ILM Endorsed Sales Management Programme

ILM Endorsed Sales Management Programme 27 – 30 October 2013 Dubai International Convention Centre, Dubai, UAE

3 Key Benefits 1. Build a strategic sales plan and develop high level negotiation skills 2. Develop robust sales coaching and feedback skills and processes 3. Create customer loyalty and develop and implement an excellent customer experience

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About ILM The Institute of Leadership & Management (ILM) is the UK’s largest awarding body for leadership and management qualifications. ILM partners with over 2,000 ILM-approved centres, comprising private training providers, further and higher education colleges, and employers delivering in-house management training.

When you register for an IIRME/ILM Endorsed Programme you can be sure that it is: 1. Practically based, and will complement your role at work 2. Expertly designed to meet the needs of leaders and managers across all business sectors 3. Supported by comprehensive learning resources 4. Externally recognised as a high quality programme Bonus: every learner registered on any type of ILM programme is automatically entitled to six months of free studying membership with ILM which brings a terrific range of benefits. For full details of the benefits of studying membership please visit www.i-l-m.com/learn-with-ilm/371.aspx or email ilmcourses@iirme.com ILM Endorsed Sales Management Programme aims to give practising or potential sales managers the foundation for their formal development in this role. The course does this by developing basic sales manager skills and assisting participants in gaining the basic knowledge required at this level.

Assessment To be eligible for the ILM Certification you must successfully complete continuous assessment projects throughout the course and an assessment at the end of the course. Full details of the assessment tasks will be provided by the course director. Delegates who do not pass the assessment, or who do not submit the assignment, will receive a Certificate of Attendance from IIR ME.

Certification Delegates must meet two criteria to be eligible for the ILM Certificate: 1) Satisfactory attendance – delegates must attend all sessions of the course. Delegates who miss more than 2 hours of the course sessions will be ineligible to sit the course assessment 2) Successful completion of the course assessment – delegates will undertake a number of assessment tasks throughout the course. These will be focused on applying new knowledge to each delegate’s own workplace circumstances. * Delegates who do not meet these criteria will receive an IIRME Certificate of Attendance.

If delegates have not attended all sessions, the Certificate will clearly state the number of hours attended.

Tel: +971 4 335 2437

www.iirme.com/salesmgmt

Fax: +971 4 335 2438

Email: register@iirme.com

Course Introduction The current turbulent times provide a brilliant opportunity for sales, marketing and business development professionals to drive their part of the business. With continued uncertainty in the business environment on the horizon, there is no guarantee that you will be able to boost your sales performance if you do not have the right knowledge, skills and motivation.

ILM Endorsed Sales Management Programme, is a dynamic training course, which will help you increase your sales figures through effective and innovative sales management practices. The course will include a mix of PowerPoint presentations, videos, role plays, case studies and break out sessions which will help you transform the theory into practical use back in your office.

Meet Your Expert Course Director Melanie Farmer, Innovation Manager, Sussex Innovation Centre, UK Melanie is an experienced and successful sales and marketing professional, drawing on her direct commercial experience for inspiration. Completing her education degree in 1992, she moved from teaching into the blue chip sales arena. After running her own business selling software solutions, she applied her commercial experience to coaching small and large teams. She is currently Head of the Innovation Support Team at the award winning Sussex Innovation Centre. One of her main roles involves helping young companies to acquire that elusive first customer in a new market.

Client accounts she has won and worked with include American Express, NHS, Thames Water, Toyota, Qantas, Saks Hair & Beauty, Specialist Holidays Group, the postal services and more.

Areas which she has consulted on include leadership, sales, customer service and operational efficiency. Geographically, this work has taken her from Australia to New Zealand, Singapore, the UK, UAE and the EU. Melanie has a series of sales and marketing certificates, a Bachelor of Teaching, Diploma in Acting and holds a Masters in Management of Marketing for Innovation.

“The course was extremely interesting, with quality topics and great illustrations. Melanie is an amazing coach.”

Elie Mikhael, Account Manager, Apliman Technologies, Lebanon

“A very good course. Melanie is an excellent tutor who was very well prepared.”

Izzat Halwani, Account Manager, Apliman Technologies, Lebanon

“Melanie has complete knowledge on sales, marketing and strategy. She ensured that I was able to understand how to write sales plans and how to solve challenges I face at work. She explains by examples, pictures, videos and physical exercises. I’ll review my sales plan and will implement what I learnt immediately at my workplace.”

Hattan Samman, Business Development Manager, Amaak Al Marifa Al Akaria Ltd, KSA

Would you like to run this course in-house?

The in-house training division of IIR Middle East Tel: +971 4 407 2624 • Email: CTS@iirme.com www.iirme.com/cts

Tel: +971 4 335 2437

www.iirme.com/salesmgmt

Fax: +971 4 335 2438

Email: register@iirme.com

ILM Endorsed Sales Management Programme Course Outline Day One Developing A Strategic Sales Organisation Building A Powerful Sales Strategy • Creating a powerful mission statement and objectives • Sales methodology and principles • Linking sales strategy to the overall business plan Creating Customer Loyalty • Developing customer-centred growth • Internal success drivers of the excellent customer experience • Customer-centred planning in response to market moves • Key factors for creating an excellent customer experience Opening Up And Building Key Accounts • Key account penetration and development • Strategic prospecting secrets and wisdom

Day Two Implementing And Driving The Sales Strategy

Course Timings: Registration will be at 07:30 on Day One. Course sessions will start promptly at 08:00 and finish at 14:30. There will be two breaks for refreshments and lunch will be served at the end of each day’s sessions.

Coaching For High Performance • Coaching the sales process • Giving feedback for effective behaviour change • Creative problem solving in coaching for difficult situations Innovative Selling Techniques • Powering up your sales strategy through networks • High-impact selling in response to market moves – case studies • Inventive relationship building with key accounts • Understanding and using social media Proposal And Negotiation Toolkit • Key tips when presenting to a board or multiple stakeholders • Proposal structure and guidelines for strong impact • Preparing and presenting options to clients • Advanced listening and questioning techniques • Negotiation/closing techniques and evidence folders

Tel: +971 4 335 2437

www.iirme.com/salesmgmt

Fax: +971 4 335 2438

Email: register@iirme.com

27 – 30 October 2013 Dubai International Convention Centre, Dubai, UAE Day Three Sales And Change Management Presentation Skills To Powerfully Engage Your Audience • Essential presentation toolkit Part 1: Preparation, your presentation blueprint, voice maintenance and body language Part 2: Introductions, presenting, taking questions and closing • Advanced presentation techniques and handling difficult situations Understanding Leadership Types • The characteristics of great sales leaders Motivating Through Rewards And Incentives • What is motivation?

• Looking at motivational factors • Developing and implementing motivational rewards • The key principles of incentive schemes Providing Appraisals For Motivation, Training And Discipline • What is the objective of appraisals?

• What do you measure and evaluate?

• How to operate an appraisal system?

Measuring Sales Performance • Time management and measurement • Managing sales managers’ time • The art of delegation

Day Four Putting It Into Practice – Your Action Plan Successful Sales Meetings • Organising and running successful sales meetings • Brainstorming procedures – decision making, problem-solving and planning tools Preparing For Change • Understanding the impact of change, both emotionally and practically on the team • Planning the integration • Communicating your plan and getting buy-in 12-Month Project Plan • Creating your personalised action plan from the four days • One-to-one brief and personalised consultations Reflection, Course Summary And Close

Tel: +971 4 335 2437

www.iirme.com/salesmgmt

Fax: +971 4 335 2438

Email: register@iirme.com

ILM Endorsed Sales Management Programme 27 – 30 October 2013 • Dubai International Convention Centre, Dubai, UAE FIVE WAYS TO REGISTER +971 4 335 2437

IIR Holdings Ltd. P.O Box 9428 Dubai, UAE

+971 4 335 2438 register@iirme.com

www.iirme.com/salesmgmt

DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL – +971 4 335 2483 E-MAIL – a.watts@iirme.com BC4743 Event

Course Fee Before 11 August 2013

Course Fee Before 1 September 2013

Final Fee

US$ 3,895

US$ 4,395

US$ 4,695

ILM Endorsed Sales Management Programme 27 – 30 October 2013

WOULD YOU LIKE TO RUN ANY OF THESE COURSES IN HOUSE?

Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

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Payments A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. In any event payment must be received not later than 48 hours before the Event. Entry to the Event may be refused if payment in full is not received.

Credit card payment If you would like to pay by credit card, please tick here and a member of our team will contact you to take the details

Cancellation If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge.

Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.

Avoid Visa Delays - Book Now Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible.

Visas for non-GCC nationals may take several weeks to process.

All registrations are subject to acceptance by IIR which will be confirmed to you in writing.

Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers.

Event Venue: Dubai International Convention Centre, Dubai, UAE Tel: +971 4 332 1000 Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971 4 407 2693 Fax: +971 4 407 2517 Email: hospitality@iirme.com © Copyright I.I.R. HOLDINGS B.V.

PR/MB SM24 Sales

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