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Training Programmes
To increase the skills base of key personnel in commercial areas vital
to the achievement of strategic business development we run a series of
commercial training programmes. The following example is a set of co-ordinated
courses providing a framework for the learning appropriate to client needs.
The training is provided by a team of trainers who are world class in
their field.
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Programme summary |
Designed for |
Customer
Decision
Management |
“The management process for influencing customer decisions
& winning”
This programme is the key integrator and catalyst for behavioural change.
The programme teaches the PLANtoWIN™ process, the best practice
methodology for generating and winning customer orders by influencing
the decision process. It covers all the key stages necessary for the
analysis, strategy formulation and action planning by teams or individually. |
- Customer focused win-teams organised to generate orders and
deliver business successfully
- Sales and Account management selling to complex organisations
- Business teams whose success depend on successfully managing
the process of influencing organisations to make decisions in
their favour
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Professional
Selling Skills |
“Getting people to want to do what you want them to do
through personal impact and the exercise of professional selling techniques”
Designed to develop the ability of participants to sell and “influence
without authority”, whether dealing externally with customers,
suppliers and business partners or internally with bosses, subordinates
or peers.
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- Sales and Sales Management
- Others involved in a technical or commercial discussions with
customers, suppliers and business partners.
- Line managers and internal consultancy staff who seek to “lead”
rather than “drive” their team.
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Professional
Negotiation
Skills |
“Achieving win-win relationships with modern professional
negotiation”
Covers the fundamentals and key principles of negotiation, but with
emphasis on developing the skills and negotiation style of participants,
helping them achieve better results for the company and its partners.
Demands high levels of participation from all those attending.
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- Sales and marketing.
- Purchasing.
- Other functions who are involve in commercial activities with
customers, suppliers and partners.
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Marketing
Planning |
“Strategic marketing principles and practice”
Covers the key elements of effective marketing strategy - developing
a market orientation, market analysis, market research, segmentation
and positioning. Shows how these elements are drawn together to create
a and manage a real marketing plan.
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- Marketing and sales management & professionals
- Managers from other functions who need to have a greater understanding
of the market in which they operate.
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Marketing
Matters |
“A foundation level marketing programme”
Provides a solid foundation to the marketing philosophy by exploring
the main marketing concepts, and how they may be applied to decisions
on pricing, product development, communications and distribution.
Places marketing in context with other business disciplines.
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- Sales or marketing staff who have had little or no formal marketing
education.
- Others who need to improve their knowledge of current commercial
practices and know how to apply marketing concepts within their
work.
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Now also available as “Workshop & Web”, blended
e learning
As well as in the conventional best-practice training format, these programmes
are now available in a new flexible format - “Workshop & Web”,
blended e learning. This powerful new approach is based on well-established
practice and incorporates face-to-face workshops, activity-based e-learning
& performance assessment.
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