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Executive MBA in Sales™

The roles of Certified MBA in Leadership™ Professionals are required in all levels in their organizations. In the top levels, they are responsible for getting cooperation in formulation of plans, policies, mission, short term and long terms business objectives. In the middle and lower levels, they are required for interpretation and execution of plans and programs framed by the top management. MBA Leadership™ Professionals coordinate the efforts of their people towards a common purpose and thereby achieve organizational objectives. Certified MBA in Leadership™ Professionals encourage and build consensus among all career levels in their enterprises.

Certified MBA in Leadership™ Professionals exhibit 3E aptitudes: Edge, Energy and Energize. With their competence, they bring the “Edge” to execute their businesses. With their unprecedented enthusiasm and tireless positive attitudes, they bring the “Energy” to excel their businesses. They are able to “Energize” their people, so their people are able to use their utmost potentials to contribute daily and long term business challenges, and grow in their own careers.

Certified MBA in Leadership™ Professionals represent their enterprises. They make sure that the rationales and mission of their organizations are appropriately represented and communicated in public.

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Program Content

SALES MODULE
S1. Sales Foundations
S2. Types of Salespersons
S3. Selling Process
S4. Improving Sales Performance
S5. Sales Force Management
S6. Designing the Sales Force
S7. Determining the Sales Force Size
S8. Recruiting and Selecting Salespeople
S9. Evaluating the Sales Force
LEADERSHIP MODULE
L1. Leadership Foundations
L2. Key Elements of Leadership
L3. Leadership Theories
L4. Iowa and Michigan Studies
L5. Likert’s Four Systems of Management
L6. The Managerial Grid
L7. Situational or Contingency Theories
L8. Vroom-Yetton Model
L9. Motivation of Employees
L10. Classification of Motivation Theories
B1. Business Strategy Foundations
B2. The Evolution of the Concept of Strategy
BUSINESS STRATEGY MODULE
B3. Competing on Capabilities and the Resource-Based View
B4. The Concept of Core Competence
B5. The Concept of Strategic Intent
B6. Intended and Realized Strategies
B7. The Three Levels of Strategy
B8. Developing a Strategic Perspective
B9. Strategic Management
B10. Components of Strategy Formulation
B11. Strategic Decision-Making
M1. Marketing Foundations
M2. Evolution of Marketing
MARKETING MODULE
M3. Marketing Myopia
M4. Marketing Dynamics
M5. Significance of Marketing
M6. Delivering Customer Values and Satisfaction
M7. Business Components
M8. Achieving Customer Satisfaction
M9. Concept of Value
M10. Attracting, Acquiring and Retaining Your Customers
F1. Nature and Importance of the Finance Function
F2. Functions of the Finance Manager
FINANCE MODULE
F3. Interface Between Finance and Other Business Functions
F4. Environment of Corporate Finance
F5. Time Value for Money
F6. The Measure of Return
F7. Sources of Financial Risks
F8. Financial Portfolios and Risks
F9. Financial Risk Management
Mg1. Introduction to Management
Mg2. The Role of Management
MANAGEMENT MODULE
Mg3. Functions of Managers
Mg4. Levels of Management
Mg5. Management Skills and Organizational Hierarchy
Mg6. Approaches to Management
Mg7. Management Planning
Mg8. Organizing, Staffing and Controlling
HR1. Human Resources Foundations
HR2. History of Human Resources Management
HUMAN RESOURCES MODULE
HR3. Functions of Human Resources Management
HR4. HR Policies and Procedures
HR5. Role of HR Executives
HR6. Challenges to HR Professionals
HR7. Strategic Human Resources Management
HR8. International Human Resources Management
R1. Recruitment Foundations
R2. Factors Impacting Recruitment
RECRUITMENT MODULE
R3. Recruitment Policy
R4. Talent Sourcing For Recruitment
R5. Need for Flexible and Proactive Recruitment Policy
R6. Evaluation of a Recruitment Program
R7. Selecting Your Talents
R8. The Selection Process
R9. Standards of Talent Selection Methods
R10. Employment Application Forms
R11. Talent Selection Tests
R12. Job Interviews
ID1. The 6-D model of national culture by Gerard Hostede
ID2. Dimension #1: Individualism
INTERNATIONAL DIVERSITY MODULE
ID3. Dimension #2: Power Distance
ID4. Dimension #3: Masculinity
ID5. Dimension #4: Uncertainty Avoidance
ID6. Dimension #5: Long-term orientation
ID7. Dimension #6: Indulgence
FINAL PROGRAM ASSIGNMENT
P1. Market Research and Competitive Analysis
P2. Porter’s Five Forces Analysis
P3. Calculate Your Startup Costs
P4. Fund Your Business
P5. Buy an Existing Business or Franchise
P6. Choose a Business Structure
P7. Write Your Business Plan: Choose a Template
P8. Write Your Business Plan: Traditional Business Plan Format
P9. Write Your Business Plan: Lean Startup Format
P10. Upload Your Final Program Assignment