Cihan University-Erbil Concludes Specialized Training Course for Al-Yasra General Trading Company Staff
Emphasizing the cooperation by the Department of Business Administration and the Department of Media at Cihan University-Erbil, as well as the strategic ties between academic institutions and the commercial sector, Cihan University-Erbil Academy organized a specialized training course titled Modern Sales Management and Effective Leadership. The course was held in response to the keen interest of Al-Yasra General Trading and Foodstuff Company to develop the capabilities of its human resources and elevate their marketing and leadership efficiency.
Held for five hours per day for three consecutive days, the course featured rich theoretical and practical sessions led by a group of specialized faculty members. On the second day, Asst. Lect. Azwar Mehdi Qasim Agha, Head of Media Department, continued leading the training sessions, shedding light on professional selling skills and relationship management. His presentation offered a detailed breakdown of the professional sales ladder and techniques for accurately identifying decision-making, followed by an overview of field visit protocols and evaluating customer records. He further addressed strategies for building sustainable alliances based on the principle of giving, treating Customer Relationship Management as a genuine company asset, and mastering the art of networking to transform casual contacts into permanent business partners.
This day also witnessed a showcase on leveraging Artificial Intelligence (AI) tools for data collection and their pivotal role in guiding modern sales representatives. In the same context, Dr. Aram Hanna Massoudi delivered a specialized module focusing on periodic performance evaluation and sales results monitoring, while demonstrating methods for team direction, talent motivation, and modifying field sales behavior.
The training concluded with a pioneering integration of knowledge and technology, jointly presented by Assistant Prof. Dr. Hawkar Qasim Birdawod, Head of Business Administration, and Asst. Lect. Azwar. Assistant Prof. Dr. Hawkar inaugurated the final day’s sessions by providing an in-depth scientific vision regarding data types and the mechanics of collecting and analyzing big data using artificial intelligence techniques, thereby equipping the company with advanced, forward-looking tools to secure market competitiveness.
This was followed by the closing sessions delivered by Asst. Lect. Azwar covered objection-handling techniques, demonstrating how to transform 93% of false objections into lucrative sales opportunities. Additionally, personnel were trained on advanced sales closing strategies, including the experimental “Puppy Dog Close” method. The lectures also focused on developing the charisma of a sales leader and the concept of selling from the top, while exploring the role of AI in interpreting, analyzing, and ensuring the continuity of understanding individual and consumer behaviors to anticipate future expectations.
In conclusion, the delegation from Al-Yasra General Trading and Foodstuff Company praised the immense scientific and practical value added by the course. They commended the pioneering role of Cihan University-Erbil and both the Business Administration and Media departments in bridging the gap between academic education and realistic market demands. After the concluding remarks, appreciation certificates were distributed to the participants and the trainers in recognition of their efforts in making this outstanding training program a success.
