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    International Sales Management and Sales Excellence programmes




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    The very best tourism sales and marketing professionals are strategically-minded, results-focused and dedicated to delivering excellence to all their customers.

    Launched in February 2015, the Fáilte Ireland Sales Academy is committed to supporting tourism sales professionals in achieving and exceeding their personal and business goals.
     

    When will the programmes start?

    The next Sales Academy Sales Excellence programme will commence in Autumn 2016. The next Sales Academy International Sales Management programme will commence in 2017. We are now open for applications for both the Autumn 2016 Sales Excellence programme and the 2017 International Sales Management programme. We invite you to apply for both programmes.

    What do the programmes entail?

    • International Sales Management (*)
    • Sales Excellence

    These programmes have been developed by an expert panel, encompassing decades of experience in both the tourism sector and sales training programmes. The programme content and learning materials have been tailored specifically for the tourism sector and are practical, relevant and immediately applicable. On-going module assessment is work specific and will benefit the employer directly.

    (*) This is a modular programme and has been designed in collaboration with our project partner Cornell University School of Hotel Administration. The configuration of the programme reflects best practice learning and exposure to leading edge thinking delivered by international experts. In the case of the International Sales Management Programme, modules take place both here in Ireland and within the US.

    Programme completion will enable tourism sales and marketing professionals to deliver and drive sales towards increased targets. Prior to the programme, participants will meet with a coach to set business and personal goals for achievement throughout the participation on the programme. Over the programme year, coaching and on-going assessments, participants will develop the core skills required to succeed as a tourism sales professional.

    (Note: Attendance at a minimum of four Cornell Modules provides participants with a Full Cornell University Certification.)

    What is the aim of these programmes?

    The overall outcome of participation in the Fáilte Ireland Sales Academy is the completion and presentation of a strategic sales and marketing plan, as relevant to your role (e.g. Manager – International Sales Management Programme; or Executive – Sales Excellence Programme).

    Further aims of the programme are:

    • To help the participant understand how their role and goals integrate into the organisation’s overall strategy.
    • To develop a range of personal sales techniques to help the participant excel as a tourism sales professional, including learning how to move a buyer through the buying process.
    • To enable the participant to maximise their customer mix to meet their organisation’s revenue and growth goals.
    • To develop and manage a strategic digital sales strategy that delivers on-going online sales.
    • To learn how to develop a proactive, strategic and dynamic approach to sales planning, tracking and reporting.
    • To develop the core skills needed to understand, motivate and lead those who you manage through the sales process.

    What does the programme include?

    For a full overview of the dates of the Sales Academy programmes, download the course calendars below:


    For a full overview of the course content for the Sales Academy programmes, download the course outlines below:


    International Sales Management Modules

    Module 1

    Core content


    Course title:
    • Strategic International Sales
    Duration: 3 days
     

    Module 2

    Cornell - Core content


    Course title:
    • Demand Management and New Media
    Duration: 3 days
     

    Module 3 / 4

    Cornell - Core content

    (Held in the USA)

    Course title:
    • Strategic Marketing
    • Strategic Hospitality Management
    Duration: 3 days per module
     

    Module 5

    Cornell - Core content


    Course title:
    • Leadership and Motivation 
    Duration: 3 days
     

    Module 6

    Core content


    Course title:
    • Strategic Sales Planning
    Duration: 3 days