Develop a sales strategy that supports business goals, and improve your ability to lead a sales team
9 weeks, excluding
orientation
8-10 hours per week,
entirely online
Weekly modules,
flexible learning
1
The ability to recruit, train, and direct a sales team, and develop an appropriate compensation plan.
2
An understanding of sales within the context of business development, and the tools to demonstrate results through measurement.
3
The skills to create a sales budget and identify pricing strategies.
4
An official digital certificate from Africa’s leading university1 as proof of your sales management skills.
1 QS Top Universities (2024)
Over the duration of this online short course, you’ll work through the following modules:
Module 1 Sales and Marketing in the 21st Century
Explore the nature of sales and marketing in the 21st century.
Module 2 The Personal Selling Function
Recognise the role of the personal selling function in maintaining customer relationships.
Module 3 Stages in the Personal Selling Process
Explore the seven stages in the personal selling process, and how to successfully handle negotiations.
Module 4 Sales Forecasting, Budgeting, and Pricing Strategies
Discover how to forecast sales targets and set accurate budgets.
Module 5 Sales Planning and Recruitment
Explore the principles of recruiting and structuring an effective sales team.
Module 6 Sales Training and Development
Explore the need for conducting frequent sales training, and the components necessary to create an outline for a sales training programme.
Module 7 The Role of Technology in Sales and Sales Management
Investigate how businesses can improve customer relationships through information and CRM systems.
Module 8 Leadership, Management, and Compensating the Sales Team
Learn how to motivate sales teams through recommended leadership practices and types of compensation.
Module 9 Analysis and Evaluation of Sales Team Performance and Customer Management
Explore how to analyse a business' sales profitability.
Please note that module titles and their contents are subject to change during course development.
Nkosivile Madinga
Marketing Lecturer, School of Management Studies, UCT
In addition to being a marketing lecturer at UCT, Madinga is a programme convenor for the postgraduate diploma in marketing, and a PhD candidate. Madinga has taught integrated marketing communication, an introduction to marketing, the practice of marketing, e-marketing, principles of marketing, strategic marketing, and sales promotions. Madinga’s academic research focuses on status consumption, fashion clothing involvement and customer value, with a particular interest in LGBTQAI+ consumers. His research has been published widely in academic journals and presented at conference proceedings. He holds a master’s degree from the Vaal University of Technology. He previously lectured at the Richfield Graduate Institute of Technology, Rosebank College, the Vaal University of Technology, and the AAA School of Advertising. He earned the Best Business Lecturer Award and the Lecturer of the Year Award from Rosebank College, and was a finalist for the Independent Institute of Education Dr Charles Freysen Teaching Excellence Award in 2016.
This UCT online short course is delivered in collaboration with online education provider GetSmarter, part of edX. Join a growing community of global professionals, and benefit from the opportunity to:
Gain verifiable and relevant competencies and earn invaluable recognition from an international selection of universities and institutions, entirely online and in your own time.
Enjoy a personalised, people-mediated online learning experience created to make you feel supported at every step.
Experience a flexible but structured approach to online education as you plan your learning around your life to meet weekly milestones.