Toshiba TEC is so pleased with its Leading Sales Transformation work-based learning initiative that it intends to launch a one-year post graduate qualification and a two-year diploma in the same subject. There are also plans to publish some of the papers students have submitted in the Journal of International Sales Transformation. Toshiba TEC introduced the programme in 2014 and already 14 of its channel partners have enrolled on it and are working towards a master’s degree (MSc) in Leading Sales Transformation. The parttime course takes two and a half years to complete and is heavily subsidised by Toshiba, which covers the entire cost of students’
Toshiba TEC introduced the course as part of its commitment to increase the professionalism of the imaging industry, maintain strategic relationships with its partners, and make a positive impact through people, education and development. It represents the first opportunity for senior personnel in the document management sector to gain academic recognition.
Developed alongside Consalia, the global sales performance improvement company, the course teaches students how to improve their sales strategies, connect with customers, build strong brands, shape their offerings and create long-term growth. It is delivered in conjunction with Middlesex University’s Institute of Work Based Learning.
Students are expected to dedicate four hours a week to course-work, which includes a 3,000-word report on each of the five course modules and a final 12,000-word dissertation. Gary Putson, Group Sales Director at Arena Group, says that his involvement has already helped him win new business.
“Arena has recently been successful in securing a managed print contract with a national company. The alternative approach we took in our proposal demonstrated a unique and high-level understanding of the client’s business requirements. The different approach we took to the client in the initial stages was a direct result of our learning from the Toshiba Masters Programme,” he said.
Carl Day, Sales Director at Toshiba TEC and the driving force behind the master’s degree, said: “The MSc in Leading Sales Transformation programme gives our dealers a truly amazing opportunity to develop their people and businesses. The Masters, which is unrestricted by traditional approaches to academic or professional development, is really teaching people to think and act differently. I’m particularly pleased that we are now starting to see a positive impact resulting from the hard work ‘students’ have put in. We are currently in the process of enrolling the next cohort due to start at the end of this year.”