101For classification levels please refer to page 3For latest courses and dates check www.cim.co.ukSales CoursesCourseDurationPageFoundationFundamentals of Selling1 day workshop102Principles of Selling5 day course102Fundamentals of Outbound Calling1 day workshop103Prospecting and New Customer Acquisition1 day workshop103How to Develop Your Key Accounts1 day workshop104Introduction to Selling through Distributors1 day workshop104Competitive Tendering Skills1 day workshop105Business Negotiation Skills1 day workshop106AdvancedAdvanced Selling Techniques1 day workshop106Advanced Negotiation Skills3 day course107Using Customer Value to Integrate Sales and Marketing2 day course107Sales Management Skills3 day course108Key Account Management4 day course108Channel Management3 day course109NLP for Sales Success2 day course109MasterclassStrategic Sales Planning Masterclass5 day course110
Make more sales, hit targets andsell like a professional7 CPD hoursCoursecode0809Level FoundationDuration1 day Venues and datesLondon201104October201224January29May26SeptemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated coursesßBusiness NegotiationSkills (p106)ßAdvanced SellingTechniques (p106)Moredatesandtobookonlinewww.cim.co.uk/0809"Excellentcourse -much morepersonalised thanI could haveanticipated."Dinah ParkerTerritory Sales Manager,Oxford InstrumentsNanoscienceOverview Would you like to:ßAttract more customers?ßIncrease your conversion rates?ßIncrease the lifetime value of existing clients?ßHit targets?... then this course is for you.Benefits to you and your company You will learn simple, easy to implementprocesses, which will lead to increased salesthrough new and repeat business. You will begiven the opportunity to use your own companyspecific experiences throughout each sessionand have a clear understanding of how eachprocess relates to your own circumstances. Your organisation will gain the necessary skills,knowledge and positive attitude to workeffectively in today's changing world of sales.They will be motivated to return to the workplaceand implement the learning immediately, leadingto more sales and profit.Who this course is for This course provides a basic grounding forpeople who are new to or with limited knowledgeof selling. The course will build practical skills toenable delegates to deliver effectively inchallenging sales environments.What you will learn ßBecome one of the top 20% of sales peopleby improving personal attitude, skills andknowledge.ßIdentify opportunities to attract new customers.ßCompile a quality prospect list and monitoringform to analyse business.ßCreate your own 'value proposition' to addvalue to your customers' business. ßGet those e-mails read and phone messagesreturned.ßImplement a tried and tested sales process tomaximise every sales opportunity.ßAsk effective questions leading to a reducedlevel of objections and an increased level ofsales.ßIdentify the needs of the customer, match witha suitable solution and close the sale.ßDeal with any objections.ßDifferentiate yourself from the competition andincrease repeat and referral business.Learning approachßParticipative, interactive style.ßIndividual, paired and group tasks, exercisesand discussions.Fundamentals of SellingComprehensive course to equip asales person with the tools toconfidently succeed in the role35 CPD hoursCoursecode0081Level FoundationDuration5 daysVenues and datesMoor Hall, Berkshire201110-14October 201206-10February 09-13July19-23NovemberResidentialPrice£2,970+ VATCIM Member price£2,673+ VATWhat's includedTuition, course materialsand full boardaccommodationNon-residentialPrice£2,570+ VATCIM Member price£2,313+ VATWhat's includedTuition, course materials,lunch and refreshmentsMoredatesandtobookonlinewww.cim.co.uk/0081"I learnt lots fromthis course whichwas wellstructured anddelivered at apace easy tounderstand."Andrew WebbKey Account Manager,Jarden ConsumerSolutionsPrinciples of SellingSales102Training bookings and advice +44 (0)1628 427200Residential optionOverview The course will bring new salespeople rapidly up to speed and ensure that they begin tocontribute to their organisation as quickly aspossible. It is an intensive course with the mostcomprehensive content and will concentrate onequipping delegates with proven methods andtechniques that they can immediately use in theirown sales environment.Benefits to you and your company Success in selling needs a disciplined approachand you will understand why people buy, andlearn to use a structured sales framework. Youwill learn to read situations and people whenquestioning your customers and prospects. Youwill have more confidence in your abilities and aneagerness to put your learnings into practice.This course will help your organisation byreducing the learning curve for new andinexperienced sales people through exposure torealistic sales situations and scenarios. Theorganisation will also benefit through thedevelopment of positive sales people who areable to create profitable business opportunities.Who this course is forAimed at new or inexperienced sales people whowish to become more successful through gaininga structured approach to the sales process. Moreexperienced sales people also benefit from thedisciplined approach encouraged in the course.What you will learn ßSet business and personal goals throughproper planning.ßApply a structured framework to the salesprocess.ßUndertake pre-visit research and prospecting.ßMake successful telephone appointments withprospect customers.ßPlan introductions for successful meetings.ßUse appropriate questioning techniques andlistening skills.ßMatch benefits to what the customer wants to buy.ßMake good demonstrations and use brochuresand visual aids to maximum effect.ßAnticipate objections and work up strongresponses.ßUse body language and interpersonal skills toinfluence the buyer.ßBuild better relationships and customer carephilosophies.ßUse account management philosophies withexisting customers.ßAchieve positive closing techniques.Learning approachThis is a very participative course, delivered in an interactive manner. Group activities will ensurethat delegates get involved in the course. Many of the tasks will be based on the delegates'own organisations.