What is the Certified Trade and Negotiation Professional?

The Certified Trade and Negotiation Professional is a globally recognised professional certification by the Global Leadership Institute (GLI), designed to equip professionals with advanced competencies in Sales & Marketing.

How long does this certification take?

The programme takes 11 Weeks and can be completed self-paced or with live virtual sessions.

Is this certification globally recognised?

Yes. GLI certifications carry CPD credits and are internationally recognised.

What level is this certification?

This is a Advanced Level certification.

Email info@certifications.ac, WhatsApp +254 722 223 084, or fill in the enrolment form on this page.

What is included in the fee?

All study materials, study guide, examination, digital certificate and badge. Live option adds tutor sessions and priority support.

Certified Trade and Negotiation Professional in Lesotho

Executive Summary

Certified Trade and Negotiation Professional

Designed for today’s high-impact professionals, the Certified Trade and Negotiation Professional (CTNP) delivers a rigorous Advanced-level curriculum that equips participants with the knowledge, tools and frameworks needed to excel in marketing strategy, brand management and sales performance.

This 11 Weeks programme is structured around recognised marketing, brand and sales professional standards, ensuring every graduate applies internationally validated methods to real-world challenges.

GLI’s CTNP holders are recognised by leading organisations across Africa, the Gulf, Europe and the Americas as qualified, results-driven professionals. Whether you are advancing your current career or transitioning into new responsibilities, this certification provides the competitive edge you need in 2026 and beyond.

Programme Overview

Certification at a Glance

Certification

Certified Trade and Negotiation Professional

Acronym

CTNP

Who Should Enrol?

Sales and Marketing Executives
Brand and Product Managers
Business Development Professionals
Account and Media-Relations Managers

Programme Inclusions

Everything Included in Your Enrolment

All study materials and study guide
Access to GLI online learning portal
Online examination and assessment
Digital certificate and digital badge
Physical certificate (shipped to you)
CPD credits for professional bodies
GLI alumni network membership
Facilitator and tutor support
Resource downloads and reference library
Automatic enrolment confirmation

Certification Benefits

Why This Certification Matters for Your Career

Career Advancement

Accelerate your career towards senior marketing, sales and commercial leadership roles

Professional Recognition

Credential aligned with recognised marketing, brand and sales professional standards

Operational Excellence

Apply world-class frameworks to improve performance and outcomes

Strategic Thinking

Develop the analytical and strategic skills demanded at the executive level

Compliance Readiness

Master the standards, compliance and ethical governance central to marketing strategy

Global Employability

Qualify for marketing strategy roles across brands, agencies, corporates and growth-stage enterprises worldwide

Competency Framework

Core Competencies You Will Develop

✦Marketing Strategy, Segmentation and Positioning

✦Brand Management and Integrated Communications

✦Sales Process, Pipeline and Account Management

✦Digital Marketing, Content and Campaigns

✦Customer Insight, Analytics and Growth

✦Professional Ethics and Governance

Course Curriculum

Programme Modules

Click any module to explore the detailed curriculum topics included in this certification.

Foundations and Strategic Context of Certified Trade and Negotiation Professional

Certified Trade and Negotiation Professional: industry context, trends and professional standards
Marketing and sales: scope, roles and value
The marketing concept and customer orientation
The marketing mix and the 7 Ps
Buyer behaviour and the customer journey
The sales function and revenue engine
Aligning marketing and sales (smarketing)
Professional standards and ethics
Digital disruption and modern go-to-market
Brand and reputation as strategic assets
Career pathways and professional development

Selling by Diagnosis

Consultative selling and understanding the buyer
The sales pipeline and forecasting discipline
Value proposition and differentiation
Voice of the customer and acting on feedback
Expanding into regional and export markets
Segmentation, targeting and the useful segment
Pricing, price architecture and discounting
Route to market and channel design
Marketing measurement and attribution
Customer journey mapping and service design
Customer retention, loyalty and lifetime value
Complaint handling and service recovery
Brand, reputation and communications
Commercial ethics and responsible selling
Market research and customer insight methods

Customer Journey and Recovery

Customer journey mapping and service design
Complaint handling and service recovery
Customer retention, loyalty and lifetime value
Digital channels and performance marketing economics
Negotiation and closing commercial deals
Key account management and account planning
Tenders, proposals and the bid decision
Launching a product into a market
Managing distributors and channel partners
CRM, sales operations and data discipline
Service standards, levels and measuring service
Campaign planning and the content calendar

Measurement and Responsible Practice

Marketing measurement and attribution
Commercial ethics and responsible selling
Customer retention, loyalty and lifetime value

Segmentation and Proposition

Segmentation, targeting and the useful segment
Value proposition and differentiation
Brand, reputation and communications

Pricing and Value

Pricing, price architecture and discounting
Value proposition and differentiation
Marketing measurement and attribution

Route to Market

Route to market and channel design
Segmentation, targeting and the useful segment
Pricing, price architecture and discounting

Capability Development

Goal setting and behavioural change in coaching
Feedback, challenge and psychological safety in coaching
Mentoring, sponsorship and developmental relationships
Evaluating coaching outcomes
Team coaching and the team as client
Cultural context and coaching across difference
Building and running a coaching practice
Training needs analysis
Coaching and reinforcement
Development banking principles
Appraisal of development projects
Learning transfer and capability building
Talent review and succession in practice
Analytical techniques and bias
Professional standards and continuing development

Strategic Context

Platform and ecosystem strategy
Digital business models and monetisation
Growth strategy and expansion sequencing
Communication strategy in change programmes
Aligning HR strategy with organisational strategy
Retention strategy and turnover analysis
Preparing financial statements
Business models for new tech
Business model design and unit economics
Corporate strategy and portfolio choices
Growth strategy: organic, M&A and partnerships
Financial reporting frameworks (IFRS/GAAP)
Interpreting financial statements
Integrated and sustainability reporting
Reporting quality and governance

Risk and Compliance

Fraud risk and controls
Control monitoring and reporting
Audit risk and materiality
Budget vs actual and variance
Corporate governance principles and purpose
Accounting concepts, principles and the regulatory landscape
Cost and profitability analysis
Governance, risk and compliance (GRC)
The regulatory and legal environment
Governance and organisational value
Public, private and non-profit governance
Regulatory compliance and market requirements
Governance of service standards
Governance of the CX programme
Regulatory and fair-treatment obligations

Legal and Terms

Environmental legal compliance
Legal, cost and feasibility analysis
Contractor and visitor safety
Policy, planning and objectives
Legal and other requirements
Contract types and risk allocation
Contract administration and variation
Contract performance and exit
Contract governance and compliance
Policy administration and customer service in insurance
Insurance regulation and consumer protection
Goal setting and contracting
Procurement and contract value
Procurement and contract management
Forecasting and planning

Campaigns and Projects

Data visualisation for finance
Designing a safety programme or control
Emergency preparedness and response planning
Discovery-driven planning and assumption testing
Product launch and go-to-market sequencing
Scenario planning and foresight
Negotiation strategy and planning
Programme governance
Real estate development and project appraisal
Programme cycle management in NGOs
Decision support and insight
Leading project governance
Change and adoption in projects
Agile and digital transformation projects
Building project management maturity

Operations

Integrated risk and quality control
Data quality and governance
Communicating financial results
Yield, productivity and profitability metrics
Data quality, analysis and reporting
Traceability, recall and quality assurance systems
Quality management systems and audits
Psychodynamic and psychoanalytic approaches
Innovation in service delivery
Journey and process redesign
Quality monitoring and coaching
Process and control documentation
Quality assurance of audit
Competitive bidding processes
Business process mapping

Relationships and Partners

Stakeholders and users of financial information
Stakeholders, agency and accountability
Trends: ESG, transparency and stakeholder capitalism
Shareholder and stakeholder rights
Market entry modes and partner selection
The business partner and centre-of-excellence model
Influencing and safety leadership
Stakeholder capitalism and ESG
Transparency and stakeholder trust
Influencing and persuasion
Categories of spend and stakeholders
Attachment and developmental theory
The project environment and stakeholders
Stakeholder and sponsor management
Stakeholder rights and fair treatment

Ethics and Conduct

Professional ethics and duty of care
Legal and regulatory responsibility
Ethical decision-making under pressure
Sustainability and climate responsibility
Ethics and responsible innovation
Ethical leadership and integrity
Corporate social responsibility and sustainability
Ethics and responsible leadership
Professional standards and ethics (CIPS)
Sustainability and responsible sourcing
Fair trade and responsible supply
Professional ethics in customer service
Responsible and ethical service
Ethics and integrity in banking
Professional ethics and banking conduct

International Markets

Global and comparative HR contexts
Professional roles, boundaries and settings
Global sourcing and trade
Ethical principles and codes of practice
Transfer pricing and international tax
Cross-border data and transfers
Cross-cultural and global inclusion
Global sourcing and international trade
International and cross-border tax
Managing boundaries and dual relationships
Peer support and consultation
Sustaining ethical, effective practice
Ethical frameworks and codes of practice

Change and Adoption

Legal responsibilities and professional bodies
Digital and market transformation
Behaviour change and adoption of innovations
Customer experience transformation
Digital and self-service transformation
Measuring CX transformation impact
Digital transformation in banking
Foreign exchange and treasury operations
Technology governance and change control
Foreign exchange and hedging
Measuring digital transformation impact
Regulatory change management
Future of work and workforce transformation
Large-scale transformation and agile ways of working
Client feedback and satisfaction

People and Incentives

Innovation culture, incentives and psychological safety
Workforce and shift management in retail
Managing risk and difficult cases
Workforce management and scheduling
Workforce planning and scheduling
Employee experience and engagement
Customer and employee satisfaction
Employee engagement models and drivers
The employee lifecycle and HR value chain
Strategic workforce planning and demand forecasting
Employee voice, surveys and action planning
Employee engagement and what actually drives it
Communicating risk to the workforce
Workforce planning and the capability gap
Digital HR and the employee experience platform

Sustainability

Monitoring sustainability outcomes
Monitoring, evaluation and sustainability plan
Sustainability certification and standards
Sustainable and green banking
Control environment and risk assessment
Emerging assurance areas (ESG)
Sustainability, ESG and integrated value
Responsible and sustainable governance
ESG principles and frameworks
Sustainability strategy and materiality
Environmental governance and climate risk
Lessons learned and development
Governance of ESG and reporting
Sustainability standards (GRI, ISSB)
Driving effective, ethical outcomes

Learning and Research

Learning objectives and outcomes
Active-learning methods
Cognitive load and learning science
The learning and development profession
Learning strategy and business alignment
Learning cultures and the learning organisation
Blended and hybrid learning design
Motivation and self-directed learning
Training needs analysis and learning strategy
Knowledge management and capability building
Learning technologies and the LMS
Designing and facilitating groups
Complaint data and learning
Active and experiential learning
Minimum viable offer and validated learning

Markets and Customers

Team leadership in customer service
Brand equity and positioning
Brand guidelines and consistency
Measuring brand health
Customer onboarding and lifecycle
Customer and community engagement
Market and interest-rate risk
Know Your Customer and enhanced due diligence
Data protection and customer privacy
Data, analytics and customer insight
Customer segmentation and needs analysis
Supply market analysis and Porter’s forces
Strategic customer relationships
Comparable sales analysis and market evidence
The automotive market: segments, brands and buyers

Selling Practice

Psychoeducation and workshops
Complaints, accountability and fitness to practise
Accountability and follow-through
Negotiation and conflict management
Conflict resolution and negotiation
Sales and marketing transformation
Sales enablement and coaching
Marketing and sales ethics
Marketing and sales KPIs and dashboards
Funnel, pipeline and conversion metrics
Commercial negotiation and value capture
Responsibility accounting and cost centres
Succession planning and talent pipelines
Talent sourcing channels and pipelines
Working with organisations on wellbeing

Customer Experience

Loyalty programmes and rewards
Customer journey and experience design
Retention, loyalty and lifetime value
Interaction and experience design
Journey management and tracking
Destination, venue and experience products
Service quality and the passenger experience in transport
Designing an intervention or programme
Customer success and retention
Customer experience and journey mapping
Customer service and experience principles
Prioritising experience investments
Customer and journey analysis
Designing a service or experience improvement
Customer experience strategy

Digital Channels

Automation and safety technology
Ethical, risk and feasibility considerations
Emerging-technology evaluation
Digital procurement and the future of the profession
Digital tax administration
Bancassurance and digital insurance models
Social media management: platforms, communities and algorithms
Telehealth and digital care delivery
Professional case study and presentation
Ethics of technology in practice
Automation in project delivery
Designing engaging online sessions
Assessment and feedback online
The finance function and digital transformation
Digital ethics and responsible AI

Evidence and Analytics

Risk assessment and safety planning
Record-keeping and data protection
Evidence-based improvement
Evidence-based practice
Evidence-based practice and research literacy
Psychometric and screening tools
Quality and delivery metrics
Agile metrics and velocity
Project data, reporting and analytics
AI and predictive project analytics
Customer and brand health metrics
Treatment planning and review
Baseline surveys and data collection tools
Managing complexity and comorbidity
Workplace and organisational contexts

Commercial Finance

Standard costing and variance analysis
Budgeting techniques and the budgeting cycle
Flexible budgets and rolling forecasts
Cost reduction and efficiency programmes
Capital budgeting: NPV, IRR and payback
Cost of capital and WACC
Capital structure and financing decisions
Financial modelling and scenario analysis
Options appraisal and cost-benefit
Pay structures, benchmarking and market pricing
Cost of accidents and prevention value
Cost-volume-profit and break-even analysis
Risk, cost and feasibility analysis
Make-versus-buy and total cost of ownership
Cost and price analysis

Distribution and Supply

Change talk and readiness
Procurement and stock management for health commodities
Conflicts of interest and procurement ethics
Go-to-market and channel strategy
Omnichannel and channel management
Touchpoint and channel design
Operational efficiency and channel management
Banking products, services and delivery channels
Supply market analysis
Supply analysis, gaps and scenario planning
Procurement and supply chain: scope and value
Sustainable procurement principles and standards
Real estate marketing channels and property portals
Procurement and asset management under donor rules
Water supply systems: sources, treatment and distribution

Communication

The banking system, intermediation and financial markets
Professional and persuasive communication
Transaction monitoring and suspicious reporting
Regulatory reporting and audits
Crisis communications
Stakeholder communications
Ethics in communications
Communications strategy and planning
Internal communications
Corporate social responsibility communications
Presentation and public speaking
Social media and community management
Professional report and presentation
Metrics and reporting
Voice, communication and delivery

Leadership and Teams

Subcontractor and supplier management
Front office and reservations management
Goal setting and action planning
Habit change and behaviour design
Wellbeing and resilience coaching
Measuring coaching outcomes
Management accounts and dashboards
Duty of care and risk management
Practice management systems
Working with referrers and multidisciplinary teams
Collaboration and teamwork
Leadership versus management and when each is needed
Situational and adaptive leadership
Values, purpose and authentic leadership
Strategic leadership at scale

Performance and Targets

Setting objectives and marketing KPIs
Dashboards and performance reporting
Capacity and performance management
Setting objectives, indicators and targets
Linking CX to business performance
Service KPIs: CSAT, NPS, CES, SLAs
Performance management in service
Coaching for performance
Banking KPIs and branch scorecards
Sales performance and pipeline management
Social performance and outreach
Continuous feedback and performance conversations
Appraisal, calibration and managing underperformance
Performance management that changes behaviour
Strengths, flow and engagement

Learning Outcomes

What You Will Achieve

Establish a comprehensive understanding of Certified Trade and Negotiation Professional principles aligned with recognised marketing, brand and sales professional standards
Apply evidence-based methods to improve marketing strategy, brand management and sales performance
Master marketing strategy, segmentation and positioning and brand management and integrated communications
Apply sales process, pipeline and account management and digital marketing, content and campaigns in real-world settings
Lead risk management, quality and compliance relevant to your field
Design stakeholder engagement and professional communication strategies
Use data-driven decision-making and performance-measurement tools effectively
Apply internationally recognised best practice to advance your career in marketing strategy

Enrolment Process

How to Get Certified

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Step 3: Study in the GLI Learning Portal

Work through 30 structured modules and 150 lessons at your own pace, with downloadable resources and expert-designed content — all inside the LMS.

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Step 4: Pass, Get Certified & Verified

Sit your final examination online, earn your certificate instantly, and receive a globally verifiable Certificate ID — plus GLI Alumni Network access.

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Frequently Asked Questions

Common Questions

What is the CTNP certification?

The Certified Trade and Negotiation Professional (CTNP) is a Advanced-level professional certification awarded by the Global Leadership Institute (GLI). It is designed to equip professionals in marketing strategy, brand management and sales performance with practical skills, internationally recognised frameworks, and the credentials needed to advance their careers.

Who should enrol in the CTNP?

This certification is ideal for Sales and Marketing Executives, Brand and Product Managers, Business Development Professionals and Account and Media-Relations Managers, and other professionals seeking to formalise their expertise in marketing strategy, brand management and sales performance with a globally recognised credential.

How long does the CTNP certification take to complete?

The programme is structured over 11 Weeks and offers flexible learning modes. Self-paced learners can progress at their own schedule, while live virtual participants follow a structured cohort schedule with facilitator-led sessions.

Is the CTNP internationally recognised?

Yes. GLI certifications are recognised across 100+ countries and are aligned with recognised marketing, brand and sales professional standards. Graduates receive a digital certificate, a physical certificate and CPD credits recognised by employers worldwide.

What is the cost of the CTNP certification?

The Certified Trade and Negotiation Professional is offered in two formats: Self-Paced at USD 399 and Live Virtual at USD 599. Corporate group rates are available for organisations enrolling 5 or more participants. Contact GLI for a bespoke corporate training quotation.

What does the CTNP certification include?

Enrolment includes all study materials and study guides, access to GLI's online learning portal, online examination, digital certificate and badge, physical certificate (posted), CPD credits, GLI alumni network membership, and ongoing facilitator support.

What is the assessment format for the CTNP?

The Certified Trade and Negotiation Professional is assessed through an online examination consisting of multiple-choice questions, case study analysis, and practical application assignments. The assessment is designed to evaluate real-world competency, not just theoretical recall.

What CPD credits do I earn from the CTNP?

The Certified Trade and Negotiation Professional carries Continuing Professional Development (CPD) credits, which can be applied towards professional body requirements including recognised international professional associations.

Can I study the CTNP while working full-time?

Absolutely. The self-paced option is designed for busy working professionals and allows you to study when and where it suits you. Live virtual sessions are typically scheduled in the evenings or on weekends to accommodate professional commitments.

What career outcomes can I expect from the CTNP?

Graduates progress towards senior marketing, sales and commercial leadership roles. The CTNP strengthens your expertise in marketing strategy, brand management and sales performance and positions you for advancement across brands, agencies, corporates and growth-stage enterprises.

Certified Trade and Negotiation Professional

Certified Trade and Negotiation Professional

Certification at a Glance

Who Should Enrol?

Everything Included in Your Enrolment

Why This Certification Matters for Your Career

Core Competencies You Will Develop

Programme Modules

What You Will Achieve

How to Get Certified

Common Questions

What Our Alumni Say

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