1. Channel Management
The aim of this module is to equip students with the understanding and skills to create and deploy
an effective partner strategy that is consistent with the organisations channel management strategy.
On successful completion of this module, learners will:
• Show understanding of which channels are most relevant across a variety of contexts
• Have the ability to build and deploy effective partner management strategies
• Display understanding of the complexities, tools and techniques related to optimising
a partner management strategy
Project
The objective of the project is to get the learners to synthesise their thinking and improve their
business judgement. Students are required to select a substantial work related challenge which requires
the use of skills and knowledge gained throughout the programme. The project must have a benefit
to the learner’s employer.
The project presentation at the end of the third semester involves students giving a demonstration
and explanation of the working of the project to members of faculty and invited external industry
representatives. The student’s work is assessed throughout the semester on the basis of the approach
taken to meeting the work related challenge and the student’s ability to communicate project ideas.
Award
This is a level 7 special purpose award (60 credits) awarded by QQI.
Programme Fee
€4,250
To discuss please contact our admissions team:
National College of Ireland Sales Institute of Ireland
Phone: 1850 221721 Phone: 01 6626904
Email: info@ncirl.ie Email: diploma@salesinstitute.ie
Visit: www.ncirl.ie Visit: www.salesinstitute.ie
Diploma
in National and
International Selling
Programme Overview
The role of the salesperson has changed profoundly in recent years. Salesforces are smaller and salespeople
have higher individual targets. They are required to engage more strategically with their territory and they
have to sell at higher levels within their accounts and prospects. Their customers and prospects are more
informed and the salesperson needs to better understand the buyers’ business and situation so they can
position and differentiate their product or service more effectively. The salesperson also needs to use
social media to attract and retain customers and to maintain their thought leadership and visibility.
This programme has been developed through the partnership of National College of Ireland (NCI) and
the Sales Institute of Ireland (SII). The programme has been designed to be relevant both to indigenous
field sales and international inside sales roles. The programme is very applied and all module
assessment is work related and will benefit the employer.
Modules ...cont’d
Diploma
in National and
International Selling

2. Sales Communications
The purpose of this module is to enable the learner to be verbally persuasive and compelling in all anticipated
sales scenarios. On successful completion, the learner will have the ability to:
• Understand how communications styles vary across different regions
• Develop specific contact strategies to engage prospects
• Influence well over the phone
• Prepare professionally for sales meetings
• Conduct more compelling sales meetings that shorten the sales cycle
• Critically evaluate their own performance at sales meetings
• Conduct engaging remote sales meetings
• Prepare and deliver formal sales presentations
Negotiation and Writing Skills for Sales
Buyers are more cost conscious than ever, the dynamic of selling is
different to the dynamic of negotiation, having sold – sellers need
to be more adept at negotiation in order to maintain profitability.
There are three important aspects of the sales process that take
place in writing – Acquiring a meeting using email, writing a proposal
and writing a tender. On successful completion of this module,
learners will:
• Be able to plan for negotiation scenarios to maximise success
• Structure negotiation meetings to create more win win deals
• Handle adversarial tactics
• Write compelling emails to get meetings
• Write professional and persuasive sales proposals
• Write professional and persuasive sales tenders
Social Media for Sales
Today’s sales professionals need to leverage the full capability of social media to increase their own visibility,
establish their credentials as thought leaders and ultimately attract and retain more customers and generate
more business. On successful completion of this module, learners will:
• Understand the evolution of social media and the impact it has on buyer behaviour
• Understand what the different social channels have to offer and what sales objectives they can actually achieve
• Have practical experience and understanding of using social media at all parts of the sales process: to create
awareness, generate prospects and leads, provide customer service, and to make customers evangelists
Account Management
In flat markets, it is vital to retain and grow existing business. On successful completion of this module, learners will:
• Engage accounts more strategically
• Differentiate your company within the account
• Develop stakeholder strategies to ensure continuity of business
• Write and execute account plans for retention and growth
Diploma
in National and
International Selling
Programme Aims
The aims of the programme are to:
1. Equip the modern seller with the most up to date thinking and practice in business to business sales
2. Enable the seller to engage more strategically with their territory
3. Enable the seller to design and execute a contact and retention strategy in the converged media landscape
4. Enable the seller to plan more professionally for important sales meetings
5. Develop the competence to write professional and compelling sales proposals
6. Develop the ability to negotiate well and retain margins
7. Enable the seller to retain and grow existing accounts
8. Enable the seller to manage channel partners more strategically
9. Equip the seller with the tools to use social media for acquisition and retention
Benefits to Employer
1. The Diploma programme will help strengthen the employer value proposition and attract talent
2. The assessment of the programme is through work related assignment - this will significantly increase
the integration of the best practice sales techniques
3. The content has been created by consulting with 20 Sales Directors from leading Irish companies,
ensuring it is up to date and relevant for the challenges in the current sales environment
Programme Format and Assessment
The programme will be taught part - time over 12 months.
Most of the content is delivered in two terms of instruction where you will have 6 hours of contact time
per week for each term of 12 weeks. You will also have a third term with a more limited amount of
contact hours and a work based project. All assessments from this programme will be work related.
Timing
New intakes of the programme will commence in January and September each year.
Sales Process
The purpose of this module is to enable the learner to develop an overview of their market and territory and
to think and engage strategically within it. On successful completion, the learner will:
• Demonstrate understanding of all stages of the sales process and what is required to move to the next stage
• Have the ability to read, interpret and utilise sales metrics
Social Media for Sales
Account Management
Channel Management
Dissertation
Sales Process
Sales Communications
Negotiation and Writing
Skills for Sales
• Be able to clearly articulate the buying process
• Develop the ability to critically evaluate their performance at all stages of the sales cycle
• Understand the complexity and buying processes of different regions
• Understand one’s own psychometric preferences and the effects of these on the sales process
Modules