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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.

Motivate the sales team to succeed21 CPD hoursCoursecode0168Level AdvancedDuration3 days Venues and datesMoor Hall, Berkshire201103-05October201219-21March13-15AugustResidentialPrice£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 courseßStrategic Sales PlanningMasterclass (p110)Moredatesandtobookonlinewww.cim.co.uk/0168Overview This three day course looks at the day-to-daysales management activities that drive success,such as motivation, engagement and the rangeof sales forecasting tools available. It provides aclear understanding and guidance as to how toensure all the sales team know precisely whatthey need to do to succeed.Benefits to you and your company There are only so many hours in the day. Thechallenge is to make sure your precious time isused to maximum effect in order to drive moresales from an energised and motivated salesteam. This programme provides the know-how soyou can do precisely this. Delegates will return to their organisation with amodus operandifor 21st Century salesmanagement. This includes the ability to prioritiseactivities in order to both maximise sales nowand pro-actively manage future challenges, andan understanding of how to build an environmentthat engages and motivates.Who this course is for This event is suitable for those already in a salesmanagement role, and those about to gain thischallenging responsibility. For the former this isan ideal opportunity to compare current practicesagainst industry leading standards, and for thelatter a chance to learn both from the contentand the practical inputs of the more experiencedin the group. What you will learn ßAdapt leadership style to the situation andindividual being managed.ßSet meaningful objectives for individuals andthe team as a whole.ßDesign incentive programmes that driveresults.ßUse sales meetings to galvanise teamenthusiasm and boost performance.ßManage underperformance and keep topperformers motivated.ßBuild and develop the skills of the team.ßRecruit the right people for the team.ßAccurately forecast sales.ßIdentify the quantity of activity required in orderto achieve the sales plan.ßEnsure the team is doing the right things in theright way to achieve results (all about quality).ßPrioritise day-to-day sales managementactivities in order to maximise achievement ofsales through others.Learning approachTeam discussions, competitions, whole groupdiscussion and coaching practice all provide arich variety of different learning experiences. Sales Management SkillsDevelop a strategic, relationship-based process to maximise thepotential of your key accounts28 CPD hoursCoursecode0180Level AdvancedDuration4 day (split 2+2)Venues and datesMoor Hall, BerkshireModule 1 (2 day)+Module 2(2 day)201122-23September+ 20-21October201212-13March+ 23-24April10-11September+ 15-16OctoberResidentialPrice£2,640+ VATCIM Member price£2,376+ VATWhat's includedTuition, course materialsand full boardaccommodationNon-residentialPrice£2,440+ VATCIM Member price£2,196+ VATWhat's includedTuition, course materials,lunch and refreshmentsMoredatesandtobookonlinewww.cim.co.uk/0180Key AccountManagementSales108Training bookings and advice +44 (0)1628 427200Residential optionResidential optionOverview This programme will equip account managers withthe skills and tools to develop and implementdetailed, dynamic account strategies and plans fortheir key accounts. Using their own customers ascase studies, participants establish how 'bestpractice' principles can be applied to managingtheir own key accounts.Benefits to you and your company You will develop a relationship-based approachto the account management role, while masteringa wide range of transferable professionalbusiness skills. You will also learn how to createstrategic plans to realise your full potential andthat of your portfolio.Organisations will benefit from account managerstaking an active role in the strategic managementprocess, recognising the potential in eachaccount and developing their account portfolio.They may realise higher turnover and profit, morestructured and effective selling processes and amore 'joined up' approach to accountmanagement throughout the business.Who this course is forThose responsible for managing face-to-facerelationships with customers that have a significantimpact on achieving the organisation's businessobjectives. Participants should have three year'ssales experience, six months of which shouldideally have been in an account management role.The course is also valuable for managers anddirectors intending to implement a key accountmanagement strategy within their organisation.What you will learn ßRecognise which accounts should bedesignated as key accounts.ßUnderstand the scope of the key accountmanagement role.ßRecognise the stages of a key accountrelationship.ßDevelop a strategic key account plan.ßIdentify the potential of customers.ßUse professional business analysis tools.ßIdentify and develop DMUs.ßUtilise internal resources in a virtual teamenvironment.ßUnderstand the impact of key accountmanagement on internal communication andcustomer records.Delegates will also have developed a keyaccount plan for one of their customers betweenmodules 1 and 2 and presented it for criticalappraisal in open session.Learning approachThe delivery style will be interactive, challengingand involving. Delegates will leave with aprepared strategic plan for a key account.