Sales and Marketing Certification Courses

Sales and Marketing Certification Courses (SMC)

Every profit-oriented organization rely heavily on selling and when there is no sales everything is on stand still. The Sales & Marketing Certification Courses (SMC) is American Institute of Extended Studies’ (AIES) endorsed program and qualifications being offered in Nigeria in partnership with McTimothy Associates Consulting LLC. It is meant to give professional qualifications to Sales & Marketing Managers, Business Leaders and Business Development Professionals in recognition of their competence in marketing successful businesses and to add added/advanced competencies to enable then succeed even better as they grow sales for their organizations. It will enable participants to demonstrate practical knowledge, understanding and advanced competencies in their strategic business development roles.

All participants who successfully take this course and write the online assessment of America Institute of Extended Studies (AIES) will be awarded a prestigious qualification from AIES to demonstrate their higher achievement in addition to the certificate offered by McTimothy Associates.

Certified Brand Manager

Designation : CBM
Duration: 5 Days (30hours)
Location: The Professional Place, 12b, Olumoroti Street, Gbagada Phase 2, By Gbagada Expressway, Gbagada.

Course Overview

Branding is the process by which companies distinguish their product offerings from competition. A brand is created by developing a distinctive name, package and design, and by arousing customer expectations about the offering. The Certified Brand Manager (CBM) course tackles all the competencies needed to build a strong organizational brand and evaluate its performance and perceptions in the market place. It also details the role brand management plays in the strategic marketing process, the steps of the consumer adoption process, the different types of branding strategies and the signs that can indicate a troubled branding strategy. All participants who successfully take this course and write the online assessment of America Institute of Extended Studies (AIES) will be awarded a prestigious qualification from AIES to demonstrate their achievement in addition to the certificate offered by McTimothy Associates.

Course Methodology

The course involves a variety of case studies and exercises to develop the right skills needed to become a successful branding professional. Group presentations and self-assessment tools will also be used for the same purpose.

Target Audience

This course is targeted at managers and marketing personnel who wish to learn to interpret the potential effects of various brand strategies and tactics and assess the value of any type of brand. This course is also ideal for marketing professionals who would like to strengthen, develop and enhance their strategic marketing skills and obtain the highest return on investment (ROI) from managing their organization’s brand.

Target Competencies

Creating brand report cards
Brand management
Creating brand value
Crafting brand identity
Designing brand equity elements
Conducting brand audits
Developing brand strategies

Course Modules

Modules	Themes:
*Module 1*	The Anatomy of Brands
*Module 2*	Brand Planning Models & Management
*Module 3*	The Strategic Brands Management Process
*Module 4*	Building Brands Equity & identity
*Module 5*	Managing Brand Portfolios and Evolutions
*Course Fee*	₦250,000

Certified Business Development Professional

Designation : CBM
Duration: 10 Days (5 days in-class & 5 days online)
Location: The Professional Place, 12b, Olumoroti Street, Gbagada Phase 2, By Gbagada Expressway, Gbagada.

Course Overview

The Certified Business Development Professional course focuses on the tools and techniques required to develop new business. Without them, sales will stagnate and company’s profits will drop. The course also addresses ways to maximize the company’s profitability by fostering relationships with potential players and key decision makers in the market. By attending this program, business development professionals/managers will acquire what they need to create and implement promotional drives in order to spur the company’s market prospects and design cost effective yet innovative options to boost sales quickly.

Course Methodology

The course involves a variety of case studies and exercises to develop the right skills needed to become a successful business development professional. Group presentations and self assessment tools are also available for the same purpose.

Course Objectives

By the end of the course, participants will be able to:

Define the main functions and best practices in Business Development (BD)
Recognize the importance of re-defining business processes to match the ever changing market and customer requirements
Produce clear sales and marketing differentiators to neutralize competition (value-based proposition)
Design and use financial ratios and KPIs to measure their operations’ effectiveness
Use leadership, negotiation and power proposals to leverage their business and lead the key account team

Target Audience

Sales reps, sales supervisors and managers, and account managers who would like to professionally develop themselves by seizing business opportunities and using them to improve personal management and showcasing skills. The course also targets commercial professionals aspiring to consider every potential client as a challenge that will help their performance and their careers.

Target Competencies

Account qualification
Customer relationship management
Re-engineering of commercial processes
Customer service
Marketing of products and services
Business planning
Lead generation
Writing business proposals

Course Modules

Modules	Themes:
*Module 1*	Overview of Business Development Best Practices
*Module 2*	The Business Planning Process
*Module 3*	Re-defining Your Processes Through Break-through Results
*Module 4*	Effective Negotiation Skills
*Module 5*	Building & Leading Your Business Development Team
*Course Fee*	₦250,000

Certified Sales Professional

Designation : CSP
Duration: 5 Days (30hours)
Location: The Professional Place, 12b, Olumoroti Street, Gbagada Phase 2, By Gbagada Expressway, Gbagada.

Course Overview

This AIES endorsed course is perfectly positioned for those starting a career in sales. It is also of great benefit to experienced sales professionals who would like to refresh their selling skills and techniques with the latest developments in this vibrant field, and to other professionals keen on understanding the sales function in general. While this course focuses on providing participants with core knowledge about sales as a function and as a process, it will also give them an in-depth understanding of self-management, the art of prospecting, opportunity planning and resource allocation. In addition participants will acquire several skills related to negotiating deals, overcoming obstacles, resolving customer issues and closing sales.

Course Methodology

The ‘Sales Professional Certificate’ course is highly interactive. Participants will enjoy working with business cases extracted from real life situations taking them from understanding the situation to finding a solution. The course leverages role play techniques where participants work and present scenarios related to deal negotiation, building relationships or problem resolution. Such role plays foster confidence, analytical thinking, and teamwork.

Course Objectives

By the end of the course, participants will be able to:

Identify the right professional selling behaviors and skills needed to maximize sales performance
Develop the right personal habits to optimize selling effectiveness
Apply the different steps of the sales process and identify the need for each step
Analyze and apply the principles of successful negotiations and handling objections
Recognize the basics of customer relationships management and influencing outcomes.

Target Audience

This sales training course is designed for salespeople, sales support personnel, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

Target Competencies

Partnering: Building relationships, communicating effectively, setting expectations
Insight: Evaluating the customer needs, gathering intelligence, and understanding business context
Solution: Aligning to customer’s needs, resolving issues, and managing success
Effectiveness: Leveraging the sales process, executing plans, and maximizing personal time

Course Modules

Modules	Themes:
*Module 1*	Understanding the Changing Business Environment
*Module 2*	Preparation for Self-organization & success
*Module 3*	Managing the Sales Process
*Module 4*	Essential Business Negotiation Skills
*Module 5*	Managing The Customer Relationship
*Course Fee*	₦250,000

Certified Sales Manager

Designation : CSM
Duration: 5 Days (30hours)
Location: The Professional Place, 12b, Olumoroti Street, Gbagada Phase 2, By Gbagada Expressway, Gbagada.

Course Overview

Let’s not pretend, achieving outstanding sales results in an increasingly competitive world is a difficult task. Only by establishing a modern sales force management system and by training sales management personnel effectively, can today’s firm compete successfully. The Certified Sales Manager course provides frontline sales managers with the knowledge, skills, and tools they need to drive bottom line performance. It focuses on improving organization and forecasting skills, as well as other technical competencies aimed at guiding salespeople towards higher performance. When you take this course and also complete the online assessment to be administered by AIES, you will be receiving a double and prestigious qualifications from America Institute of Extended Studies (AIES).

Course Methodology

The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self-assessment tools will also be used to create a shared language around key sales management competencies.

Course Objectives

By the end of the course, participants will be able to:

Demonstrate traits of an excellent sales manager facing modern market challenges
Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results
Appraise and train the sales team to generate increased sales and profits
Conduct effective sales coaching and counseling sessions
Use their leadership and team building abilities to improve sales and retain people
Carry out productive sales performance reviews and use a wide array of sales performance evaluation models

Target Audience

The course is designed for sales managers and directors who have a desire to increase their team’s overall performance, productivity and profitability. It is also directed towards managers who want to increase the value they deliver to their sales reps and organization. Finally, the course will be a perfect fit for sales professionals new to, or considering a move to, a managerial role.

Target Competencies

Sales team management
Sales planning
Territory and key account management
Sales coaching skills
Sales performance evaluation
Sales leadership
Team building and management
Forecasting techniques

Course Modules

Modules	Themes:
*Module 1*	Sales Management and the Marketing Mix
*Module 2*	Planning, Strategy and Organization
*Module 3*	Sales Management Capstone Competencies
*Module 4*	Sales Team Leadership & Motivation
*Module 5*	Sales Performance Management
*Course Fee*	₦250,000

Certified Marketing Professional

Designation : CMP
Duration: 5 Days (30hours)
Location: The Professional Place, 12b, Olumoroti Street, Gbagada Phase 2, By Gbagada Expressway, Gbagada.

Course Overview

With competition increasing every day and the mounting pressures that characterize tough economic times, you need proven marketing techniques to generate demand for your products and services. The Certified Marketing Professional training course offers a variety of important marketing concepts that will give you solid knowledge about conventional marketing topics such as marketing planning, marketing audit, marketing communications, and marketing research. It is a must for professionals who would like to exploit marketing arenas for the first time or wish to refresh their marketing know-how and also get an added advantage of prestigious qualifications/credential in marketing.

Course Methodology

In addition to the classical concepts the course offers, the ‘Certified Marketing Professional’ course employs a wide array of case studies, templates, and Excel sheets to help participants acquire the right marketing competencies and apply them in a seamless and professional manner.

Course Objectives

By the end of the course, participants will be able to:

Define the marketing framework of a business organization
Conduct marketing audits and analysis to better examine the micro and macro environments
Combine best practices, tools and models to implement an effective marketing and sales management system
Develop strategies, initiatives and programs to build and sustain a competitive market advantage
Apply planning and the execution of advanced marketing strategies to enhance organizational results.

Target Audience

The training course will be of interest to a wide range of marketing, PR, communications, sales and operations professionals. It is of special value to marketing managers in firms, businesses, organizations and institutions of all sizes and in all sectors.

Target Competencies

Marketing planning
Marketing audits
Macro and micro environments analysis
Marketing communications
Marketing research

Course Modules

Modules	Themes:
*Module 1*	Defining Marketing Concepts and Marketing Audit Planning
*Module 2*	Market Segmentation, Targeting & Positioning
*Module 3*	Marketing Communication & Campaigns
*Module 4*	Strategic Approach to the Product Life Cycle (PLC)
*Module 5*	Marketing Research
*Course Fee*	₦250,000

Certified Marketing Manager

Designation : CMM
Duration: 5 Days (30hours)
Location: The Professional Place, 12b, Olumoroti Street, Gbagada Phase 2, By Gbagada Expressway, Gbagada.

Course Overview

A marketing plan clarifies the key marketing elements of a business and maps out directions, objectives, and activities for the business and its employees. This course tackles several aspects of a company’s marketing and promotion plan such as the marketing mix (the 4Ps), the evaluation of marketing opportunities, researching, analyzing and identifying target markets and developing a strategic position for the company in order to implement the strategy. The course covers everything from preparation and implementation of the marketing plan to measuring and evaluating the results of the organizational marketing efforts.

Course Methodology

The course employs a variety of case studies and exercises aimed at enhancing the right set of skills needed to develop and monitor the implementation of a strategic marketing plan. Group presentations and short debriefs related to different strategic marketing planning topics will also be integral parts of the course.

Course Objectives

By the end of the course, participants will be able to:

Apply a logical step-by-step process to produce a sound marketing plan
Devise a marketing plan that builds on marketing audit findings
Use marketing audit findings to identify effective strategies and tactics
Develop the components of the strategic marketing plan
Identify and implement the different marketing warfare strategies (offensive, defensive and flanking)

Target Audience

General managers, marketing managers, product and sales managers will find excellent value in attending. Market researchers, planning managers, and other practicing managers associated with the development of marketing plans, will also significantly benefit from the course.

Target Competencies

Micro and macro analysis
Setting marketing mix
Devising ‘SMART’ goals
Blue ocean strategies
Managing business portfolio
Producing a Boston Consulting Group matrix
Structuring a marketing plan

Course Modules

Modules	Themes:
*Module 1*	Defining Marketing Concepts
*Module 2*	The Marketing Planning Process
*Module 3*	The Business Situation Analysis
*Module 4*	Planning Your Segmentation, Targeting and Positioning Strategies
*Module 5*	Strategy Development
*Module 6*	Tactical Planning Applications
*Course Fee*	₦250,000

Certified Digital Marketer

Designation : CDM
Duration: 5 Days (30hours)
Location: The Professional Place, 12b, Olumoroti Street, Gbagada Phase 2, By Gbagada Expressway, Gbagada.

Course Overview

This Advanced Digital Marketing Certification course discusses and demonstrates advanced concepts and techniques in digital marketing for participants with some previous experience in the world of digital marketing.

Participants will utilize a variety of case studies and exercises to develop the essential skills needed to create and implement advanced digital and social media strategies. Topics covered include conversion tracking on social media, Conversion Rate Optimization (CRO), advanced search engine optimization (SEO) techniques, utilizing AdRoll, and influencer and affiliate marketing. When you take this course and also complete the online assessment to be administered by AIES, you will be receiving a double and prestigious qualifications from America Institute of Extended Studies (AIES).

Course Methodology

The course is interactive and is comprised of lectures, case studies, technical process learning and supplemental discussions related to various industries and the challenges of implementation.

Course Objectives

By the end of the course, participants will be able to:

Utilize advanced advertising techniques on popular social media platforms
Setup conversion tracking on social media and Google AdWords
Use advanced advertising features in Google Paid Search
Recognize and use advanced SEO techniques to rank on top positions
Understand CRO to improve conversions
Employ powerful display retargeting techniques using AdRoll
Understand and utilize the power of influencers’ marketing and affiliate marketing

Target Audience

This course is designed for digital, sales, marketing and media professionals; as well as webmasters, web developers, key managers and any business persons with previous experience in digital and social media marketing who are seeking to take their digital skills to the next level.

Target Competencies

Social media advertising techniques
Paid and organic search techniques
Display and retargeting
Influencers and affiliate marketing

Course Modules

Modules	Themes:
*Module 1*	Digital Marketing and The Pillars of Conversion Rate Optimization (CRO)
*Module 2*	Conversion Tracking on Google Analytics and AdWords
*Module 3*	Advanced Search Engine Marketing (SEM)
*Module 4*	Advanced Social Media Marketing Techniques
*Module 5*	Advanced Display and Retargeting Techniques
*Module 6*	Advanced Search Engine Optimization (SEO) Techniques
*Module 7*	Influencers and Affiliate Marketing
*Course Fee*	₦250,000

Note: Other modules are available for organizations who wish to customize training for their staff in our tailored program. Please call 08150425712 or email training@mctimothyassociates.com for details.

Program Options

Advance Diploma Executive Diploma Enterprise Development Program (EDP) Sales & Marketing Certification Courses Management Development Program (MDP) Open Workshops

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Program Requirement

Before beginning the registration process, we ask that you familiarize yourself with AIES programs and decide whether you would like to declare candidacy for a Professional Program or pursue an Executive Diploma or Advanced Diploma. As these programs are aimed at candidates with varying academic qualifications, acceptance into the Executive Diploma or Advanced Diploma will be based on your previous educational qualifications. If you wish to check your level of entry, can email training@mctimothyassociates.com with scanned copies of their highest qualifications.

Student Information

All AIES students receive our quarterly newsletter, which is designed to keep you up to date with important AIES news and developments. The newsletter also contains essential study tips to help you succeed in particular AIES course offerings as well as other invaluable features for continuing education, career advancement, and professional networking.

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