Executive Master in Advanced Sales and Marketing Management

Course Dates :

25/08/25

45

Course ID:

250825001004603LUEMT

Course Duration :

45 Studying Day/s

Course Location:

Course Category:

Executive Masters

Subcategories: Construction Safety, Health and Wellbeing, Environmental Sustainability, Risk Management, Technical Skills Development, Leadership and Communication, Quality Assurance

Course Certified By:

* LondonUni - Executive Management Training

* Executive Masters Certificate

Certification Will Be Issued From : From London, United Kingdom

Course Information

Introduction

The Executive Master in Advanced Sales and Marketing Management is a comprehensive program designed for senior professionals aiming to master the intricate dynamics of sales and marketing in today's competitive global environment. This course equips participants with the skills, strategies, and insights required to thrive in leadership roles across various industries. It bridges the gap between theoretical understanding and practical application, ensuring participants emerge as confident decision-makers and innovators in their organizations.

Sales and marketing are pivotal to driving revenue growth and fostering long-term customer loyalty. This program delves deep into core aspects such as negotiation, leadership, digital strategies, and customer relationship management, aligning with modern market demands and technological advancements. Participants will gain hands-on experience in leveraging analytics to inform decision-making, designing impactful marketing campaigns, and optimizing customer interactions.

This 40-day course is structured to provide a balanced blend of knowledge and practice, followed by a 5-day period dedicated to preparing a comprehensive thesis of 25,000–30,000 words. The thesis serves as the culmination of the program, enabling participants to demonstrate their mastery of advanced concepts and strategic thinking.

The curriculum incorporates real-world case studies, expert-led workshops, and interactive discussions, fostering an engaging and intellectually stimulating learning environment. Participants will also gain insights into emerging trends such as digital marketing innovations, brand positioning, and sales forecasting, which are critical for maintaining a competitive edge.

By the end of this program, attendees will have honed their ability to develop and execute sales and marketing strategies that align with organizational goals, create sustainable value, and address complex market challenges effectively.

Course Structure

The program is divided into eight core modules, each focusing on critical aspects of sales and marketing management:

Negotiation and Sales Techniques – Master the art of negotiation and develop advanced sales strategies to close high-stakes deals.
Sales Forecasting and Planning – Learn to analyze market trends and create accurate sales forecasts that drive growth.
Sales Management and Leadership – Explore effective leadership techniques for managing and motivating high-performing sales teams.
Customer Relationship Management (CRM) – Discover strategies for building and sustaining meaningful customer relationships using CRM tools.
Digital Marketing Strategy – Gain expertise in leveraging digital platforms to create impactful marketing campaigns.
Content Marketing and Strategy – Learn to craft compelling content that resonates with target audiences and drives engagement.
Marketing Analytics and Metrics – Use data-driven insights to measure the success of marketing efforts and refine strategies.
Brand Management and Positioning – Develop the skills to position brands effectively in competitive markets and ensure long-term value.

The 40-day program concludes with a 5-day period for thesis preparation. Participants will research and develop a thesis of 25,000–30,000 words, focusing on an area of their choice within sales and marketing management, guided by expert advisors.

Conclusion

The Executive Master in Advanced Sales and Marketing Management is a transformative journey that empowers professionals to redefine their approach to sales and marketing. By integrating advanced theories with practical application, participants will emerge as industry leaders capable of driving innovation, growth, and success. This program is more than an academic endeavor—it is an opportunity to gain a competitive edge, expand professional networks, and make a lasting impact in the field of sales and marketing management.

The Executive Master in Advanced Sales and Marketing Management is meticulously crafted to provide the tools, knowledge, and insights needed to succeed in today's dynamic business landscape. It is an investment in professional growth that will yield long-term rewards.

Objectives

The objectives are:

Equip participants with advanced sales and marketing techniques to address global challenges.
Develop strategic thinking and decision-making skills essential for leadership roles.
Enhance proficiency in using digital tools and analytics to optimize marketing efforts.
Build expertise in customer relationship management and brand positioning.
Foster the ability to create and implement innovative, data-driven strategies.
Prepare participants to research and articulate comprehensive solutions through a final thesis.

Who Should Attend?

This course aims at:

Senior sales and marketing professionals aspiring to leadership roles.
Business owners and entrepreneurs seeking to refine their sales and marketing strategies.
Marketing managers and directors looking to deepen their expertise in digital and data-driven strategies.
Professionals in customer relationship roles aiming to enhance engagement and retention.
Individuals seeking to transition into advanced sales and marketing management positions.

Training Method

• Pre-assessment
• Live group instruction
• Use of real-world examples, case studies and exercises
• Interactive participation and discussion
• Power point presentation, LCD and flip chart
• Group activities and tests
• Each participant receives a 7” Tablet containing a copy of the presentation, slides and handouts
• Post-assessment

Program Support

This program is supported by:
* Interactive discussions
* Role-play
* Case studies and highlight the techniques available to the participants.

Daily Agenda

Each course agenda will be as follows:
• Technical Session 08.30-10.00 am
• Coffee Break 10.00-10.15 am
• Technical Session 10.15-12.15 noon
• Coffee Break 12.15-12.45 pm
• Technical Session 12.45-02.30 pm
• Course Ends 02.30 pm

Part 2 / 9

Sales Forecasting and Planning

Day 1:
Introduction to Sales Forecasting

Fundamentals of sales forecasting and its strategic importance.
Overview of qualitative vs. quantitative forecasting methods.
Identifying key sales drivers and performance indicators.
Common challenges in sales forecasting and how to overcome them.

Day 2:
Data-Driven Forecasting Techniques

Time-series analysis and trend forecasting.
Regression models and correlation analysis for sales predictions.
AI and machine learning applications in sales forecasting.
Leveraging CRM and business intelligence tools for forecasting.

Day 3:
Sales Planning and Strategy Development

Developing a structured sales planning framework.
Setting sales targets, quotas, and key performance indicators (KPIs).
Aligning sales strategies with business objectives.
Risk assessment and contingency planning in sales.

Day 4:
Demand Planning and Inventory Management

Understanding demand fluctuations and seasonal trends.
Integrating sales forecasts with supply chain management.
Optimizing inventory levels to meet customer demand.
Case studies on successful demand planning strategies.

Day 5:
Advanced Sales Forecasting and Adaptability

Scenario analysis and forecasting under uncertainty.
Adapting sales strategies to market shifts and economic changes.
Measuring and improving forecast accuracy.
Final project: Developing a sales forecasting and planning model.

Part 3 / 9

Sales Management and Leadership

Day 1:
Foundations of Sales Management

Understanding the role of a sales manager in modern organizations.
Key principles of sales force structure and deployment.
Aligning sales objectives with corporate strategy.
Introduction to sales metrics and KPIs.


Day 2:
Leadership Skills for Sales Teams

Building trust and credibility as a leader.
Motivating teams through recognition and rewards systems.
Conflict resolution and communication strategies.
Creating a culture of continuous learning and innovation.


Day 3:
Advanced Sales Techniques

Mastering consultative selling approaches.
Utilizing SPIN Selling and the Challenger Sales Model.
Negotiation tactics for complex deals.
Managing objections and closing techniques.


Day 4:
Data-Driven Decision Making

Leveraging CRM software for enhanced visibility.
Forecasting methodologies and risk assessment.
Analyzing customer data to identify trends and opportunities.
Integrating AI and automation tools into sales processes.


Day 5:
Ethical Practices and Future Trends

Balancing profitability with ethical considerations.
Adapting to omnichannel customer journeys.
Exploring the impact of remote work on sales teams.
Preparing for future disruptions in the sales landscape.

Part 4 / 9

Customer Relationship Management (CRM)

Day 1:
Foundations of CRM

Understanding the evolution and significance of CRM in modern business.
Key components of CRM: People, processes, and technology.
Introduction to CRM frameworks and models (e.g., CLV, SDL).
Exploring the role of CRM in enhancing customer experience.


Day 2:
Data-Driven Decision Making

Leveraging customer data for segmentation and targeting.
Introduction to CRM analytics and reporting tools.
Predictive modeling and its applications in CRM.
Ethical considerations in data collection and usage.


Day 3:
CRM Implementation Strategies

Selecting and configuring CRM software solutions.
Aligning CRM initiatives with organizational goals.
Overcoming common challenges in CRM implementation.
Ensuring user adoption and engagement.


Day 4:
Advanced Applications of CRM

Integrating CRM with digital marketing and social media strategies.
Omnichannel engagement and its impact on customer loyalty.
Using AI and machine learning to enhance CRM capabilities.
Case study: Success stories of CRM transformation.


Day 5:
Measuring and Optimizing CRM Performance

Developing KPIs and performance metrics for CRM evaluation.
Conducting ROI analysis of CRM investments.
Continuous improvement and innovation in CRM practices.
Future trends shaping the future of CRM.

Part 5 / 9

Digital Marketing Strategy

Day 1: Introduction to Digital Marketing

Understanding Digital Marketing and Its Role in Business Growth.
Overview of Digital Marketing Channels and Tools.
Crafting a Digital Marketing Plan: Key Steps and Considerations.
Identifying and Understanding Your Target Audience.

Day 2: Content Marketing and Social Media Strategy

Creating Engaging and Shareable Content: Best Practices.
Building a Social Media Strategy for Multiple Platforms.
Tools for Social Media Management and Automation.
Measuring Social Media ROI and Engagement Metrics.

Day 3: SEO and Paid Advertising

Fundamentals of Search Engine Optimization (SEO).
Advanced Keyword Research and Content Optimization.
Introduction to Google Ads and Paid Search Campaigns.
Understanding Programmatic Advertising and Display Networks.

Day 4: Data Analytics and Customer Insights

Using Google Analytics to Track Campaign Performance.
Understanding Customer Behavior Through Data.
Conversion Rate Optimization: Techniques and Tools.
Leveraging AI and Machine Learning for Predictive Analytics.

Day 5: Integrated Digital Marketing Strategy

Combining Channels for a Cohesive Marketing Approach.
Budgeting and Resource Allocation for Digital Campaigns.
Risk Management and Troubleshooting Common Issues.
Preparing for the Future: Trends in Digital Marketing.

Part 6 / 9

Content Marketing and Strategy

Day 1: Foundations of Content Marketing

Introduction to Content Marketing: Definitions and Importance.
The Content Marketing Ecosystem: Blogs, Videos, Social Media, and More.
Understanding Your Audience: Personas and Buyer Journeys.
Developing Brand Voice and Messaging.

Day 2: Crafting a Content Strategy

Setting SMART Goals for Content Marketing.
Aligning Content Strategy with Business Objectives.
Content Ideation: Generating Ideas That Resonate.
Creating a Content Calendar and Editorial Plan.

Day 3: Creating Compelling Content

Writing for Impact: Headlines, Hooks, and Storytelling.
Visual Content: Best Practices for Graphics and Videos.
Leveraging SEO for Content Visibility.
Content Customization for Different Channels.

Day 4: Distribution and Amplification

Content Distribution Channels: Owned, Earned, and Paid Media.
Social Media Strategies for Content Marketing.
Influencer and Partnership Marketing.
Tools for Content Automation and Scheduling.

Day 5: Measuring Success and Optimizing Strategies

Key Performance Indicators (KPIs) for Content Marketing.
Analyzing Content Performance Using Analytics Tools.
A/B Testing and Iterative Improvement.
Building a Sustainable Content Marketing Framework.

Part 7 / 9

Marketing Analytics and Metrics

Day 1:
Foundations of Marketing Analytics

Introduction to marketing analytics and its role in decision-making.
Key metrics: Definitions, calculations, and interpretations.
Overview of data collection methods and tools.
Ethical considerations in data usage and privacy.


Day 2:
Data Visualization and Reporting

Principles of effective data visualization.
Hands-on training with tools like Tableau and Power BI.
Creating dashboards for real-time performance tracking.
Best practices for presenting insights to stakeholders.


Day 3:
Advanced Analytical Techniques

Predictive modeling and its applications in marketing.
Customer segmentation and targeting strategies.
A/B testing methodologies and statistical significance.
Leveraging machine learning for campaign optimization.


Day 4:
Cross-Channel Analytics and Integration

Measuring performance across digital channels (social media, email, SEO).
Integrating offline and online data for a unified view.
Attribution modeling and its impact on budget allocation.
Case studies of successful cross-channel campaigns.


Day 5:
Emerging Trends and Strategic Applications

Exploring AI and automation in marketing analytics.
Adapting to changes in consumer behavior and technology.
Future-proofing strategies for long-term success.
Capstone project: Developing a data-driven marketing plan.

Part 8 / 9

Brand Management and Positioning

Day 1:
Introduction to Brand Management and Positioning

Understanding the role of brand management in business strategy.
Key concepts in brand identity, equity, and value.
The importance of brand positioning and differentiation.
Case studies: Successful brand management strategies.

Day 2:
Brand Development and Positioning Strategies

Defining a brand’s core values and vision.
Steps to creating a strong brand identity.
Techniques for analyzing market segments and consumer needs.
Crafting a unique brand positioning statement.

Day 3:
Building and Communicating a Brand

Developing effective brand messaging and visual identity.
Brand communication channels: Traditional vs digital.
Understanding the role of customer experience in brand management.
Integrating social media and digital marketing into branding strategies.

Day 4:
Measuring Brand Performance and Brand Loyalty

Key performance indicators (KPIs) for brand management.
Tools for measuring brand awareness, loyalty, and equity.
Analyzing customer feedback and market data.
Building strategies to enhance brand loyalty and customer retention.

Day 5:
Advanced Brand Management and Positioning in a Digital World

The impact of digital transformation on brand management.
Integrating online and offline brand strategies.
Adapting brand positioning to emerging trends and technologies.
Final case study analysis: Repositioning a brand in a competitive market.

Executive Masters
Thesis

Final Paper: 25000 - 30000 Words