Sort by: Month (Programme Calendar) Sort by: In-House Training / Custom Programme Sort by: Programmes/Topics/Series      •  Leading the Effective Sales Force      •  Key Account Management      •  Successful Negotiation Skills      •  The Client Meeting: Face-To-Face Selling Download a print friendly version HERE (requires Acrobat Reader) Course Title LEADING THE EFFECTIVE SALES FORCE Course Code Sales: LESF Course Overview The sales force is a major growth engine for an organisation, as well as a critical source of market feedback. Leading The Effective Sales Force shows participants how to cut costs while raising sales by analysing sales calls, realigning territories, shifting product or market emphasis, reallocating salespersons’ time, and adjusting sales force size. Participants will explore various tools, concepts, and paradigms for leading a sales force and learn what works and what does not – and why. Target Audience This course is ideal for general managers who have sales force management responsibilities and for sales managers who are moving up in the sales organisation. Selected Session Topics - Salesforce trends - Optimising sales force deployment and allocation - Measuring and evaluating sales performance - Designing sales force compensation systems - Negotiating quotas, compensation and incentives - Designing and managing third-party channels - Business strategy and the sales force Key Take-Away - Acquire tools to strengthen sales force as a driver of profitable   growth. - Improve sales force control systems and structures without   increasing head count of budgets. - Learn new ways to motivate and compensate sales team. - Understand and shape the interplay between corporate strategy   and sales strategy. Back to top Download a print friendly version HERE (requires Acrobat Reader) Course Title KEY ACCOUNT MANAGEMENT Course Code Sales: KAM Course Overview The Account Manager not only has to manage the sale, but the strategy to optimise client spend and loyalty. As the relationship between provider and client evolves, the expectations of service and product supply continue to increase. The need to develop long-term relationships at all levels within the client’s purchasing and user teams (through communication links), together with the ability to understand the client’s business and objectives, is not only desirable, but essential. This course examines all these issues, and looks at the implementation of account management strategy, delivery and measurement. Target Audience New managers who want to learn more about how to manage and develop their chosen/target accounts. This course is also for existing sales people involved in Key Accounts who want to step back from their daily workload and explore different approaches or examine their accounts against a different set of objectives or criteria. Selected Session Topics - Your role as an Account Manager (assessing, goal-   setting, benchmarking, bridging) - Understanding the buying cycle - Identifying the Decision Making Unit (DMU) - Identifying client expectations - Identifying and negotiating mutual goals - Implementation procedures - Managing change with your client - Communication and managing relationships - Influencing styles Key Take-Away - Learn how to gain entry into the organisation and implement   account strategy. - Learn how to build successful relationships within the   organisation. - Learn how to manage multiple relationships - Ability to negotiate by influencing and integrity. - Know when and how to say ‘no’ within the service cycle. - Ability to measure and monitor the service for successes. Back to top Download a print friendly version HERE (requires Acrobat Reader) Course Title SUCCESSFUL NEGOTIATION SKILLS Course Code Sales: SNS Course Overview Successful Negotiation Skills gives a structured methodology and a range of skills and techniques for any negotiation situation. Participants are taught a range of strategies to adopt in any given negotiation situation. They are taught how to analyse strengths and weaknesses and the importance of researching the other party’s position. Target Audience Members of staff who are involved in selling products or in concluding cross party agreements. Selected Session Topics - The successful negotiation model looks at the three   important factors:    • The negotiation stages    • Planning and negotiation    •  Influencing styles - Stages and critical tasks    •  The various stages identified during the process - Needs and currency analysis    •  Determining the variables and concessions - Opening the negotiation    •  How high? How firm? How soon? - Power balance    •  Each party’s inter-dependence on the other - Tactics to adopt    •  Is trust or the building of a relationship an issue? Key Take-Away - Ability to be more skilled at reaching lasting Agreements under   difficult circumstances. - Ability to seek a win-win outcome. - Learn to plan the Negotiation strategy. - Ability to research the other party’s position. Back to top Download a print friendly version HERE (requires Acrobat Reader) Course Title THE CLIENT MEETING – FACE TO FACE SELLING Course Code Sales: TCM-F2FS Course Overview Securing business is most successfully achieved when the salesperson has the opportunity to meet the client face-to-face. Therefore, maximising the potential of the meeting is crucial in developing trust, building rapport and ultimately influencing long-term partnering relationships. The sales professional needs to be well informed and be able to take control of the meeting in order to guide the client through a process that thoroughly investigates needs and makes your case with impact. Target Audience Sales professionals who attend client meetings in order to gain new business or develop existing accounts. Selected Session Topics - Preparing for the meeting    • Research techniques    • Conducting a PESTLE and SWOT anaylsis    • Understanding the client’s organisation Structuring the meeting    • Communication styles – the importance of non-verbal       techniques in developing rapport    • Questioning techniques in order to fully ascertain needs    • A four part structure that sets the agenda for the meeting and      maximises the opportunity for selling    • Demonstrating capability through effective use of features      and benefits    • Closing the meeting and agreeing the next stage of the      process - Dealing with resistance    • What objections exist in reality and how to manage objections      to your product or service    • Recognising the difference between priorities and      preferences, and how you can make clients more flexible in      order to manage expectations and make the delivery agenda      more realistic    • Setting key delivery objectives with the client by using SMART      objectives Key Take-Away - Learn the importance of preparation – factors to consider before   the meeting. - Learn how to make an impact in the meeting – the importance   of building rapport. - Learn how non-verbal communication influences the meeting. - Learn how to overcome objections and deal with resistance. - Learn how to gain commitment and make the move to the next  stage. Back to top MORE INFORMATION + View the CPE Programme Schedule HERE (requires Acrobat Reader) + Download the CPE Programme Confirmation Form HERE (requires Acrobat Reader) + View the MDPs Programme Schedule HERE (requires Acrobat Reader) + SIDC Website Link HERE

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