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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.

Selecting the right channels,managing and developing themOverview Selecting the most appropriate distributionchannels and motivating channel partners arekey factors in selling profitably through thirdparties. It is essential for any organisationinvolved in the selection and management ofchannel partners to know how to build andmanage effective working relationships that buildtrust, add value and avoid conflict.Benefits to you and your company You will benefit from being able to match yourpresent role against the latest channelmanagement thinking and that of 'world class'organisations. You will also learn how to identify thecharacteristics of superior channel managementand be able to motivate, evaluate and manage theperformance of channel members.Staff will adopt a more structured approach tothe organisation of channel sales and be betterpositioned to build a disciplined relationship withchannel partners. Using the latest managementthinking, and developing a structured channelmarketing plan, organisations should begin tosee an increase in sales, margin and cooperationfrom channel partners.Who this course is forManagers and staff involved in the selection,motivation, evaluation and management ofchannel partners. It will allow you to judge yourcurrent channel policy against best practice.What you will learn ßIdentify key issues involved in channeldevelopment.ßTake advantage of the selling process tochannel partners.ßHandle joint selling approaches.ßUnderstand the differing types of channel.ßUse developments in supply chainmanagement.ßDetermine selection criteria for channelpartners using templates.ßBuild a partnership and get more cooperationfrom channel partners.ßSet customer service standards.ßMotivate channel partners.ßDevelop clear account plans for partners.ßEvaluate using reporting and feedbackstandards.ßAgree and assess the performance criteria forchannel partners.ßSet ground rules and disciplines for yourchannel partner relationships.Learning approachThe workshop delivery style is participative andgets delegates involved in discussing channelissues. Delegates will have the opportunity toanalyse their own experience. You will developreal selection templates and understand how tomotivate your distributor contact practically.Channel ManagementBook onlinewww.cim.co.uk 109Sales21 CPD hoursCoursecode0075Level AdvancedDuration3 daysVenues and datesLondon201105-07September12-14December201216-18April02-04July12-14NovemberResidentialPrice£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 courseßSales Management Skills(p108)Moredatesandtobookonlinewww.cim.co.uk/0075"Excellent course,superb director."Emma FosterChannel Manager,Kohler Mira LTDUsing NLP techniques to get results14 CPD hoursCoursecode0443Level AdvancedDuration2 daysVenues and datesMoor Hall, Berkshire201216-17February10-11May13-14September15-16NovemberResidentialPrice£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/0443Overview Neuro Linguistic Programming (NLP) is vital toenable sales professionals to excel in a variety ofsituations. This two day course will provide anenvironment in which to explore the corefundamentals of this concept. The use of NLP insales is well understood. Using the tools andtechniques in your daily sales and business lifewill produce extremely impressive results.Benefits to you and your company The programme will provide the insight andmental awareness to feel positive in front ofcustomers, change states to handle any salessituation, build rapport and communicate more effectively in customer sales meetings and sales presentations. Customer relationships are widely understood tobe the key differentiator in sales situations in the21st Century. With sales professionals andmanagers even more effective in customermeetings through exquisite rapport and superiorcommunication, the end result is increased salesrevenue for the organisation.Who this course is forThere are no pre-requisites required of NLP toattend this programme. It would be beneficial tohave a few years of sales experience to really getthe best from the training and to assist inpersonal development.What you will learn ßGoal setting and defining well formedoutcomes.ßMaster rapport-building techniques.ßEffective questioning utilising the meta-model.ßUnderstand representational systems.ßConsider values, beliefs and limiting beliefs.ßExplore influencing language.ßNon verbal communication.ßCoaching and self-development.ßDeal at a more senior and strategic level.Learning approachThe programme will explore NLP within a forum ofother sales professionals. It is very experiential andmanaged under the guidance of a fully qualifiedNLP Trainer with 20 plus years' sales experience.Residential optionNLP for Sales SuccessNew courseResidential option