Benefits for Participants

Upon successful completion of the programme, participants will gain a comprehensive understanding of commercial management within the HoReCa industry, together with the practical skills required to improve business performance, profitability, and commercial effectiveness.

Participants will be able to:

• Increase business profitability through strategic pricing and margin optimisation.
• Drive sales growth and improve commercial performance across all HoReCa channels.
• Strengthen cost control and enhance operational efficiency through effective cost-to-serve management.
• Analyse and leverage Key Performance Indicators (KPIs) to support data-driven commercial decision-making.
• Improve customer portfolio management and build stronger commercial relationships.
• Transition from operational management to a strategic commercial mindset.

Business Benefits for the Organisation

The programme delivers tangible value to organisations by enabling them to:

• Improve commercial performance in terms of sales growth and profitability.
• Enhance the effectiveness of sales teams and commercial processes.
• Optimise profit margins through more effective pricing strategies and commercial decision-making.
• Reduce commercial losses through improved cost and resource management.
• Strengthen decision-making by leveraging KPIs and market intelligence.
• Foster a common commercial language across management, sales, and marketing teams.
• Support the professional development of executives by strengthening their commercial and strategic capabilities.

The programme is designed for professionals and organisations operating in the HoReCa sector who seek to strengthen their commercial performance, enhance profitability, and develop a more strategic approach to sales and commercial management.

HoReCa Business Owners & Senior Management

• Owners of restaurants, bars, hotels, and catering businesses
• General Managers and Operations Managers
• Food & Beverage (F&B) Managers with commercial responsibilities

Commercial & Sales Executives

• Sales Managers and Key Account Managers
• Commercial executives within HoReCa organisations
• Business Development Managers

Companies & Corporate Teams

• Distribution and wholesale companies serving the HoReCa market
• FMCG companies with a presence in the HoReCa channel
• Trade Marketing professionals and commercial sales teams

Participant Profile

The programme is ideal for professionals who:

• Manage sales operations, customer portfolios, or pricing strategies.
• Play an active role in commercial decision-making.
• Are responsible for revenue growth and business profitability.
• Seek to transition from experience-based decision-making to a data-driven commercial management approach.

Small and medium-sized enterprises and family businesses constitute the backbone of the Greek and European economy. In Greece, 80% of businesses are family-owned, contributing more than 2/3 of GDP and providing approximately 80% of private sector jobs. However, the challenges they face today – growth, organization, financial management, modernization, digital transformation, and above all succession and transfer – now require systematic knowledge and a professional approach.

The Executive Diploma in SMEs & Family Business Management programme has been designed to provide entrepreneurs and executives with practical tools, strategic thinking, and structured solutions, enabling them to develop, safeguard, modernize, and properly transfer their business. It is a comprehensive, applied programme that combines:

• Management and strategy
• Financial analysis and valuation
• Marketing and growth
• Leadership and change management
• Psychology of family businesses
• Succession and transfer strategy

The goal is for participants to be able to manage, organize, develop, and – when needed – properly transfer a business.

Under the auspices of the Athens Chamber of Commerce and Industry (ACCI)

The programme has been designed to prepare participants for the official ISO/IEC 17024 certification (SME Transfer Advisor). The certification is awarded by the Interchamber Certification Body – D.I.FO.P. The process of transferring a business requires a comprehensive strategy, combining legal, tax, financial, and managerial parameters. The need for specialized advisory support is now more critical than ever, as the success of the transition determines the sustainability and competitiveness of the business.

The Inter-Chamber Certification Body (DIFOP) is an initiative of the Central Union of Chambers of Greece (KEEE) and was established exclusively to provide accredited, according to ELOT EN ISO/IEC 17024:2012, personnel certification services and to meet modern needs within the framework of Lifelong Learning and Training, offering certifications with international recognition.

The certification provides SME transfer advisors with a clear competitive advantage, ensuring professional competence and international recognition.

More specifically:

• Professional credibility and documented competence: It recognizes that the advisor possesses the required knowledge and skills to effectively support complex business transfer processes.
• International recognition: It enhances opportunities for cooperation and professional mobility at a European and global level.
• Service enhancement: Certified professionals offer higher-quality, reliable, and comprehensive services.
• Consistency and trust: The certification serves as an indicator of professionalism, strengthening the relationship of trust between the advisor and the business.

The programme is addressed to:

• Owners and co-owners of small and medium-sized enterprises
• Members of family businesses and successors
• Business executives interested in acquiring knowledge in business management and strategic planning
• Business consultants, financial and legal professionals
• Those who wish to obtain the ISO/IEC 17024 certification – SME Transfer Advisor, preparing them for the official certification and acquiring professional credibility and international recognition.

Participation in the programme provides a comprehensive, practical, and immediately applicable framework of knowledge and skills for the management, development, and sustainable transition of small and medium-sized and family businesses. Participants do not merely acquire theoretical knowledge, but develop a way of thinking, tools, and a management methodology that can be directly applied to their own business or professional role.

Upon completion of the programme, participants:

• Acquire a comprehensive understanding of modern business management, combining strategy, financial analysis, leadership, and organizational development.
• Develop strategic thinking and managerial maturity, enabling them to make decisions with a long-term perspective and sound business logic.
• Understand the financial aspects of the business, learning how to evaluate investments, assess company value, and base decisions on real data.
• Develop leadership skills, emotional intelligence, and people management capabilities, essential for managing teams, partners, and family relationships.
• Acquire practical tools for managing change, restructuring, and transitions, reducing risks and strengthening business stability.
• Become familiar with modern marketing, branding, and strategic communication practices, enhancing the company’s commercial image and market position.
• Learn how to design and implement comprehensive business and strategic development plans.
• Understand the legal and ethical framework of business operations, strengthening transparency, compliance, and proper corporate governance.
• Connect with the ISO/IEC 17024 professional certification, preparing participants for the official “SME Transfer Advisor” certification, acquiring professional credibility, international recognition, and the ability to offer high-quality advisory services.

• Online: the monitoring of the programme can be done fully online in real time, having access to the courses and content of the programme is possible in real-time through the easy-to-use and modern platform of IST College.
• On-Demand: The programme offers the possibility of on-demand attendance. This means that you will have access to video-recorded lessons that you can watch or refer to during the course. This means that you can access video lectures during the training.
• Mixed : Create your own flexible study schedule using any of the above tracking modes in combination.

The programme is structured into three complementary thematic cycles, which comprehensively cover all critical dimensions of modern management of small and medium-sized and family businesses: strategy, people, finance, governance, and succession.

The Diploma in Exports Management is a comprehensive specialisation programme in International Trade. It is specifically designed to provide the knowledge and skills necessary for the effective management of all stages of export activity. The aim of the programme is to provide expertise that ensures the successful implementation of export procedures, avoiding mistakes, loss of time and resources, thus enhancing the competitiveness and efficiency of businesses at an international level.

The programme is addressed to:

• Heads of Export Departments and Exports Executives
• Young Entrepreneurs and Startupers who are seeking a successful export business
• Small and Medium Enterprises and Producers who wish to expand into international markets
• Professionals in the logistics and supply chain sector
• Business Consultants and Commercial Agents
• International Trade, Marketing and Sales executives

• Proper preparation of the business and product for a proper export route.
• Trademark Registration – Trade Mark – National Trademark – Community Trademark – International Trademark
• International Supply Chain Standards GS1: Strategic advantage for successful exports
• Ways of Entering Foreign Markets – Commercial Agents – Distributor Type – Foreign Sales Subsidiaries – Joint Ventures with Local Businesses Abroad
• Collective Exports – Joint Venture of Exporting Companies
• Export Pricing Policies – Product Pricing Methods – Price Formulation Factors
• Product Costing and Costing Methods
• Export Business Plan
• Distribution Sales Networks & Types of Distribution Sales – Export Marketing
• Opportunities – Challenges and Pitfalls for exporting to third countries
• Successful Preparation and Participation in Trade Shows & Business Missions
• Correct preparation of Shipping Documents based on Proximity Credit Terms and Conditions and Contracts in combination.
• Use of Freight Documents
• Arranging Terms of Payment: Cash against Documents CAD
• Letters of Credit – Letters of Credit
• Confirmed Letter of Credit – How to Confirm a Letter of Credit
• Back to Back Letter of Credit
• Transferable Letter of Credit
• Bank Payment Obligation BPO – Bank Electronic Irrevocable Payment Method & Advantages
• Export Credit Insurance
• Financial Solutions for Exporters
• Export Logistics Process
• Procedures – Customs Export to Third Countries: America, Canada, China, India, Russia
• INCOTERMS 2020 – International Commercial Terms – International Commercial Terms – ICC Publication 723

The Diploma in Business Administrationhe  is a modern and comprehensive business administration programme, designed for executives, entrepreneurs, and professionals who wish to strengthen their managerial and strategic skills and gain a holistic understanding of the contemporary operation of businesses.

The programme offers structured knowledge, practical tools, and well-developed strategic thinking, covering critical areas such as:

• Leadership & Management
• Strategy
• Marketing & Branding
• Finance & Investments
• Organizational Development
• Corporate Governance
• Innovation & Sustainability

The objective of the programme is for participants to be able to:

• Effectively manage people and organizations
• Design and implement growth strategies
• Make well-informed business decisions
• Develop an in-depth understanding of business finance and operations
• Manage change, transformations, and organizational challenges

A. Business & Strategy (Management & Strategy)

Leadership, Management & Human Resource Management (Leadership, Management & HR)

Focuses on contemporary leadership and the management of organizations. It develops skills in decision-making, human resource management, communication, motivation, and team management.

Strategic Management

Presents the core tools of strategic analysis and planning. Participants learn how to analyze the business environment and translate vision into a concrete action plan.

Strategic & Digital Marketing

Focuses on the strategic positioning of the business in the market, branding, and the use of digital marketing tools.

Innovation, Entrepreneurship, Sustainability & Business Plan Development

The course introduces the principles of innovation, entrepreneurship, and sustainable development, and focuses on the design of comprehensive business plans with long-term growth and socio-economic impact.

Change Management

Focuses on the design and implementation of organizational changes, transformations, and restructurings.

B. Finance, Value & Governance (Finance, Value & Corporate Governance)

Investment Appraisal & Company Valuation

Participants learn how to evaluate investments and estimate the value of a company using financial tools.

Business Law & Business Ethics

Presents the basic legal and ethical framework governing business operations and the importance of compliance.

• Online: the monitoring of the programme can be done fully online in real time, having access to the courses and content of the programme is possible in real-time through the easy-to-use and modern platform of IST College.
• On-Demand: The programme offers the possibility of on-demand attendance. This means that you will have access to video-recorded lessons that you can watch or refer to during the course. This means that you can access video lectures during the training.
• Mixed : Create your own flexible study schedule using any of the above tracking modes in combination.

The Logistics industry is experiencing continuous growth, as it is a vital sector for the smooth operation, profitability and good image of a business. The supply chain consists of all those businesses and organizations that are necessary for a product to reach the final customer. The effective organization, coordination and management of the flow of products and information in this chain is the subject of Logistics.

The aim of the Executive Diploma in Logistics & Supply Chain Management is to offer practical and specialized knowledge which follows the needs of the modern labor market. The program will help you upgrade your knowledge, strengthen your position in the company where you work so that you can develop hierarchically and also develop your skills for all those who want to start working in the supply chain field.

The programme, in addition to the theoretical knowledge it provides, includes at all stages of the supply chain analysis of modern case studies, practical applications and exercises which are constantly renewed.

In addition to the basic principles, Logistics uses dynamic algorithms and operational research models for the greatest possible accuracy and efficiency of decisions. Extensive use of Excel is made, and basic principles of Project Management focused on the correct and immediate movement of stocks to the final destination are also taught.

Upon completion of the programme you will have acquired practical knowledge:

• Basic costing principles and inventory valuation methods, directly and practically applied to each company.
• The concept of warehouse, cargo, container.
• Route costing, cost of fuel, driver, cost of various modes of transport.
• Basic principles from Transport Economics.
• In addition, the seminar “borrows” elements from business research and statistics, for forecasting demand, seasonality, emergency orders, correlation of factors, with immediate practical application.
• Issues of choosing appropriate distribution channels are also analyzed depending on the type, type and purpose of the business. In addition, Incoterms are explained.

Upon completion of the programme you will be able to:

• Develop skills and expand your knowledge in the field of supply chain. You will learn about inventory management, transportation, distribution and other related topics.
• Improve your efficiency and effectiveness as you will be able to identify and implement process improvements that can help your organization achieve cost savings, increased customer satisfaction and improved performance.
• Improve your career prospects and professional development, through promotions or new employment opportunities in your organization or industry.
• Gain a competitive advantage over other candidates in the job market.
• Develop your network of contacts (Networking) with other professionals in the Logistics industry and build relationships that can be useful in your career

The Executive Diploma in Logistics & Supply Chain Management is addressed to warehouse managers, purchase decision departments, procurement departments, departments and supply centers in public organizations, to entrepreneurs who wish to significantly improve the efficiency of distribution, maintenance and inventory retention (of products, materials , goods, raw materials, consumables, building and construction items, etc.).

It also gives a significant comparative advantage to food and catering businesses, hotel units, shipping companies, courier companies, shipping companies. It is also aimed at supermarkets and large supply organizations.

A large part of Logistics also concerns service companies, both for the supply of the materials and equipment that support the service, but also for the human resources that are the main productive factor of service provision.

• Live Online: The programme can be attended online in real time through IST College’s modern and user-friendly digital learning platform, providing direct access to live classes and all course materials.

• On-Demand: Participants have access to recorded sessions for supplementary learning purposes. These recordings are provided to complement live teaching and support the overall learning experience.

The Executive Diploma in Logistics & Supply Chain Management is certified for the quality of its curriculum, instructors, student assessment methods, and educational material through the QualityTrainingLabel (Expert Level) scheme by ACTA, the recognized Human Resources Certification Body of the Aristotle University of Thessaloniki.

Human resources play a key role in modern businesses and organisations. The Diploma in Human Resources Management, an accredited programme from the Chartered Management Institute (CMI), the most prestigious management training organisation in Europe with more than 180,000 members, will introduce you to the key modern practices and processes of human resources management. You will gain the knowledge and skills to examine and explore how best HRM policies and practices can be developed and implemented.

The programme focuses on the importance of the human factor in the operation and profitability of businesses and is designed to enable participants to respond and innovate in addressing emerging needs and challenges in terms of talent acquisition, development and retention. The content covers, from the foundations of HR management and decision making, to leadership, team building and coaching and is ideal for those looking to gain a 360º view of HR.

Founded in 1948, the UK-based Chartered Management Institute (CMI) offers a variety of high quality training programmes, events and networking opportunities and aims to help professionals enhance their career prospects, inspire them to unleash their potential and become skilled, confident and successful managers and leaders.

After successfully completing all modules, participants will receive a certificate from the CMI and will be able to become CMI members by gaining access to a wealth of management-related materials. 

The Diploma in Human Resources Management aims to provide participants with the knowledge, understanding and core skills required by today’s HR professionals and enable them to contribute effectively to dynamic businesses and organisations.

The programme is addressed to:

• HR executives who are interested in their professional development
• Managers who have the responsibility of developing a team
• HR & Business Consultants
• Business owners/entrepreneurs
• Managers or Heads of different departments of a company
• Those who want to start their own HR consulting company
• Those who are interested in gaining a solid foundation in HR Management and seek to improve their career opportunities
• Those who wish to better understand workplace relationships, improve company culture and increase employee productivity.

The programme enables participants to acquire technical and practical knowledge, directly applicable to their work and business activities.

• Live Online: The programme can be attended online in real time through IST College’s modern and user-friendly digital learning platform, providing direct access to live classes and all course materials.

• On-Demand: Participants have access to recorded sessions for supplementary learning purposes. These recordings are provided to complement live teaching and support the overall learning experience.

The lecturers of the programme are distinguished professionals with many years of experience in the field of HRM and extensive teaching experience, making the program unique in providing specialized and practical knowledge.

The Programme is structured in three Phases comprising a total of eleven (11) modules, which are designed to cover all the main functions of Human Resource Management:

The Diploma is certified for the quality of its subjects, its lecturers, the way of evaluating the students, as well as the quality of its material, with the Quality Training Label of Expert level by ACTA of the Aristotle University of Thessaloniki.

The Professional Diploma in Digital Marketing focuses on the core digital marketing strategies used for effective communication with modern online consumers. The programme covers all major digital channels and media, such as: SEO, PPC, Social Media, Content Marketing, Websites, Affiliate Marketing, Display Advertising and Email Marketing.

The programme is based on case studies, the most up-to-date digital, social media and performance marketing strategies, as well as extensive hands-on practice on computers, through workshops in the IST Labs. Participants actively engage in workshops and practical exercises, both individually and in group settings.

The programme also includes a module on the legal framework governing the internet and digital business, taught by a specialized legal professional-partner, covering key issues such as GDPR, cookies, intellectual property rights, advertising ethics, e-commerce and personal data protection.

In addition, the programme integrates Artificial Intelligence (AI) tools, aiming to demonstrate how digital marketers can automate and optimize their daily work in areas such as: content creation, campaigns, performance marketing, SEO, email marketing and data analysis.

The integration of Artificial Intelligence into the programme is practical and applied. Participants are trained in the use of AI tools for real-life digital marketing scenarios, such as: strategic campaign planning, content production and optimization, predictive analytics and performance optimization.

DMI is the global standard in Digital Marketing Certification. Its mission is to support marketing professionals to achieve their educational ambitions and help them reach their full potential.

It has a presence in more than 100 countries worldwide!

After successfully completing all modules, participants will earn the DMI certification, the globally recognized digital marketing certification delivered with the validity and credibility of the largest digital marketing skills certification organization.

By enrolling in the program, participants acquire DMI Power Member status.

Specifically, free access is provided to the DMI Professional Membership for a period of six (6) months, as well as to its rich educational material, which includes, among others: short courses, premium webinars, audiobooks, presentations, video interviews, toolkits, audio case studies and additional educational resources.

1. Access is provided to an interactive educational platform, through which the exchange of views with individuals sharing common academic and professional interests is facilitated, as well as discussion of topics related to digital marketing.

2. Access is provided to the DMI Members Career Development Center, aiming to strengthen professional networking and connection with companies and organizations in the sector.

3. The option of e-learning is provided, with on-demand access to recorded lectures, based on a personalized study schedule, through the modern educational platform of IST College (asynchronous distance learning).

4. Blended Learning: Within the framework of the programme, the option is provided to shape a flexible study schedule through the combined use of the above learning methods.

5. AI Empowerment: The programme includes the application of practical Artificial Intelligence techniques in the areas of content creation, social media campaigns, SEO, email marketing and performance analytics. Participants gain experience in using AI tools, without requiring technical or programming knowledge.

6. AI-driven Digital Skills: The program includes the development of skills in using AI tools for marketing automation, data-driven decision making and the creation of a competitive advantage in the job market.

• Marketing and Communication executives for specialization in the field of digital communication and their professional development/expansion in their field.
• Employees/staff of small and medium enterprises who wish to further develop their business (in Greece or internationally).
• Entrepreneurs / freelancers / employees of companies who wish to acquire specialized knowledge in the field of Digital Marketing and/or further develop their business (in Greece or internationally).
• Individuals, public figures, artists, to enhance their image.
• Students/graduates of schools – regardless of specialization – to enhance their CV and acquire professional skills.
• Young people interested in marketing and communication.
• Young entrepreneurs looking for effective and cost-efficient ways to promote their products/services

This is the design and implementation of a digital strategy for a company that each trainee chooses at the beginning of the program. It includes the analysis of the market, the design and implementation of appropriate digital marketing actions, the measurement and evaluation of the results, as well as the presentation of this project to the team of facilitators after the completion of the seminar modules. This project is carried out throughout the Professional Diploma in Digital Marketing under the guidance of a supervising lecturer.

The project is the vehicle for the comprehensive and practical application of the knowledge and skills developed during the 124 hours of training.

• Live-Online:The programme can be attended online in real time through IST College’s modern and user-friendly digital learning platform, providing direct access to live classes and all course materials.

• On-Demand: Participants have access to recorded sessions for supplementary learning purposes. These recordings are provided to complement live teaching and support the overall learning experience.

The Diploma is certified for the quality of its subjects, its lecturers, the way of evaluating the students, as well as the quality of its material, with the Quality Training Label of Expert level by ACTA -of the Aristotle University of Thessaloniki.

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.

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.

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.

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.