Course Code: mana101
Duration: 14 hours
Prerequisites:

Learning Objectives:

By the end of the course, participants will be able to:

  • Understand and apply the basic functions of management: planning, organizing, monitoring, and evaluating.
  • Clearly define what they manage (people, processes, resources) within their department or unit.
  • Prepare and present short-term and long-term plans, schedules, and monitoring tools.
  • Create and implement department-specific reports using a standardized structure.
  • Strengthen customer relationships and develop strategies for client retention.
  • Analyze and expand opportunities in existing and potential markets using effective sales management tools.
Course Outline:

Module 1: Transitioning into Management

  • From peer to manager: common challenges and mindset shifts
  • What is management? Understanding roles and responsibilities
  • Types of managers: operational vs. strategic
  • Identifying what you manage (resources, time, people, deliverables)

Module 2: Core Functions of Management

  • Planning: setting goals, KPIs, and direction (short-term and long-term)
  • Organizing: managing tasks, resources, and delegating
  • Monitoring: tracking performance, progress, and risks
  • Evaluating: reviewing outcomes and continuous improvement

Module 3: Practical Tools for Managers

  • Standardizing reporting formats across departments
    • Creating templates for work plans, schedules, and evaluations
    • Aligning reports with project and company goals
  • Introduction to digital tools and basic data visualization (Excel, Word, or Google Sheets)

Module 4: Sales Management for Technical Industries

(Tailored for Electrical Contracting & Service Providers)

  • Sales planning and pipeline management in B2B environments
  • Understanding your market: Sugar, Cement, Steel, and Power industries
  • Role of technical knowledge in customer engagement
  • Managing long sales cycles and service-oriented relationships

Module 5: Customer Relationship and Retention

  • How to build trust and loyalty in an industrial sales setting
  • Handling objections and solving customer pain points
  • Communication strategies for technical and non-technical buyers
  • Role of after-sales service and support

Module 6: Sales Reporting and Market Saturation

  • Creating structured sales reports: key components, accuracy, and relevance
  • Monitoring sales activity and performance indicators
  • Identifying growth in existing accounts
  • Strategies for market saturation and expansion

Module 7: Pulling It All Together

  • Integrated simulation: Create a short-term plan + monitoring report + evaluation template
  • Team exercises: Use cases from actual work scenarios
  • Feedback session: Address current challenges from participants