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Win competitive bids through effectiveplanning and presentation techniquesOverview This workshop will give you the skills toconfidently seek and respond to competitivetenders of all types, from a two page quotation toa tender issued under European Union guidelinesand the e-sourcing process.Benefits to you and your company You will be able to assess tenders and invitationsand develop persuasive responses that addressthe needs and requirements of the brief. You willdevelop your understanding of what a good bidmanager needs to do and improve your skills inwriting tender responses and presentations todeliver a clear message. Your organisation will be equipped with the skillsnecessary to identify competitive tenderingopportunities and respond effectively, to winbusiness and deliver profit.Who this course is forThose who are involved in the preparation andpresentation of responses to requests for tender.This may include SME business owners or anymanagers, sales and account staff.What you will learn ßWhy companies fail to get on the tender listand how you can ensure you succeed.ßHow to make a good impression at the firstcontact - written or face-to-face.ßWhat skills are important at the various stagesof the tendering process. ßWhy you need to focus on solutions andbenefits to achieve success.ßHow to develop a clear message for thereader/audience.ßHow to write and deliver a persuasive andengaging tender document and presentation.Learning approachThe teaching style is relaxed and participativeusing guided and group discussion, individualplanning worksheets, short written exercises andgroup role-plays.Competitive Tendering SkillsBook 105Sales7 CPD hoursCoursecode0968Level FoundationDuration1 dayVenues and datesLondon201122September201201March01OctoberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated coursesßAdvanced SellingTechniques (p106)ßStrategic Sales PlanningMasterclass (p110) association withThe Sales Investment Index is a newbenchmark index designed specificallyfor commercial and sales leaders inmajor, international organisations.Launched in 2011, it will be conductedannually to help build insight into thetrends and driving forces facing salesfunctions and their leaders, exploring:ßBenchmark data on sales organisations- headcount size and allocation,remuneration, sales budgets, channelmodels and sales organisation structureßReview of the strategic choices made inresponse to the 2008/09 economicdownturn - what changes were made toheadcount, customer mix, channelstrategy and pricing/propositions; whywere these changes made; and did theydeliver the desired impactßFuture priorities and the focus of the salesagenda over the next three years - 'planning for growth'ßSales leaders' confidence assessment -prospects and challenges over the next 12 monthsVisit for more information.A new annual benchmark ofsales investment, operations and strategic choices

Building a value position andrelationships through artful negotiation7 CPD hoursCoursecode0876Level FoundationDuration1 dayVenues and datesLondon201104November201216 March09 July12 NovemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated courseßAdvanced NegotiationSkills (p107) Negotiation is a key work and life skill.Negotiation takes place with outside companiesand customers, as well as internally withindepartments or project teams. Getting betterresults in terms of timelines, price or quality, allcontribute to bottom line profitability. This course looks at the negotiation process itselfto get the best results, using a collaborativenegotiation style. Benefits to you and your company Gaining confidence in negotiation comes fromunderstanding the process and being aware ofhow you can influence in a persuasive manner.This course will give you the confidence and skillsto negotiate more effectively by understandingand practising the key skills needed.Having skilled negotiators as part of anybusiness protects and enhances bottom lineprofitability. It also makes for better workingrelationships with suppliers and partners.Internally, project teams operate more effectivelyand working relationships are improved.Who this course is for This course is for anyone involved in the buyingor selling function where the ability to negotiate agood deal is important to protect theorganisation's profitability. Additionally it is forpeople who negotiate internally within theirbusiness. Some knowledge or experience ofnegotiation would be useful but is not essential. What you will learn ßHow to plan effectively, get the best resultsand anticipate other's positions. ßOpen a negotiation effectively to 'kick start' thenegotiation positively and set the right tonefrom the start.ßUnderstand your own requirements effectivelyand those of the other party to assess wherethe best deals can be done.ßReceive and respond to proposals, until anacceptable solution to both parties has beenfound.ßHandle attempts to win unwarrantedconcessions and how to keep the negotiationgoing when a deadlock is possible.ßClose a negotiation effectively when a deal ispossible.Learning approachßLecture-style lessons on the relevant theory. ßUnderstanding practical examples of theoriesin action.ßPutting all techniques into practice.ßReceiving peer and facilitator feedback.ßParticipating in question and answer sessionswith the course director.Business Negotiation SkillsGain a wider perspective to makingprofitable sales7 CPD hoursCoursecode0965Level AdvancedDuration1 dayVenues and datesLondon201127October 201218January 14June14DecemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and New buyer attitudes mean we must develop newthinking and refine the way we sell to achieve realsuccess. This workshop will give a wider messagethan a conventional sales course. It will help youdevelop your existing skills and identify whatcustomers and clients want from a supplier, ratherthan selling a series of product orientated features.Benefits to you and your company You will develop a new view of the selling process,helping you to achieve in a more competitiveenvironment by understanding complex buyingdecisions. The workshop will show you how toappreciate the recent developments fromtransactional selling to a relationship sellingapproach. You will become more objective andable to analyse your own performance.Your organisation needs highly trained salespeople, prepared to look for alternative closingapproaches with customers in order to maximisecontribution to the bottom line. This workshop willhelp ensure your organisation is betterrepresented in a complex selling situation.Who this course is forSales professionals who may have alreadyreceived some basic sales training and havesome experience in the field. It should not beconsidered for those without sales experience oras a replacement for fundamental sales training.What you will learn ßUnderstand how sales, marketing and keyaccount management fit together.ßRecognise that planning your approach isessential.ßUnearth dissatisfaction with current practice orcompetitors by using advanced questioningtechniques.ßApply the concept of how product core andproduct surround can be adapted to your ownselling situation.ßRecognise how service is becoming thedifferentiator as an increased number ofproducts are thought of as commodities.ßHandle objections and reluctance to commitwith prepared responses.ßSell to different types of customer usinginterpersonal skills and body language to youradvantage.ßInterpret developments in key accountphilosophies and learn how to apply them.ßUse powerful closing and commitmenttechniques.Learning approachThe workshop is participative in style withsyndicate, interactive forum and other exercises.Delegates will be able to build on their existingsales experience and take away real ideas to usein their work situation.Advanced Selling TechniquesSales106Training bookings and advice +44 (0)1628 427200