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Regent University Affiliates

Kwame Nkrumah University College of Science and Technology

University of Education, Winneba

Maastricht School of Management

Umwelt Campus, Birkenfield

Saint Mary's University

Trinity Theological Seminary



Facilitator: Prof. Paul Sergius Koku, Ph.D., J.D.

Date: March 13 - 15, 2017

Course Fee: GHS 600*

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How does your company view its relationship with customers?  Does it, in fact, have any views at all?  Corporate critics have argued that many companies have either taken their customers for granted or act as if they do – this is, however, not true with many successful companies.  Successful companies focus rather closely on their customers through Customer Relationship Management.

Focusing on the customer and developing a long or lasting relationship with the customer is the objective of Customer Relation Marketing (CRM).   CRM seeks to retain customers, regain lost customers, and even win new customers, not only by delivering value, but by ensuring that the relationship with customers is one that is mutually beneficial; that is the relationship is a-two-way-street, instead of one.

With the help of technology, CRM reapplies the marketing concept in order to add value to customers while improving a firm’s profitability.  CRM goes beyond being “just another tool” for the salesforce and instead manages the totality of a company’s interactions with its customers – both the internal and external customers. 

This three (3days) workshop is intended to refocus the organization not only on its customers, but also on its suppliers, collaborators, and employees.  The course is therefore useful for people in marketing, HR, sales and supply chain management.

This course will cover such topics as:

  • What is CRM?
  • How can your organization use CRM?
  • Customer data collection and analysis
  • How customer data can used by the HR department
  • How customer data can be used by marketing folks
  • How customer data can be used by the sales team
  • How customer data can be used by support services
  • Customer Lifetime Value (CLV)
  • Customer value proposition



Participants, at the end of this course, should develop a better appreciation for the role CRM, customer information and the myriad of ways through which customer data could be collected, analyzed and used.  They should also understand the concept of CLV and how it is calculated as well as understand how the CRM could be used to develop customer value proposition.


* Course fee includes: Snack, lunch, certificate, and sourvenirs. 5% discount for all Students, Alumni of Regent, Maastricht and group registration (5 people and above)


Payment Details

Bank Name: Access Bank

Branch: Osu 

Account name: Regent University College of Science and Technology 

Account number: 0030100028391


Bank name: Ecobank

Branch: Dansoman

Account name: Regent University College of Science and Technology

Account number: 0080014409688801


Accommodation arrangements

Participants who require accommodation can choose from any of the listed facilities:

  1. Ridma Management Centre (Bethel house). This is about 10 minutes’ walk from the University. A room per person per night is 200 ( breakfast inclusive).
  2. Sylvia’s hostel (one person in a room is 120, two (2) people in a room). The hostel is five minutes walk from the University. Cost is breakfast inclusive.



0207970700 (Charlotte Atteh)

0243113435 (Agnes Abbey)

0272089826 (Daniel Agbeko)




Facilitator Profile

Prof. Paul Sergius KokuProf. Paul Sergius Koku is a €œFulbrighter€ and a tenured full professor at the Florida Atlantic University, Boca Raton, Florida, USA. He holds the JD (the doctor of jurisprudence degree) from the University of Miami School of Law, a Ph.D. (Finance and Marketing), MBA (Finance), and MA (Applied Economics), all from Rutgers University. He also holds MBA (Marketing) from Oregon State University, and BA Finance (Summa Cum Laude) from University of the Virgin Islands. Prof. Koku is a well-known interdisciplinary researcher whose research publications have won several awards and has conducted several workshops internationally.