page 1
page 2
page 3
page 4
page 5
page 6
page 7
page 8
page 9
page 10
page 11
page 12
page 13
page 14
page 15
page 16
page 17
page 18
page 19
page 20
page 21
page 22
page 23
page 24
page 25
page 26
page 27
page 28
page 29
page 30
page 31
page 32
page 33
page 34
page 35
page 36
page 37
page 38
page 39
page 40
page 41
page 42
page 43
page 44
page 45
page 46
page 47
page 48
page 49
page 50
page 51
page 52
page 53
page 54
page 55
page 56
page 57
page 58
page 59
page 60
page 61
page 62
page 63
page 64
page 65
page 66
page 67
page 68
page 69
page 70
page 71
page 72
page 73
page 74
page 75
page 76
page 77
page 78
page 79
page 80
page 81
page 82
page 83
page 84
page 85
page 86
page 87
page 88
page 89
page 90
page 91
page 92
page 93
page 94
page 95
page 96
page 97
page 98
page 99
page 100
page 101
page 102
page 103
page 104
page 105
page 106
page 107
page 108
page 109
page 110
page 111
page 112
page 113
page 114
page 115
page 116
page 117
page 118
page 119
page 120
page 121
page 122
page 123
page 124
page 125
page 126
page 127
page 128
page 129
page 130
page 131
page 132

The role of sales in drivingbusiness strategyOverview This masterclass is designed to providedelegates with the knowledge, tools andtechniques to contribute to the sales section ofthe business plan and manage the preparation ofeffective operational plans to meet organisationalsales objectives.Benefits to you and your company This masterclass provides you with anopportunity to benchmark your thinking andreflect on new approaches to strategy and plans.It will enable you to consider whether what youare currently doing is right and also use newframeworks in the planning process.Your organisation will benefit from your new ideasabout sales planning, and will maximise return oninvestment in a customer oriented approach todecision making.Who this course is for This is a strategic level sales programme for salesdirectors, senior sales or key account/ nationalaccount managers with strategic responsibility andthose developing into senior organisational roles. Itmay also be suitable for senior managers whotake responsibility for the sales force within anorganisation, for example, business developmentdirectors or operation directors. What you will learn ßWrite the sales section of your strategicbusiness plan.ßWrite operational sales plans and overcomebarriers to implementation.ßUse clear planning structures and understandhow to use effective tools to ensure customerfocused decision making.ßMaximise return on investment in sales.ßAssess your organisation's use of sales from astrategic perspective and make constructiverecommendations to maximise 'business'benefits from a customer orientation.ßExplore various remuneration systems andtheir impact on sales performance andstrategy.ßImprove relationships with marketing.ßAppreciate the critical importance of controland be able to recommend a range of bothqualitative and quantitative control metrics.Learning approachßTraditional 'delivery' from a highly-experiencedconsultant practitioner.ß'Clinic' sessions.ßGroup activities.ßApplication of models and frameworks to ownorganisation.ßSocial learning amongst peers (including jointactivities with the Strategic MarketingMasterclass delegates where appropriate).Strategic SalesPlanning MasterclassSales110Training bookings and advice +44 (0)1628 427200Residential option35 CPD hoursCoursecode0177Level MasterclassDuration5 days(split *3+2)Venues and datesMoor Hall, BerkshireModule 1 (3 day)+Module 2(2 day)201111-14October+21-22November201214-17February+ 26-27March15-18May+ 25-26June18-21September+ 29-30OctoberResidentialPrice£3,845+ VATCIM Member price£3,460+ VATWhat's includedTuition, course materials andfull board accommodationNon-residentialPrice£3,445+ VATCIM Member price£3,100+ VATWhat's includedTuition, course materials,lunch and refreshments*NoteModule 1 starts in theevening of Day 1, followedby 3 full days' tuitionRelated coursesßChannel Management (p109)ßMarket and SalesForecasting (p31)Moredatesandtobookonlinewww.cim.co.uk/0177Gill KelleyWith over 20 years experienceof sales training, businessdevelopment and in seniorsales management positions,Gill Kelley specialises inperformance coaching andthe facilitation of learning anddevelopment. Her naturalenthusiasm energises andmotivates others to achieve.

111CoursePageMarketingProfessional Certificate in Marketing113Professional Diploma in Marketing113Chartered Postgraduate Diploma in Marketing114Digital MarketingDiploma in Digital Marketing115Diploma in Mobile Marketing115Diploma in Digital Metrics and Analytics116Diploma in Digital Campaign Planning116Diploma in Digital Media and Branding117SalesCertificate in Professional Sales Practice118Advanced Certificate in Professional Sales Management Practice118Advanced Certificate in Account Management Practice118Intensive Diploma in Strategic Sales Practice118Forlatestprogrammesanddatescheck www.cimacademy.comProfessional Qualifications from CIM AcademyCIM Academy is the only study centre owned by The Chartered Institute of Marketing. We offer a rangeof professional qualifications in marketing, digitalmarketing and sales via flexible and intensive studyoptions. With exceptional tuition and support, ourdelegates consistently achieve excellent pass rates and awards for outstanding achievement."I would reallyrate the quality ofteaching, depth ofknowledge of thetrainers and thesupport you get at CIM Academy."Heidi McNeillProduct ManagerA. Menarini Pharma UK