SYLLABUS OF STUDIES

The importance of a person’s initial and continuing academic and Professional skill development has become widely accepted in our society and in fact all over the world in this 21st century. Organizations now see Professionalism and Management Development as essential pre-requisite to effective competitive strategy as well as being an important tool in recruiting and re-training employees. This means that Professionalism as a career and skill development now occupies central place in every organization and establishment.

Another important trend is that lifelong learning and development of competence has replaced the views frequently held in the past that education and training only take place before or at the beginning of a career. It is important to state that in the lifetime of an individual, there lies numerous new challenges that will enquire corresponding responses which requires additional knowledge training and retraining development to square up the relevant and current challenge of the century.

The Institute of Sales and Marketing Management of Nigeria (ISMMN) in response to the missing link has over the years developed the required techniques and programmes on professionalism, skill acquisition and career development for Practitioners, students and other human resource personnels’ in affiliation with reputable Institutions trending on local and global acceptance in Sales and Marketing Management Perspective.

1. To create a rich learning lectures in Sales and Marketing Management Profession
2. To expand understand ii1g of oral growth in Sales and Marketing Management capabilities
3. To develop personal strategies to meet Sales and Marketing Management challenge of the 2 1^st Century
4. Examine models of quality in Sales mid Marketing Management for competitive advantage.
5. To generate ideas and insights so as to increases Organizational Sales and Marketing Management capability and capacity building.
6. To help practicing Managers and those aspiring to be Sales and Marketing Management Managers to participate in a process covering Sales and Marketing Management profession.
7. To help square up the process of Professional ism in Sales  and Marketing Management.
8. To equip Practitioners become decision makers on their chosen career/profession..
9. To be an information HOB on Sales and Marketing Management to the government and the public.

Above all to become a strategic THINK THANK for the Development of Economic growth through Sales and Marketing Management Perspectives?

The Professional Diploma Certificate, Advanced Diploma Certificate, Post Graduate Diploma Certificate, Diploma Certificate and Certificate Course in Sales and Marketing Management are facilitated by the Institute of Sales and Marketing Management of Nigeria (ISMMN) in affiliation with reputable Universities and foreign Professional bodies.

The total minimum study period for completing the Professional Advanced Diploma Certificate (PADC) is Four (4) weeks,  Advanced Diploma Certificate (ADC) is Six (6) weeks, Certificate Course (CC) is (12) weeks, Diploma Certificate (DC) is (7) weeks and Professional Graduate Diploma Certificate (PGDC) is (6) weeks respectively of intensive academics face to face studies. The level of course content treatments are considerably high as teaching materials for undergraduates and post graduate degree programmes are applied during the course respectively, in conjunction with Practitioners of Sales and Marketing Management Professionals from the Institute of Sales and Marketing Management and other affiliate institutions (weekend only).

FUNDAMENTALS OF SALES AND MARKETING MANAGEMENT

• Origin and Development of Sales and Marketing Concept.
• The Sales and Marketing Concept.
• The scope and value of Sales and Marketing.
• The Sales and Marketing Environment.
• Products Planning, Design and Development.
• Pricing, Objection, Determination, Methods, Policy and Strategies.
• Distribution, Advertising and Promotion.

 

SALES AND MARKETING MANAGEMENT STRATEGY:

Meaning and modern approach to Sales and Marketing Management.

• The old app roach to Sales and Marketing.
• The Sales and Marketing Concept Philosophy.
• Sales and Markets Corporate Philosophy.
• Sales and Marketing Corporate Coordination notes.
• The Sales and Marketing function.
• Marketing operations, Sales Operations, Advert Sales Operations and Distribution.
• Sales and Marketing Management Analysis, Planning, Implementation and Control.
• Sales and Marketing Management Approach.
• Sales and Marketing mix decision variables and interactions.

 

ANALYSIS OF CONSUMER BEHAVIOUR

• Consumer behaviours as decision process.
• Basic needs and motives.
• Attitudes and Learning.
• Influence of environment, Consumer behaviour, Cultural, Social and Reference group influences.
• Buying decisions with the family.
• The family life cycle.

 

ADVERTISING AND SALES PROMOTION MANAGEMENT

• Nature of Advertising.
• Distinction between Advertising and Advertisement.
• Type of Advertising.
• Development Advertising Objectives.
• Deciding on the Advertising budget.
• Massage evaluation and selection.
• Choice of media.
• Evaluating Advertising effectiveness.

 

SALES PROMOTION MANAGEMENT

• Meaning and growth.
• Purpose and objectives.
• Selecting Sales promotions taste.
• Business Promotion tools.
• Develops Sales promotion programmes.
• Pretest, Implementation, Controls and evaluate in programme result.
• Comparison and contrast between Sales promotion, Advertising and Actual Selling Merit and Demerit.

 

MICRO AND MACRO ECONOMICS

• Basic Principles.
• Demand and Supply.
• Economic Analysis.
• Macro Economics.
• International Trade.

 

DISTRIBUTION AND CHANNELS MANAGEMENT:

• Conflict, cooperation and Distribution channels.
• Channels Selection.
• Intensity of Distribution.
• Choosing middlemen
• Legal consideration in channels.
• Relevance of physical Distribution Management.
• Total System Approach to Distribution.
• Physical Distribution task, goal and future.
• Retail, Wholesale Market and Institutions.

SALES MANAGEMENT

• The Sales environment.
• The importance of the Sales-force selection.
• Sale-force organization.
• Remuneration and incentives.
• Responsibilities of the Sales -force.
• Sales forecasting.
• The sales office location and customer.
• Sales and Merchandising.
• Tasks in Sales Management.
• Selling in the International Markets.

 

BASIC FINANCIAL MANAGEMENT

• Introduction.
• Capital budgeting under condition, certainty and uncertainty.
• Capital Market Theory.
• Financial Statements Analysis.
• Cash flow statement.
• Working capital management.

 

RESEARCH STUDIES

• Introduction.
• Types of research.
• Research designs.
• Sampling designs.
• Measurements.
• Scaling.
• Improving the quality of research data.
• Questionnaire contraction.
• Organization of projects reports.
• Data analysis and presentation.
• Nature of statistical analysis research.
• Hypothesis and hypothesis test.
• Mechanics and style of research report.

 

BUSINESS STATISTICS

• Collection and presentation of Data.
• Frequency Distribution.
• Relationship and forecasting.
• Business Mathematics.
• Operation research (Decision Models).

 

BUSINESS LAW

• The laws of Contract.
• The laws of Agency.
• Sales of Goods.
• Hire Purchase.

 

INTERNATIONAL MARKETING

• The international Perspective of Marketing.
• Comparative Analysis.
• Infrastructures.
• International and Multinational Organizations.
• Marketing Planning and Control
• Exporting Strategy.
• Marketing Strategy.
• International Trade Regulation.

ADVANCE STATISTICS 11

• Data Presentation and Summarization Table, Graph and Summaries.
• Probability and sampling.
• Estimation Hypothesis testing and analysis of variances.
• Correlation and simple Linear Regression.

 

STRATEGIC PLANNING FOR SALES AND MARKETING MANAGEMENT

• Management planning and control.
• Sales and Marketing Strategy and Analysis.
• Formulation of Strategy and goal.
• Choice of Strategies.
• Implication and control.

 

BUSINESS COMMUNICATION

• Nature of individual
• Fundamental of interpersonal Relation Orientation, Roles of communication, needs, self-identify, basic of attraction, Basic dimensions, Norms and rules, reciprocity social intelligence.
• The Johavi Windom.
• Arts of Management/Leader.
• Game and script Analysis.
• Psychological positions.

 

COMMERCIAL LAW

• General Principles of Law.
• Sales of Goods act.
• Hire-purchase act
• The Laws of Agency.

 

SALES AND MARKETING RESEARCH

• Scope of Sales and Marketing Research.
• Economic, Sales and Marketing Research.
• Types of Research
• Basic, Applied, Qualitative and Motivational.
• Marketing research process systematic, Objectives and scientific methods.
• Qualitative Marketing Research Questions, Hypothesis, Sources of information method of data collection, sampling, data gathering, analysis, report writing.
• Research instruments, reliability and validity test.
• Method of Data analysis.

 

FINANCIAL MANAGEMENT:

• Objective and function of Financial Management.
• Financial planning.
• Working Capital Management.
• Financial statement Analysis.
• Management of marketing decisions.
• Dividend Policy.

 

CONSUMER RESEARCH ANALYSIS

• The Marketing concept.
• Market research.
• Marketing research.
• Organizational Corporate goal.
• Corporate decisions.
• Financial, Production, Marketing and organization performance.
• Co-ordination of the environment factors and Marketing Strategies.
• Consumer satisfaction/Organization Performance.

 

PRODUCT RESEARCH

• Introduction
• Nature of Product
• Consumer behaviour
• Sale and Marketing techniques
• Production Evaluation

 

HUMAN RESOURCES MANAGEMENT

• Introduction
• What is Human Resources Management?
• Principles of HRM
• The Origin of HRM in Business Development
• HRM as By-Product of Sales and Marketing Management
• HRM and Industrial Relation

EXEMPTIONS

Note. Exemptions from certain subjects of the professional foundation stages may be considered at the discretion of the council to members of certain professional bodies. Holders of University degrees and Higher National Diploma, who indicated sufficient coverage of the institute’s syllabus will also be considered. No exemptions shall be granted for any subjects of the Final Professional stage.