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Sales & Marketing

…. where the emphasis is on acquiring and retaining valued and loyal customers, on establishing sound revenue streams and on building and sustaining professional business relationships

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The Sales & Marketing Management School aims to help individuals and teams develop:

  • your personal knowledge – what you know about yourself, your customers and your joint business
  • your individual skills – how you use your knowledge to the best effect for generating and sustaining profitable business
  • your behaviour – how you engage with customers, how you use your knowledge and skill … and how your customers respond to what you do

The School’s approach is to combine the use of diagnostic tools with the acquisition of new knowledge and the development of new skills.  Our learning programmes are available for self-directed self-development or with the support of a tutor or mentor.

Focussing your learning activities

  • Use the Sales Behaviour Diagnostic tool to identify your preferred selling style and your natural responses to customer expectations
  • Use the On-line Coach to identify your personal learning and development requirements and receive a personally tailored study programme
  • Use the On-line Feedback Assistant to convert appraisal or 360° feedback in to a personally tailored study programme

Development Programmes

Self Development +

Self Development

This is a self-managed self-study process where you are wholly responsible for what you learn and to what standards.

There are no formal entry requirements but previous practical experience of selling is helpful.

Within the sales development field you have a choice of starting by checking your understanding of selling and the sales processes or by going directly to the management of sales and sales teams

You study at your own speed whenever it is convenient for you.  Access licences are available for either 4 months or 12 months.  You can also upgrade to 12 months at any time before your 4 month licence expires for the same cost of a 4 month licence.

Diagnostic Tool + Self-Development +

Diagnostic Tool + Self-Development

The purpose of the Diagnostic Tool is to help you identify how you could develop your sales capabilities to help you achieve higher levels of sales success.

To begin the process you complete a detailed on-line questionnaire about how you engage with your customers.  Your responses are analysed and you receive a detailed report on your preferred selling style, your personal effectiveness and how your customers respond to your approach.  The report then provides extensive and detailed recommendations on how you can develop yourself in order to improve your sales success.

Once you have received your feedback report you can continue your self-development by enrolling with the Sales School and using the Feedback Assistant tool to generate a personally tailored learning and development programme for you to follow.  You will also be able to utilise the Personal Development Planning tool and the Reflective Learning Journal to evidence your development.

You study at your own speed whenever it is convenient for you.  Access licences for the additional learning resources are available for either 4 months or 12 months.  You can also upgrade to 12 months at any time before your 4 month licence expires for the same cost of a 4 month licence.  Because you have opted for the diagnostic tool as the starting point for your self-development, you are entitled to a discount of 20% on your first year access licence fees.

Diagnostic Tool + Mentored Self-Development +

Diagnostic Tool + Mentored Self-Development

The basic process for the Mentored Development Programme is the same as the Self-Development Programme except that your feedback report is not just provided for you to read, assimilate and act on.  In addition, you will receive a minimum one hour feedback discussion and mentoring session based on the findings in your report.  The role of the mentor is to help with your reading, interpretation and assimilation of the report so that you secure the maximum benefit from the information you provided and the tool analysed, and then to help with planning your personal development.

The output of this process will be a personal development plan focused on improving your personal sales performance.

In addition you have the option of completing your self-development by enrolling with the Institute, and using the using the Feedback Assistant tool to generate a personally tailored learning and development programme for you to follow.  You will also be able to utilise the Personal Development Planning tool and the Reflective Learning Journal to evidence your development.

You study at your own speed whenever it is convenient for you.  Access licences for the additional learning resources are available for either 4 months or 12 months.  You can also upgrade to 12 months at any time before your 4 month licence expires for the same cost of a 4 month licence.  There is an additional fee for working with a personal mentor.  Because you have opted for the diagnostic tool as the starting point for your self-development, you are entitled to a discount of 20% on your first year access licence fees.

Graduate Development Programmes +

Graduate Development Programmes

These are tutor-supported self-study programmes based on our structured learning modules and are suitable for new, junior or minimally experienced sales staff who wish to develop an understanding of their roles and behaviours in working with customers in B2B and B2C environments.

The Graduate Development programme is based on learning modules where you study with guidance of an Institute Tutor. Each module requires 100 hours of study of which 40 are extra to normal working and 60 are concurrent with normal working.  A list of available programmes is available here. Sales and marketing programmes are pre-fixed SM.

There are no formal entry requirements but previous knowledge or practical experience of selling is important.

Successful completion of a module earns a Certificate of Graduate Development and 10 transferable credits which can be accumulated and transferred towards earning Chartered Manager status.

You study at your own speed whenever it is convenient for you within the four to eight week time window allowed for each module. Access licences are available for either 4 months or 12 months. You can also upgrade to 12 months at any time before your 4 month licence expires for the same cost of a 4 month licence. There is an additional fee due for each Graduate programme you undertake.

Enrol Here +

Enrol Here

To enrol with Marshall Gurney Institute where you will have complete access to all our learning and development resources, simply click the button below to complete and submit your registration.