Open Sales Courses

Course 01 - Introduction to Sales

This course is recommended for inexperienced sales people. The course will enable delegates to make effective, well-structured sales calls. They will learn how to sell benefits persuasively, to handle objections, gain commitment and close. The course is very practical, making extensive use of role play to ensure that participants gain maximum benefit.

Course 02 - Advanced Sales

This course is recommended for salespeople with at least 6 months selling experience.

The Advanced Sales course can be tailored, in consultation with Sales Managers and Publishers, so that any specific areas of sales technique are addressed, and particular problems are identified and tackled.

Delegates will be required to define their own objectives and appraise themselves. Courses are designed to realise their individual professional goals and to support long-term corporate strategies.

Course 03 - Negotiation Skills

Satisfied with having achieved a sale, salespeople often neglect to maximise the potential of an order - especially when dealing with renewals.

Negotiating only starts when the client has been successfully sold to; so negotiating is not selling, it's an altogether separate skill. In this course, all areas of negotiation technique are examined in depth.

Course 04 - Negotiation Workshop

Duration 1 day

The workshop is designed for individuals who have already attended the Negotiation Skills course. It focuses on the particular negotiating techniques of participants, and on identifying and remedying areas of weakness. The approach is very practical and will stretch individual skills in client bargaining situations.

Agenda

Discussion of structure and skills
Self-analysis exercise
Q & A forum: Individual objectives
Practical One: Role-reversal (seller as buyer)
The importance of preparation
Maintaining the balance of power
Enjoying the 'game'
Negotiating to win
When to trade
Practical Two: Team negotiation
Practical Three: Individual performances
Analysis & summary

Course 05 - Presenting to Advertising Agencies

Presenting to Advertising Agencies (1 day)

This course will provide delegates with a good understanding of how advertising agencies operate and the most effective ways of presenting to them. It is highly practical and uses videotaped role play and case studies to fully illustrate all the training points.

Agenda

The role of the agency
Media Department Structure
Campaign planning
Agency / Client relationships
10 rules of selling to media departments
The telephone presentation
The face-to-face presentation
Presenting to groups
Using figures creatively

Course 06 - Presentation Skills

Presentation Skills (2 days)

Some executives may lack confidence in their ability to handle face-to-face situations successfully; consequently they prefer to do their selling over the phone.

If few presentations are currently being carried out, and more deals are being closed over the telephone than face-to-face, it may be beneficial to examine the methods which executives currently employ when asking for appointments.