposals for customers. The preparation of sales proposals involves identifying your customer’s requirements and matching them with the objectives and requirements of your organisation. Sales proposals need to include sufficient detail of the products or services to be provided and timescales. A sales proposal is expected to conform to an organisation’s house-style. The sales proposals need to be competitive and to have any necessary conditions and constraints built into them to protect the interests of the organisation.

Contents:

Be able to develop a sales proposal

Be able to deliver a sales proposal to a customer

Be able to evaluate the proposal

 

Writing & Delivering a Sales Proposal Course could be attended via eLearning (50 hours) or via Blended (50 hours eLearning & 4 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 50 hours eLearning
    • 4 hours face-to-face workshops
  • Price:
    • eLearning 380€
    • Blended 420€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 240€
Managing Responsible Selling

Managing Responsible Selling Course

Managing Responsible Selling Course aims to cover the knowledge involved in managing an organisation’s operations in ways that are consistent with its social and ethical principles, and which fulfil legal and regulatory requirements.

Contents:

Understand the legal, regulatory, ethical and social requirements pertaining to the sales function 

Understand how to manage the sales function in a way that complies with legislation

Know how to deal with non-compliance

 

Managing Responsible Selling Course could be attended via eLearning (50 hours) or via Blended (50 hours eLearning & 4 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 50 hours eLearning
    • 4 hours face-to-face workshops
  • Price:
    • eLearning 380€
    • Blended 420€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 240€
Certificate in Sales & Marketing Management

Certificate in Sales & Marketing Management

The aim of the Certificate in Sales & Marketing Management is to develop the basic skills required by aspiring sales managers in each business, as well as the ability to apply new techniques to companies in different sectors.

Certificate in Sales & Marketing Management consists of 4 courses :

Understanding Segmentation, Targeting & Positioning Course aims to provide the knowledge necessary to understand the process of breaking down the total market for a product or service into distinct segments and target the most likely purchasers of organisation’s products using the extended marketing mix to support the positioning of the product

Operational Sales Planning Course aims to provide the skills necessary for putting together an operational sales plan, and the knowledge for managing the implementation of the plan and for dealing with variances to the plan.

Sales Negotiations Course aims to provide the knowledge and skills for negotiating effectively in sales settings. The unit focuses on the various stages of negotiation including planning, preparing, negotiating and closing sales negotiations with customers. The unit covers establishing customer requirements and your organisational objectives, clarifying the customer’s understanding of the proposal and coming to an agreement that is mutually acceptable.

Managing Responsible Selling Course aims to cover the knowledge involved in managing an organisation’s operations in ways that are consistent with its social and ethical principles, and which fulfil legal and regulatory requirements.

Certificate in Sales & Marketing Management could be attended via eLearning (160 hours) or via Blended (160 hours eLearning & 64 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 160 hours eLearning
    • 64 hours face-to-face workshops
  • Courses: 4
  • Price:
    • eLearning 1.400€
    • Blended 1.850€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 400€
Diploma in Sales & Marketing Management

Diploma in Sales & Marketing Management

Diploma in Sales & Marketing Management focuses on the principles, methodology and modern practices of Sales and Marketing.

By completing the Program, you will achieve a broader understanding of the aspects of Sales & Marketing management, which will lead to increased efficiency on individual and team level.

Diploma in Sales & Marketing Management consists of 8 courses:

Understanding Segmentation, Targeting & Positioning Course aims to provide the knowledge necessary to understand the process of breaking down the total market for a product or service into distinct segments and target the most likely purchasers of organisation’s products using the extended marketing mix to support the positioning of the product

Operational Sales Planning Course aims to provide the skills necessary for putting together an operational sales plan, and the knowledge for managing the implementation of the plan and for dealing with variances to the plan.

Sales Negotiations Course aims to provide the knowledge and skills for negotiating effectively in sales settings. The unit focuses on the various stages of negotiation including planning, preparing, negotiating and closing sales negotiations with customers. The unit covers establishing customer requirements and your organisational objectives, clarifying the customer’s understanding of the proposal and coming to an agreement that is mutually acceptable.

Managing a Sales Team Course aims to provide knowledge of motivation theories and the link between motivation and performance, and knowledge of managing sales team performance. It also aims to provide knowledge for recruiting and selecting members of the sales team.

Analysing the Marketing Environment Course aims to provide the knowledge and skills necessary to conduct an audit of the organisation’s internal, micro and macro environment. Also during this course you will gain an understanding of the impact of internal, micro and macro factors on a customer’s organisation.

Finance for Sales Managers Course aims to introduce the knowledge and skills needed to calculate profitability and also to assess customer creditworthiness with the view to formalising the terms of trade with the customer. It also aims to provide the knowledge to set and manage a sales budget for a defined area of sales activity or the whole sales function. It involves knowing how to prepare, submit and agree a budget for a set operating period. It also involves knowing how to set bonuses for sales team members.

Writing & Delivering a Sales Proposal Course aims to provide the skills for preparing sales proposals for customers. The preparation of sales proposals involves identifying your customer’s requirements and matching them with the objectives and requirements of your organisation. Sales proposals need to include sufficient detail of the products or services to be provided and timescales. A sales proposal is expected to conform to an organisation’s house-style. The sales proposals need to be competitive and to have any necessary conditions and constraints built into them to protect the interests of the organisation.

Managing Responsible Selling Course aims to cover the knowledge involved in managing an organisation’s operations in ways that are consistent with its social and ethical principles, and which fulfil legal and regulatory requirements.

Diploma in Sales & Marketing Management could be attended via eLearning (280 hours) or via Blended (280 hours eLearning & 128 hours face-to-face workshops).

INFORMATION

  • Duration:
    • 280 hours eLearning
    • 128 hours face-to-face workshops
  • Courses: 8
  • Price:
    • eLearning 2.140€
    • Blended 2.490€
  • Institution: Institute of Sales Management (ISM)
  • Language: English
  • Accreditation: ISM International Accreditation at an additional cost of 460€

WHO IS IT FOR

The Sales & Marketing Courses of 360U are specially designed for sales professionals who want to improve their skills through the adoption of modern sales, marketing and negotiation techniques.

360U offers you the option to choose between the eLearning or Blended training that best meets your responsibilities and everyday needs.

eLearning training includes:

The advanced online learning management system of Cambridge Professional Academy (CPA) is called “The Refinery” and can be accessed from anywhere, at any time by using a PC, tablet or smartphone.

CPA’s tutors team delivers engaging, informative workshops and provide one-to one support, giving invaluable feedback and advice.

Blended training includes the abovementioned plus:

Learning alongside other students, you will be able to discuss and debate the topics covered in each module and, in most cases, you will leave with a fully prepared assignment plan. Face-to-face workshops are also a very good networking opportunity.

During the Program you will be able to attend workshops of senior business executives who will provide you with valuable knowledge, advice and workable proposals, aiming at your development and better preparation for the challenges of tomorrow!

360U TRAINING TEAM

Antonis Zairis
Business Management Consultant, Tutor, Financial Analyst & Writer
Dimitris Katravas
Marketing & Sales Tutor | Deputy CEO, ΜLS
George Panigyrakis
Professor of Marketing, AUEB

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