The Institute of Finance Management

Course Details

Strategic Selling/Sales is rarely trained to managers and staff even though the corporate strategic direction is crucial for a company's success. Knowing that organizations are established to sell something, integrating the knowledge and skills in strategic selling and marketing simplifies the realization of the company's vision and mission.

The aim of this training is to enhance the ability, involvement, and empowerment of sales and non-sales staff and managers in influencing strategic decisions.

At the end of this training participants will be able to:

Þ Understand and appreciate the implications of strategic selling/marketing in corporate decisions

Þ Understand how to set an account strategy

Þ Understand approaches to strategic selling (i.e. relationship selling, KAM, etc.)

Þ Understand and analyze key elements of strategic selling and marketing,

Þ Understand strategic buying/selling influences

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The training methods will be Interactive and participatory. We use professionally developed training tools to motivate participants and enable them to learn lively in an enjoyable and teamwork style. We will use Lecturette, experiential learning, role-playing, group discussions and presentations, and brainstorming exercises.

NOTE: Interested participants should confirm their participation and payments by Friday, 17^thFebruary 2023.

Contact Details

For further information on registration, course content, and payments, please contact:

Head of Executive Development and Consultancy (HEDC), 5 Shaaban Robert Street, P. O. Box 3918, 11101 Dar es Salaam. Email: hedc@ifm.ac.tz

Course Facilitator

¦ Dr. Freddy Jirabi Gamba - 0754473615

Email: freddy.gamba@ifm.ac.tz

Course Coordinator

¦ Mr. Edger Mtitu - 0714572011/0764572011

Email: edger.mtitu@ifm.ac.tz

Marketing Managers and Officers, Marketing Managers/Officers, Sales Representatives, Direct Marketing Officers, Bank Officers/Managers, Insurance Brokers/Officers, Credit/Loan Officers, Customer Service Managers/Officers, and Corporate Relationship Managers/Officers.