Registrations are closed

Live-Online Training: N145,125
Classroom Training: N220,375.
3 - 4 participants: 5% discount
5 or more participants: 10% discount

(Available also for Customised Training by Duration, Venue & Fee)

Programme Synopsis    

The training we propose to you here will attain the following for your top and senior sales managers who don't merely do selling but manage sales executives and sales territories.

Business Skills & Management

Intensive training can raise the proficiency levels of their business and management skills desirable for profitable sales management in your organisation.

Creating More Customers

After the training, you will find that the senior managers and the sales executives they manage will create more customers, attend to more demands, and manage the staff on the field more effectively.

Performing for Profit

To keep an eye on performance, we will train the managers to rekindle their interest and the interest of all the sales executives in their control to focus on performing for profit. For this purpose, we will concentrate our training on making your senior sales managers:

  • Know how to agree on meaningful standards of performance.
  • Formulate a control system to measure their standards.
  • Understand the techniques of sales forecasting.
  • Keep their eyes on factors that influence profit.
  • Motivate the sales executives they supervise to keep to targets.
  • Know how to improve the use of the time they allocate to different brands and the key areas of their territories.

A Test of the Senior Sales Manager's Competencies

We will start the course with a questionnaire each class member will complete. The information will turn out to be of valuable interest to the managers’ competencies before the period fully commences, especially for the critical ones like:

  • Team leadership

·         Customer focus

·         Relationship management

·         Administrative management

·         Marketing management

·         Time management.

·         Managing meetings

·         Oral and written communications.

The analysis will also guide the structure of our training.

Course Content


Leadership and Personal Effectiveness

Market Intelligence

  • Competitor launches.
  • Price changes
  • Promotional activities
  • New marketing initiatives.

Commercial Knowledge

  • Revenue Generation

            -Focus on what makes the business Money

            -Cash sales and company cash flow

            -Pricing power

            -Margin and profit

  • Financial Cause-and-Effect of a Sale

            -Credit policies

            -Discount structure

            -Efficient invoicing 

  • Implications of Fixed Costs

            -Rents and rates

            -Administrative costs


  • Implications of Variable Costs





           -Advertising spend

           -Sales promotion

  • Earning Profits

           -Limiting costs

           -Gross margin

           -Trade margins for channel partners

           -Profit margin

  • Field Competitive Challenges

           -Price competition

           -Non-price competition

  • Business growth
  • Social Media Marketing.


Sales Operations Responsibilities for Distribution

  • Distributors profiling
  • Distributors service level management
  • Active vs Inactive distributors

Customers Database Management

  • Distributor assessments and selection
  • Distributors' contract renewal
  • Distributors' regular Statements of Account
  • Rebates management
  • Distribution and Retail Infrastructure management
  • Issues resolution arising from distribution/delivery


Field Force Tracking and Management

  • Field sales routes potential, strategy and tracking
  • Field-force expenses
  • Sales vehicles management and tracking

            -Maintenance and fuel controls

  • Sales Promotions infrastructure

Collation of Sales Reports

  • Invoices
  • Daily monitoring of sales trends
  • Sales reconciliation
  • Field performance reports

Revenue Integrity Analysis

  • Daily Sales cash inflows
  • Daily Credit sales
  • Credit Notes and Chargebacks
  • Prevention of losses

Sales Negotiation Skills

  • Rules of Commercial Negotiation

            - No negotiation when selling is unsure

            - Increase the level of customer needs first

            - Concession strategies.

  • Common Negotiation Tactics

           - Bogey

           - Good guy, Bad guy

           - Nibbling

           - Crunch.

Date & Time
March 25, 2024
Start - 8:30 AM
March 27, 2024
End - 3:00 PM Africa/Lagos

Tom Associates Training

5/7, Alade Lawal Street, Opposite Anthony Police Station, Off Ikorodu Road, Anthony Village,
+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225 |
Get the direction

Tom Associates Training

+234 817 859 1654
+234 809 276 3968 | +234 810 365 2225 |