Duration

140 ώρες

Monitoring Method

Part-time

Language of Delivery

Greek

Start Date

20 November 2024

Location

Athens, Greece

Description

In a constantly changing and complex business environment characterized by constant changes and intense competition, companies are looking for and need sales executives with the following key elements: High level specialized knowledge and skills, ability to work with customers and create an effective sales network.

The Diploma in Sales Management programme aims to provide participants with a set of basic theoretical and practical knowledge on the principles of Sales Management by analysing the most up-to-date practices and providing the appropriate tools.

By enriching knowledge with new data and sophisticated techniques, participants will be able to face and handle situations that arise in the sales department with greater effectiveness.

The teaching is based on an interactive approach. More specifically, the program provides the opportunity to acquire practical knowledge and techniques, directly applicable in your work and business activity, with special methodology and modern training tools such as.

Benefits of Monitoring

Upon completion of the programme you will be able to:

  • Gain Sales Expertise
  • Strengthen your communication skills and interact effectively with customers and other stakeholders.
  • Gain a deep understanding of the industry, with specialist knowledge and skills that will make you highly effective and competitive.
  • Lead and inspire sales teams by improving their performance. 
  • Develop and implement sales strategies that will contribute to the growth of the business.
  • Meet industry professionals and build constructive networking relationships.

Entry Requirements

The Diploma in Sales Management programme is ideal for busy executives and professionals, as it allows you to work while completing a certified programme in Sales Management, fully tailored to your highly demanding schedule. The programme is aimed at:
  • Sales Managers
  • Account Executives
  • Team Leaders
  • Sales Executives who want to acquire new skills and recognize new tools and technologies.
  • Executives from other departments who come into direct or indirect contact with customers and wish to understand how the sales department works and develop an effective partnership.
  • To those interested in a career in sales as well as business owners and Startupers who wish to develop the necessary background to increase their sales and improve the profitability of their company.

Structure

The programme consists of the following modules:

  • Effective Communication Skills for Sales Professionals and best- selling techniques
  • Marketing for Successful Sales
  • Online Sales & Digital Transformation
  • Customer Service Experience
  • Managing a sales team
  • Negotiations with Influence 
  • Key Account Management
  • Financial Tools for Sales Professionals
  • Market Analysis & Strategic Sales Planning
  • Organizing and Managing Sales Team/Territory Management

Lectures

The lecturers of the program are distinguished professionals with many years of experience in the business sector, making the program unique in providing specialized and practical knowledge.

Panagiotis Velissariou has thirty years of work experience in large multinational and Greek companies as Manager and Director in the areas of Sales, Customer Service, Marketing, Trade Marketing and New Market Development, in Greece and abroad. In addition, he has fifteen years of educational experience as a trainer/coach/mentor for postgraduate programs and specialized seminars. He is an accredited lecturer and partner, coach and mentor by the Hellenic Federation of Industries (SEV), the National Organization for Qualification Certification & Vocational Orientation (EOPPEP), the National Center for Public Administration and Self-Government (EKDDA), the Hellenic Society of Business Administration (EEDE) and other important institutions. He studied Economics at the City University of New York and holds an MBA from N.Y.I.T., New York University.

Pericles Katrivanos, with 30 years of experience in the Sales sector, has served as a manager in the sales departments of both multinational and Greek companies, such as Henkel Hellas, Sara Lee Hellas, Kallimanis S.A., Carlsberg Group. With a profound knowledge of the market and trends, he has led in the formulation of strategic planning for domestic and pan-European customers, in the development of selective sales networks, in the development of new marketing policy models, in coaching large sales teams, as well as in wide-ranging training programs for sales departments. From 2011-2016, he held the position of Sales Director Off Trade & Development at Olympic Brewery (Fix Hellas), being responsible for both the retail network and the end point networks of the On Trade market and ”niche retail”. After the acquisition of Olympic Brewery by Carlsberg Group (5/2016), in the new corporate structure created, he holds the position of National Accounts Manager, having together with his team, the responsibility of all accounts in the Greek territory. Since February 2017, he has been part of Hitos SA (Zagori), currently holding the position of Commercial Manager. In the field of professional education, he has worked with leading educational institutions, including the leading companies in the field of the education sector institutions, where as a main lecturer he has formulated educational programs, always in the field of sales. He holds an MBA, from Nottingham Trent University.

Maria Metaxogeni has studied Business Administration at the Athens University of Economics and Business Administration and holds a Master’s degree in Strategic Human Resources from Alba Graduate Business School. During the last 20 years she has been a senior sales executive in large multinational companies such as Hewlett-Packard, Microsoft and Xerox. He currently works as Sales & Marketing Director at DHL Global Forwarding. In addition, over the last decade, she has worked as a lecturer at OTE Academy, Xyn and EDE on topics related to Sales Team Organization, Excellent Customer Experience and Marketing.

Andreas Koutsospyros is Senior Marketing Communications Manager at General Electric in the Healthcare sector and is responsible for the strategy, marketing and communications of a product portfolio with more than $150 million in annual revenue. He is also co-founder of London and Athens-based startup Valius.io, a new MarTech (Marketing Technology) strategic marketing platform. He holds a degree in Business Administration from the Athens University of Economics and Business Administration and has completed a postgraduate degree in Strategic Marketing at Cranfield School of Management, UK. He is a certified marketer from the Chartered Institute of Marketing in England and has attended an intensive leadership and innovation program from the GE Management Development Institute in New York.

Konstantinos Belsis was born in Athens where he is a permanent resident. He holds degrees in Business Administration and Human Resources Management. He holds an MBA from the University of Leicester – UK. He also holds degrees and seminars in Leadership, Marketing, Human Resources Management, Sales Techniques, Crisis Management and Negotiation among others. He has more than 20 years in the sales field and has worked both in Greece and abroad in the consumer goods, health and automotive sectors. He has held positions as Product Manager, Marketing Manager, Human Resources Manager, Business Excellence Manager as well as Director. For more than ten years he has been working in the pharmaceutical industry. From his current position as Director of Libytec Pharmaceuticals he currently leads a team of employees working in the Marketing and Sales departments. During his employment in the pharmaceutical industry he has worked with prominent key opinion leaders, key prescribers and executives of various, healthcare organizations (Hospitals, etc.) with many accolades. He teaches communication and sales techniques based on international methodology and tools through which significant results are achieved and drive staff to achieve high scores. He is a certified facilitator and for the last 10 years he has been using his experience and knowledge to focus on companies’ biggest asset, which is their human resources. He has collaborated with prestigious Institutions and Organizations such as Stavros Niarchos Foundation, the Hellenic Industrialists Association (SEV), EEFAM, PEF, EDE, MSL Advisors, London UK and colleges abroad.

Yannis Angelakis is a graduate of the Department of Communication and Media of Panteion University, specializing in Marketing. Since 1997 he has been systematically active in the field of digital & interactive media. He has been an executive at Forthnet for a decade, where he held various positions of responsibility in the areas of Marketing, Commercial Development Services and Strategic Planning of the company. He has also served as Marketing Director at Kathimerini and Apocalypses newspapers, and provides consultancy services in commercial planning and development through digital infrastructure. He has extensive teaching experience training corporate executives and students on digital marketing, and frequently mentors young students with lectures at university or open events. He is a founding member of the IAB (Internet Advertising Bureau) and a member of the EEA and the international bodies OPA (Online Publishers Association) and INMA (International News Media Association). In June 2011 he founded Engage Media Greece, a company that provides services to brands & advertising agencies in the field of social media and Interactive Marketing. At the same time, he is Country Curator at the technological event Campus Party Digital Edition and since September 2017 he holds the position of Marketing Director at the IT company Data Consulting.

Stamatis Karavasileiadis was born and raised in Thessaloniki by parents who are entrepreneurs in the food and beverage industry. He studied Marketing and Communication at the North College of Thessaloniki. He started his career at Barilla Hellas as Key Account Manager and continued his career in sales at Perfetti Van Melle Hellas as Area Sales Manager. In 2004 he took over the Sales and Logistics Department based in Athens where he completed his Master’s degree in Business Administration at the University of Athens. In 2013 he is promoted to Country Manager with his greatest achievement being the doubling of Perfetti’s market share and profitability in the environment of the economic crisis. Since 2019 he has been operating in the technology sector while working as a business consultant and trainer of adults – business executives.

Miltos Ladopoulos with extensive experience in the pharmaceutical industry holds the position of Business Unit Director at Innovis Pharmaceutical Hellas. He holds an MBA in Executive Pharmaceutical Marketing from A.L.B.A Graduate Business School and a degree in Sports Science and Physical Education from Aristotle University. His professional career has a remarkable track record as he has held managerial positions as Account Manager at Takeda Pharmaceuticals, Sales and Marketing Manager at Vertex Pharmaceuticals, National Sales Manager at AMGEN Pharmaceuticals, Strategic Consultant / Matripharm – Montreal etc.

Testimonials

The Diploma in Sales Management is an excellent program that I highly recommend it to anyone who wants to develop-renew their knowledge in the field of Sales. The lecturers have vast professional experience which they put into practice interactively, either through tasks you work on in groups, or through the targeted presentations and materials provided. The programme came at an extremely critical stage in my career where I had to manage a sales team, but also as a senior business executive to set targets to third parties, manage people & make good use of available budgets. The knowledge gained is put into immediate application. The ability to attend On Demand is de-stressing as it allows you to tailor the course to your own schedule.

Finally, the organisation was excellent, the platform was up to date with everything a student needs to be informed and the people were always willing and available. Excellent experience!

At a time when the daily changes in our working life are intense, the search for new methods and practices that will help us to manage them better and easier led me to IST College and the Diploma In Sales Management program. I believe that knowledge should be renewed, so having completed the program, I have to say that the curriculum of the program fully met any expectations I had before starting this little journey! The lecturers, due to their professional training and their everyday life in big companies in Greece and abroad, helped me to enrich my knowledge with some additional practices such as case studies or role plays and to use them directly in my daily work life with very good results on a personal level.

 

I believe that the Diploma in Sales Management program can be of great help to people who have a relevant experience and previous experience and have in their plans to take a higher position than the one they hold, or even for young people who are starting today in the beautiful world of sales and are looking for basic knowledge and tools to start harmoniously this beautiful but with huge daily demands journey.

First of all, I would like to emphasize the professionalism that distinguished all my contacts with IST College, from the first contact of interest to the completion of the program.

In an ever-changing environment with constant challenges and new data, continuous education is a one-way street to be able to respond.

After researching, I settled on the Diploma in Sales Management from IST College because the programme covers all the basic knowledge required in sales.

Personally , it helped me to sort all my experiences on a theoretical level and combine them with the tools taught to maximize the rate of achieving my goals. Both the theoretical and practical process of the course helped in the rapid assimilation of knowledge. Also , the fact that the participants were from different sectors of the market was excellent. It helped me to get in touch with different perspectives on sales issues common to all of us, broadening my way of thinking.

Without a second thought I would recommend anyone who wants to refresh or certify their knowledge in Sales Management to attend the Diploma.

Certification

Upon successful completion of the programme, participants will be able to obtain a prestigious certificate from ISM EDUCATION (Endorsed by ISM EDUCATION), which will prove their knowledge and expertise in the field of sales.

The certificate will also have the validity and credibility of one of the most historic and important sales training providers.

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