For
over 20 years we have been successfully coaching, developing and
skilling people for improved performance, both here and overseas.
* Early Bird rates apply to programs booked and paid 30 days prior to presentation date/s.
Method of Presentation
All of these high impact, interactive and comprehensive programs are practical and ‘hands on’ with a maximum of 20% presentation and minimum of 80% participation. What is learnt can be directly applied on the job. This is achieved by engaging participants' differing learning styles and employing the latest adult cognitive techniques. Discovered learning and its application is actioned through facilitation, workshop, discussion, role plays, syndicate and group work. Participants become more efficient and effective for improved job performance.
Program
Duration
Fee*
Place
Date 2010
Successful Assertive Selling – the P.E.R.F.E.C.T. Platform Invaluable to all who want to consultatively sell for repeat business from professional services to capital equipment.
Attitudes
& motivation, Skills to win & keep customers, The effective
planned call, SMART goals, Communicating for results, Benefit building,
Satisfying concerns & handling objections, Closing & gaining
future commitments, Action plans to use ‘in the field’.
2 Days
$1350
Melbourne
15/16 March
and
20/27 September
Selling to Retail and FMCG – the 6 Steps to Success Ideal for sales people working in the environment of FMCG, Hardware, Food Services, Fashion, Pharmacy, etc.
The
role of the sales person, Building a partnership, The distribution
chain, Developing positive attitudes, Communicating the right message,
Achieving the right results with P.I.O.S.M.A., Benefit selling,
Handling objections, Closing, Increasing sales through the regular
service call, Action plans.
2 Days
$1350
Melbourne
15/22 April
and
10/17 August
Trade Maths and Profitability Imperative for those individuals who sell, market, merchandise or negotiate within the retail environment.
Retail
drivers, Mark up, Margins, Stock turns, Price variance on profit,
ROII/GMROI, Price & volume recovery, Margin management, Profit
& break even, Confidently presenting the figures.
1 Day
$625
Melbourne
and
Sydney
14 April / 8 June
and
22 Sept / 16 Nov
21 May and
9 November
Performance Driven Sales Management A sales team is only as good as the way it is led and managed. Many organisations spend time and money training their sales people, yet ignore the development of the most important ingredient - the SALES MANAGER. This program is specific to sales management and the way it is delivered will minimise management interruption and improve sales results – we guarantee it. People who will benefit most are those who have, or about to have, sales people reporting to them.
Assessing and controlling the variables, Planning, Setting and achieving the objectives, Running effective sales meetings, Managing time for self and the sales force, Styles of leadership and when to use, Qualities of a good leader, Getting people to follow you, Ways to build and Develop a motivated sales team, Coaching for results, Problem solving and the phases, Creativity, Decision making and implementation, Causes of conflict in the sales team, Methods for resolving conflicts, Types of counselling, Skills for good counselling, Reprimand and correction, Effective correction techniques, 91-day action plan.
10 x 3-hour sessions
$3,500
Melbourne
13/20/27 April
4/11/18/25/30 May
8/15 June
and
24/31 August
7/14/21/28 Sept 5/12/19/26 October
Finance for Marketing & Sales Managers This
highly interactive and practical program is ideally suited to
individuals who need to understand key financial reports and present at
an executive level.
Demystifying the jargon,
Accrual accounting & matching, Components of the Balance Sheet:
Profit & Loss Account/Income Statement, Cash Flow Statement,
Constructing the financial reports, Interpreting results, Important
ratios to assess performance, The cost of money, WACC, NPV, Payback
period, IRR, Working capital, Break even analysis, Margin management,
Price and volume relationship, Finacial impact of marketing
& sales decisions.
1 Day
$750
Melbourne
and
Sydney
5 May
and
13 October
6 May and 14 October
Fee (ex GST) includes:
12 weeks' follow-up and access to "help desk";
Comprehensive course manual; and
Completion certificate.
Participant numbers, per program, are limited to a maximum of 12; Discounts apply for 3 or more participants
