Maximise your sales performance! Developing People, Developing Business. www.chi.ac.uk
Sales Courses from Chichester Centre for Work and Learning Developed as a result of research into sales training requirements carried out with over 100 businesses this new series of courses from the School of Enterprise and Management (SEMAL) will help you improve your sales productivity and profitability. Whether you take all three or just the one most relevant to you at the moment, your business will benefit from these degree level courses. PLUS participants have the opportunity to gain credits and work at their own pace towards the University of Chichester’s Foundation Degree in Management. Benefits of University Accredited Courses • You can be confident that participants will be learning from experts in the field who are working with the latest research to provide programmes that deliver real performance improvements. • If participants take the option to gain credits this involves a work based or work related project which enables them to make an immediate impact on the business, even while they are learning. • Giving staff the opportunity to learn and develop through a route that leads to a recognised qualification is proven to have a positive effect on retention and recruitment, enabling you to attract and keep the high quality people you need to drive your business forward.
Why SEMAL? • All our lecturers have business backgrounds and so are able to combine real-life experience with their academic expertise to create a learning experience that focuses on the practical application of theory in the workplace. • We have a history of working with the business community providing consultancy, research, student placements and training and so are well aware of the current challenges and practicalities of running a business. • The Dome Enterprise Centre, the home of SEMAL, provides a first class learning environment and leading edge teaching technology making it comparable with the best business schools in the country.
Cost Each three day course costs £500.00 + VAT inclusive of the assessment where taken. * Businesses with between 5 and 250 employees may be eligible for up to £1000 funding through the Leadership & Management Grant. Contact Skills South East email info@skillssoutheast.co.uk for more information.
The Sales Process ‘Fail to plan, plan to fail’ – the well known saying is as true in sales as every other area of the business. This course will explore the importance of planning sales activity to ensure delivery of results and putting the processes in place to support it. It will provide learners with a range of practical tools and approaches that can be used to improve the sales process in their own organisations.
Who is it for? Business owners, managers and sales people who want to maximise the return from their sales activity. Learning Objectives At the end of the course learners will be able to: • Demonstrate an understanding of the role of personal selling within the overall marketing strategy • Explain and analyse the principles of the selling process of a product or service • Demonstrate an understanding of the role and objectives of sales management • Plan sales activity for a product or service
Dates Workshop 1 Workshop 2 Workshop 3
11th January 2012 25th January 2012 8th February 2012
Course Content • The promotional mix • Understanding the customer decision making unit (DMU) • Role of the sales team • Sales settings • Sales strategy • Motivation, remuneration and training of sales teams • Organisation and structure of sales activities • International selling • Exhibitions and trade fairs • Controlling sales output • Database management • Legal implications
Sales Skills Sales success is about more than an outgoing personality. This course will explore the requirements of a salesperson and develop basic sales skills. The course will focus on the planning and structure of a sale from prospecting through the sales presentation to closing and provide immediately useful tools and techniques.
Who is it for? This course is relevant for newly appointed salespeople or those with experience of sales but little or no formal training Learning Objectives At the end of the course learners will be able to: • Explain and demonstrate the stages of selling • Demonstrate personal communication skills, personal image and presentation • Explain the psychology involved in selling in differing sales environments • Demonstrate an understanding of the purpose of customer records and reporting • Apply sales techniques to their own organisation
Dates Workshop 1 Workshop 2 Workshop 3
21st February 2012 6th March 2012 20th March 2012
Course Content • Creating a ‘Value-based’ sales approach • Stages of selling • Psychology of selling (including organisational & personal culture) • Ethics and legislation • Knowing the customer, different types of sales, B2B and B2C customers • Researching and understanding customer’s business (B2B) • Preparing a business case • Planning & targeting prospective customers • Linking with other marketing activities • Preparing, structuring and executing the sale, including: • Creating a conducive ‘buying environment’ • Asking the right questions • The sales presentation • Handling & overcoming objections • Closing the Sale • Follow-up and support to sale
Understanding the Customer The more we understand our customer, the better we can target our activity and the better our results. This course looks at concepts of buyer behaviour both in the Business-to-Business (B2B) and Business-to-Consumer contexts. The emphasis will be on the individual, group and corporate influences that affect buyer behaviour, with a focus on learners’ analysis of their own experience as both a consumer and a salesperson.
Who is it for? This course is relevant for anyone with sales or marketing responsibility who wants to understand their customer better in order to get the most from their sales and marketing. Learning Objectives At the end of the course learners will be able to: • Identify and discuss key factors influencing buyer behaviour as a process • Evaluate the influence of different behavioural aspects and how they can affect the sales outcome • Identify their role (e.g. influencer) in the buyer’s decision making process and reflect on their personal buyer behaviour
Dates Workshop 1 Workshop 2 Workshop 3
18th April 2012 2nd May 2012 16th May 2012
Course Content • Introduction to buyer behaviour • Exploring models for Business 2 Business (B2B) and Business 2 Consumer (B2C) to explain the buyer decision making process (DMP) in different contexts • The value web/network. • External influences on buyer behaviour: culture, subculture, socio-cultural influences, reference groups and the environment. • The difference between the B2B and B2C environments. • Individual influences on buyer behaviour: attitudes, motivation, personality, reasoning, learning processes and perceptions and how they affect the DMP. • How marketers can ensure that brands appear Top of Mind in buyers’ memories.
Chichester Centre for Work and Learning – a partnership between:
For more information or to book onto any of these courses contact Sandra Coley, Business Development Manager email s.coley@chi.ac.uk Tel. 01243 812133
www.chi.ac.uk