Neuro-selling, value proposition, objection handling and long-term relationships.
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Accredited by SACSCOC — the same commission that accredits universities across the United States.
San Marcos and Managua campuses. No visa, no relocation, no leaving your family behind.
This diplomado presents the principles, methods and challenges related to relationship-based selling.
Topics include the field of sales, knowledge and skill requirements, the partnership process, adaptive selling and the salesperson as manager.
It is aimed at sales executives across all industries, business owners, general managers and brand managers who want to update their commercial technique and improve overall performance.
Salespeople across all industries, business owners, managers and individuals from every economic sector who want to learn the most effective strategies to improve sales performance.
40 hours
Spanish
Hybrid · 6–8 pm
Managua
Varies by program and campus — confirm with an advisor
Keiser University, accredited by SACSCOC
Identifying and analyzing today's sales and marketing challenges.
Understanding commercial myths and strategies to overcome them.
Developing an effective, differentiated value proposition.
Mastering effective communication and professional objection handling.
Applying neuro-marketing to add value in the current context.
Conducting effective market research and company analysis.
'Selling is human' · Attitude matters more than aptitude · Self-image and what stops us selling · Neuro-sales persuasion: the three-brain model · Relieving the customer's pain · Law of reciprocity · Scarcity principle · Commitment and consistency · Social proof
The 12-week year model · Values, vision and mission · Best practices that lead to success · Company analysis · Market research
The power of storytelling · Genuine networks (win-win) · The heart of the sale · Obstacles · Talk less, listen more · Long-term relationships · The salesperson's new role in the 21st century · Professional focus · Benchmarking for performance
What people really want · How to get them to buy from us · Intrinsic vs. extrinsic motivators · The difference between value and price · The commoditization of goods and services
Course sequence is indicative. Your admissions counselor will confirm the current plan of study.
Field and inside sales roles.
Managing strategic client relationships.
Leading and coaching a sales team.
Setting commercial strategy.
Opening new markets and channels.
Selling your own product or service.
Bachiller or equivalent secondary qualification.
Cédula or valid passport.
Required for the on-campus sessions.
Submitted online or through an advisor.
A counselor confirms this is the right program for your goals.
We guide you document by document. You never do it alone.
We review scholarship and financing options together.
Registration, orientation and your first day as a Keiser student.
Master · Marketing
Ph.D. Student. Marketing. Keiser University
M.B.A. EAE/UPC Business School, Spain
B.A. Concentrations in Marketing, Management, and Global Business, Ave Maria College of the Americas, Nicaragua
Our faculty combines international graduate training with active professional experience in Nicaragua.
Meet the faculty
A 14:1 student-faculty ratio across the university. Class sizes vary by program, but you are taught in a group small enough to be known by name.
Our model
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Meta Ads, Google Ads, email marketing, neuromarketing and eCommerce.
View programTalk to an admissions counselor about Diplomado in Sales and Sales Management. No commitment, no cost.