Course 07 - Managing Salespeople in Advertising

The course is designed for advertisement managers in publishing and executives moving into management roles.

The course provides managers with relevant and effective skills to enable them to get the most from their team and themselves. It takes a highly practical approach, using experimental games and role play to illustrate each point.

Day 1

Introduction
Difficulties encountered in managing
The principles of management
The role of the sale manager
Action centered leadership
Motivation theory
Motivating a sales team
Individual motivators

Day 2

Strength Development Inventory
Assertiveness
Job descriptions & standards of performances
Interviewing & selection
Appraisals
Disciplining an employee
Career development

Day 3

Levels of competency
Levels of initiative
Training staff
Types of training
Decision Making
Time Management
Communication
Action Planning

Course 08 - Training Managers to Train

Most sales managers monitor, supervise and coach sales executives as part of their daily routine. This course is designed to expand and develop their training skills so that their sales executives become even better trained and more effective. The course should ideally take place at the start of any programme of training, so that executives benefit from continuing in-house support following their own courses. The approach is very practical with plenty of opportunity for delegates to practice their training skills in role play.

This course will enable delegates to:

Conduct a thorough training-needs analysis
Design and implement training programmes
Understand standards for training
Carry out effective and constructive in-house training for individuals and groups
Gain a clear understanding of training reporting procedures and appraisals

Course 09 - Publishing Skills

Duration: 2 days

This course addresses the publishing executive's key responsibilities of man management, teamwork, operational efficiency, financial planning and control, and the development of initiatives for growth.

Practical exercises, case studies and analysis are employed, and delegates are encouraged to participate and discuss all the issues raised. This ensures that the course is consistently relevant and appropriate, and that participants derive maximum benefit.