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3Backed by industry-leading researchThe results of our latest surveys, studies and forums are all integrated into our course content and development.These include our global benchmarkingstudies carried out amongst major international organisations. See pages 6/7 for more details about these studies.Three levels of learningIt's important that you choose the training that's right for you.That's why we have divided our courses into three levels that reflect the amount ofexperience and knowledge required.Foundation coursesprovide a basic grounding for people who are newto/or with limited knowledge of the subject area.They are designed to buildpractical skills to enable delegates to deliver effectively in the area. Advanced coursesare aimed at practitioners and managers withoperational experience who wish to deepen their knowledge and skills in a specific area.They assume some basic knowledge of the topic.Masterclass coursesare designed for those with high levels ofmarketing responsibility, experience or knowledge.Delivered by recognisedexperts and published authors, they offer a unique opportunity to focus on the practical challenges and solutions generated by a subject.Helping you, and your career, developWe don't see our training courses as one-off events, we see them as part of a carefully chosen andcomprehensive programme that can help you through everystage of your career. By joining as a member and registeringfree of charge on our Chartered CPD Programme, you canmanage your development and show your commitment toongoing professional development.Look out for the....symbol against each of our courses and start collecting your CPD now. For more information visitwww.cim.co.uk/charteredcpdWhat's new this time around?More on digital PageMarketing through a Digital Lens10Google Analytics15DIY Digital Marketing15Managing the Risks of Social Networks17New marketing coursesBehavioural Economics for Business Success10Marketing Engineering11The Marketing Planning Toolkit(including new e-content)30Implementing a CRM Communications Programme74Networking for Results97Coaching Skills for Managers98And for sales people Using Customer Value to Integrate Sales and Marketing107NLP for Sales Success109

4Building marketing and salescapability in your organisationAny one of the 120 training courses in this directory can be delivereddirectly to teams in-house or we can tailor the courses to meet thespecific needs of your organisation and industry. However, many organisations are looking for a partnership approach withThe Chartered Institute of Marketing-using our extensive experience inmarketing and sales to help them develop more complex capabilitydevelopment solutions. This can include everything from scoping a project,identifying objectives and skills gaps, to designing the programme throughto the delivery and evaluation stages. Our learning and development solutions are: Defined by their outcome,not by their method: we improve the performance ofyour people using the most appropriate means of delivery and engagement.Flexible,based on a clear and detailed understanding of your needs as anorganisation and tailored to fit.Based on diagnosis:we have a range of diagnostic tools to assess skills gaps andrecommend solutions for how these should be addressed.Focused on people:we focus on doing whatever is necessary through ourdevelopment programmes to bring the best out of your people, and to help themstep up their performance levels and keep them raised.Strategic: our in-company programmes are based on gaining a soundunderstanding of the strategic objectives and principles underpinning yourorganisation's need to build or improve skills.Relationship-based: we work with you to get in tune with your organisation's cultureto ensure your people engage with initiatives quickly and effectively.We understand marketing and sales like no other organisation Our Learning and Development unit is firmly embedded in the part of our businessthat undertakes and publishes leading-edge practitioner-based research. Not theacademic papers you may be used to seeing from other sources, but highly practicalresearch and benchmarking studies with major global organisations. From these weare able to explore emergent best-practice across marketing and sales, and translatethis best-practice into workable solutions for any business.We have a tried and tested approachScopeneedsassessmentskills gapanalysisprogrammearchitecturedevelopmentclassroome-learningcoachingmentoringimpact on peopleimpact onbusinessCreateDeliverEvaluate