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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)Moredatesandtobookonlinewww.cim.co.uk/0876Overview 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 refreshmentsMoredatesandtobookonlinewww.cim.co.uk/0965Overview 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

Best practice to really improve yournegotiating outcomesOverview This programme provides experiencednegotiators with the opportunity to hone theirskills, benchmark their approach against bestpractice and achieve improved results fromdifferent negotiating situations.Benefits to you and your company By gaining insight into your own and othersnegotiating styles, you will improve your ability tonegotiate professionally and achieve long lastingmutual outcomes. Through practical exercises andpersonal feedback you will have the chance todevelop your skills and improve your confidence. People with enhanced negotiation skills canunlock competitive advantage, enhancerelationships and drive profitable growth. Bestpractice, practical techniques, tools andtemplates are provided which can be appliedimmediately in the workplace to enhancenegotiation success. Who this course is forEveryone who has authority and responsibility fornegotiating on behalf of their organisation inorder to advance business and relationships onthe basis of achieving mutual satisfaction.Delegates should have at least three yearsexperience in negotiation situations.What you will learn ßRecognise the different types of negotiations.ßUnderstand your personal negotiating styleand preferences. ßHow to use the wide range of personal skillsand attributes required to negotiate effectively. ßPrepare appropriate negotiation strategies,implementing and adapting them asappropriate.ßUse a structured approach to the negotiationprocess.ßDeal with relationship issues, includingconsidering each party's perception; seekingto make negotiation proposals consistent withthe other party's interests; making emotionsexplicit and legitimate.ßManage and resolve conflict. ßRecognise power -its effect and importancein the understanding of negotiation andrelationships (or common ground).ßAchieve best results from challenging andcomplex negotiation situations.Learning approachThis workshop is highly interactive with lots of practical exercises, templates, case studies,assessment, top tips and personal feedback.There will be the opportunity to bring alongrelevant issues which can be worked throughduring the workshop. Every delegate will be expected to take away a personaldevelopment plan.Advanced Negotiation SkillsBook onlinewww.cim.co.uk 107Sales21 CPD hoursCoursecode0420Level AdvancedDuration3 daysVenues and datesMoor Hall, Berkshire201107-09November201201-03May02-04OctoberResidentialPrice£1,975+ VATCIM Member price£1,777+ VATWhat's includedTuition, course materialsand full boardaccommodationNon-residentialPrice£1,775+ VATCIM Member price£1,597+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated courseßAdvanced SellingTechniques (p106)Moredatesandtobookonlinewww.cim.co.uk/0420Align your marketing and salesactivities to drive businessperformance14 CPD hoursCoursecode0436Level AdvancedDuration2 daysVenues and datesMoor Hall, Berkshire201226-27January17-18May20-21September06-07DecemberResidentialPrice£1,425+ VATCIM Member price£1,282+ VATWhat's includedTuition, course materialsand full boardaccommodationNon-residentialPrice£1,325+ VATCIM Member price£1,192+ VATWhat's includedTuition, course materials,lunch and refreshmentsMoredatesandtobookonlinewww.cim.co.uk/0436Using Customer Valueto Integrate Sales Residential optionand MarketingNew courseResidential optionOverview Marketing and sales often seem disconnectedand misaligned, with marketing accused oflacking understanding of the customer's reality.Direct sales activity is becoming increasinglyfocused on large key accounts, demanding newsales skills. This course uses concepts ofcustomer value to integrate and align marketingand key account sales into a seamless unitfocused on driving business growthBenefits to you and your company You will learn how to apply the latest thinking oncustomer value to your marketing strategies,communications activities and lead-generationcampaigns. You will also walk step-by-stepthrough a value-based consultative sellingprocess, providing new insights and enabling youto identify opportunities for close collaborationbetween marketing and key account sales.Your staff will have a clear understanding of howcustomers perceive value, how companies createthis value and how marketing and key accountsales can work together to drive business growth.The result will be closer alignment betweenmarketing's demand-generation activities and keyaccount retention, cross/up-sell activities andnew customer recruitment.Who this course is forThis is a practical, 'hands-on' course for marketingpractitioners, key account managers and othersales personnel. It is also suitable for those new inrole and those with limited experience of either thesales or marketing function. What you will learn ßHow customer needs create value perceptionsand how companies respond.ßThe difference between strategic needs and'table-stakes'.ßHow to target customers based on their needsand value perceptions.ßHow customer needs and value perceptionscan be used to frame a company's valueproposition.ßHow communications can be used to'position' a company's value propositions andgenerate demand.ßThe role of marketing and sales in driving thesales pipeline.ßHow a company's value propositions aretranslated into individual customer valuepropositions (CVPs) through value-basedconsultative selling.ßHow value-based consultative selling works.ßHow customer value can underpin integrationand alignment.Learning approachThis is a practical, 'hands-on' course. Delegateswill spend much of their time working on casestudies and engaging in role-playing exercises.