SALES

Except in the case of Open Courses, all Phoenix workshops are tailored on demand, which means that we will develop the final agenda with you to deliver exactly the training you want, at the level you need, within the timeframe you decide.

Introduction to Sales (Manchester) Introduction To Sales Sales Refresher Objection Handling Appointment Making Closing Skills

Selling Strategically Sales for Non-Sales staff Key Account Management Consultative Selling of High - Tech Business Solutions Selling At Exhibitions Selling to Advertising Agencies

INTRODUCTION TO SALES (MANCHESTER)

Course Objective: to introduce participants to the essential techniques and structures involved in sales. Practical exercises are used to ensure that participants can employ their newly learnt skills immediately and to develop their levels of confidence. This course provides the bedrock for all successful selling roles. Suitable For: new starters in sales and those with experience, but no formal training. OPEN COURSE This course is available tailored, or as an open course on the following dates: 21 January 2009 & 22 January 2009.

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INTRODUCTION TO SALES

Course Objective: to introduce participants to the essential techniques and structures involved in sales. Practical exercises are used to ensure that delegates can employ their newly learnt skills immediately and to develop their levels of confidence. This course provides the bedrock for all successful selling roles. Suitable For: new starters in sales and those with some experience, but no formal training. Complementary Courses: Appointment Making, Objection Handling, Practical Negotiation Skills, Presentation Skills. OPEN COURSE This course is available tailored, or as an open course on the following dates: 19 January 2009 & 20 January 2009, 26 February 2009 & 27 February 2009, 30 March 2009 & 31 March 2009, 29 April 2009 & 30 April 2009.

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SALES REFRESHER

Course Objective: to develop existing sales skills and ensure that a solid structure is still in place. The course aims to improve all aspects of participants’ sales ability in order for them to sell more thoughtfully and with more complexity. Suitable For: anyone with sales experience. The course is tailored to the exact abilities of those taking parts. Complementary Courses: Advanced Negotiation Skills, Selling Strategically.

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OBJECTION HANDLING

Course Objective: to give participants the ability and confidence to deal with a wide variety of common objections. This workshop combines both theoretical and practical work and is based on the principle of overcoming the cause of the objection rather than dealing with the symptom. Suitable For: sales people with all levels of experience. Complementary Courses: I.T. and Computer Training, Project Management and Programme Management Courses.

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APPOINTMENT MAKING

Course Objective: to give the participants all the necessary skills for successful appointment making. The course not only helps to build confidence and motivation, but also to address the practical objections that can arise. Theory is backed up by role - play exercises at every opportunity. Suitable For: anyone whose job involves booking sales calls, either for themselves or others. Complementary Courses: Introduction To Sales, Objection Handling, Presentation Skills.

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CLOSING SKILLS

Course Objective: the main objective of this course is to help participants develop a positive closing mentality. It is designed to build on existing selling skills, although provision is made to review existing techniques to ensure uniformity. The course is highly interactive, ensuring that the delegates are confident using the skills discussed and are enthusiastic to put them into practice back in the work enviroment. Suitable For: all sales people

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SELLING STRATEGICALLY

Course Objective: to encourage participants to think more strategically about their approach to sales. The course aims to develop an awareness of the importance of analysis, research and forward thinking. It builds on existing sales skills as well as helping to improve participants’ understanding of their client base and how both new and existing clients can be developed. The final aspect of the training focuses on improving market share and how to effectively re-sell your product. The course is highly practical and participants will be required to produce an action plan. Suitable For: sales managers and experienced sales people. Complementary Courses: Key Account Management, Sales Refresher.

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SALES FOR NON-SALES STAFF

Course Objective: to ensure that each individual has a clear understanding of the importance of their role in the overall sales process. This course has been designed to provide the participants with some essential sales techniques, as well as helping them to appreciate the contribution they are making to an organisation's revenue generation. Suitable For: sales support staff, customer care personnel, technical consultants and administrative staff. Complementary Courses: Customer Care, Introduction To Sales.

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KEY ACCOUNT MANAGEMENT

Course Objective: to enable participants to maximise revenue from the most crucial area: key accounts. It examines the best way of remaining in contact, re-identifying needs and building relationships that will pay dividends over a period of time. Suitable For: sales people who wish to continue generating significant revenues from existing customer relationships. Complementary Courses: Selling Strategically.

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CONSULTATIVE SELLING OF HIGH - TECH BUSINESS SOLUTIONS

Course Objective: the world of IT and telecoms is rapidly changing. Not only are technologies converging and changing but the way technology is sold is also changing. Salespeople have to be increasingly consultative and business - oriented in their sales activities and have to sell to a wider and more diverse group of decision makers. This course facilitates delegates to think through and develop winning behaviours and frameworks for selling strategic technology into their customers. Suitable For: senior sales executives and sales managers responsible for selling strategic technology solutions into a large medium enterprises. Participants should have experience of selling at this level, and knowledge of a range of sales methodologies.

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SELLING AT EXHIBITIONS

Course Objective: by the end of the course, attendees will have deeper understanding of what the exhibition stand can achieve and their role in the team; how the manning of the stand can best be planned and utilised and how the team members’ individual efforts can contribute to the success of the whole. They will be motivated and geared up for success! The course is highly practical and full of interactivity. It is based on the presenter’s own practical experiences and observations over many years organising and taking part in successful exhibitions. Suitable For: exhibition stand managers, sales staff and demonstrators. Complementary Courses: Presentation Skills.

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Media-Specific Courses

SELLING TO ADVERTISING AGENCIES

Course Objective: to teach participants how best to sell to media planners/buyers. The course aims to help the sales person understand the structure of an agency and how to use research most effectively to promote their product. Suitable For: anyone looking to develop successfully sales relationships with the agencies. Complementary Courses: Complete Presentation.

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