Maximise your salesperformance!

Developing People, Developing Business.

www.chi.ac.uk

Sales Courses fromChichester Centre for Work and LearningDeveloped as a result of research into sales training requirements carried out with over100 businesses this new series of courses from the School of Enterprise andManagement (SEMAL) will help you improve your sales productivity and profitability.Whether you take all three or just the one most relevant to you at the moment, yourbusiness will benefit from these degree level courses. PLUS participants have theopportunity to gain credits and work at their own pace towards the University ofChichester’s Foundation Degree in Management.

Benefits of University AccreditedCourses• You can be confident that participants will

be learning from experts in the field whoare working with the latest research toprovide programmes that deliver realperformance improvements.

• If participants take the option to gaincredits this involves a work based orwork related project which enables themto make an immediate impact on thebusiness, even while they are learning.

• Giving staff the opportunity to learn anddevelop through a route that leads to arecognised qualification is proven to havea positive effect on retention andrecruitment, enabling you to attract andkeep the high quality people you need todrive your business forward.

CostEach three day course costs £500.00 + VATinclusive of the assessment where taken.

Why SEMAL?• All our lecturers have business

backgrounds and so are able to combinereal-life experience with their academicexpertise to create a learning experiencethat focuses on the practical applicationof theory in the workplace.

• We have a history of working with thebusiness community providingconsultancy, research, student placementsand training and so are well aware of thecurrent challenges and practicalities ofrunning a business.

• The Dome Enterprise Centre, the homeof SEMAL, provides a first class learningenvironment and leading edge teachingtechnology making it comparable with thebest business schools in the country.

* Businesses with between 5 and 250 employees may be eligible for up to £1000 funding through theLeadership & Management Grant. Contact Skills South East email info@skillssoutheast.co.uk for moreinformation.

The Sales Process‘Fail to plan, plan to fail’ – the well known saying is as true in sales as every other area ofthe business. This course will explore the importance of planning sales activity to ensuredelivery of results and putting the processes in place to support it. It will providelearners with a range of practical tools and approaches that can be used to improve thesales process in their own organisations.

Who is it for?Business owners, managers and salespeople who want to maximise the returnfrom their sales activity.

Learning ObjectivesAt the end of the course learners will beable to:

• Demonstrate an understanding of therole of personal selling within theoverall marketing strategy

• Explain and analyse the principles of theselling process of a product or service

• Demonstrate an understanding of therole and objectives of salesmanagement

• Plan sales activity for a product orservice

DatesWorkshop 1 11th January 2012Workshop 2 25th January 2012Workshop 3 8th February 2012

Course Content• The promotional mix• Understanding the customer decision

making unit (DMU)• Role of the sales team• Sales settings• Sales strategy• Motivation, remuneration and training

of sales teams• Organisation and structure of sales

activities• International selling• Exhibitions and trade fairs• Controlling sales output• Database management• Legal implications

Sales SkillsSales success is about more than an outgoing personality. This course will explore therequirements of a salesperson and develop basic sales skills. The course will focus on theplanning and structure of a sale from prospecting through the sales presentation toclosing and provide immediately useful tools and techniques.

Who is it for?This course is relevant for newlyappointed salespeople or those withexperience of sales but little or no formaltraining

Learning ObjectivesAt the end of the course learners will beable to:

• Explain and demonstrate the stages ofselling

• Demonstrate personal communicationskills, personal image and presentation

• Explain the psychology involved inselling in differing sales environments

• Demonstrate an understanding of thepurpose of customer records andreporting

• Apply sales techniques to their ownorganisation

DatesWorkshop 1 21st February 2012Workshop 2 6th March 2012Workshop 3 20th March 2012

Course Content• Creating a ‘Value-based’ sales approach• Stages of selling• Psychology of selling (including

organisational & personal culture)• Ethics and legislation• Knowing the customer, different types

of sales, B2B and B2C customers• Researching and understanding

customer’s business (B2B)• Preparing a business case• Planning & targeting prospective

customers• Linking with other marketing activities• Preparing, structuring and executing the

sale, including:• Creating a conducive ‘buying

environment’• Asking the right questions• The sales presentation• Handling & overcoming objections• Closing the Sale• Follow-up and support to sale

Understanding the CustomerThe more we understand our customer, the better we can target our activity and thebetter our results. This course looks at concepts of buyer behaviour both in theBusiness-to-Business (B2B) and Business-to-Consumer contexts. The emphasis will beon the individual, group and corporate influences that affect buyer behaviour, with afocus on learners’ analysis of their own experience as both a consumer and asalesperson.

Who is it for?This course is relevant for anyone withsales or marketing responsibility whowants to understand their customerbetter in order to get the most from theirsales and marketing.

Learning ObjectivesAt the end of the course learners will beable to:

• Identify and discuss key factorsinfluencing buyer behaviour as aprocess

• Evaluate the influence of differentbehavioural aspects and how they canaffect the sales outcome

• Identify their role (e.g. influencer) in thebuyer’s decision making process andreflect on their personal buyerbehaviour

DatesWorkshop 1 18th April 2012Workshop 2 2nd May 2012Workshop 3 16th May 2012

Course Content• Introduction to buyer behaviour• Exploring models for Business 2

Business (B2B) and Business 2Consumer (B2C) to explain the buyerdecision making process (DMP) indifferent contexts

• The value web/network.• External influences on buyer behaviour:

culture, subculture, socio-culturalinfluences, reference groups and theenvironment.

• The difference between the B2B andB2C environments.

• Individual influences on buyerbehaviour: attitudes, motivation,personality, reasoning, learningprocesses and perceptions and howthey affect the DMP.

• How marketers can ensure that brandsappear Top of Mind in buyers’memories.

www.chi.ac.uk

For more information or to book onto any of these courses contact

Sandra Coley, Business Development Manageremail s.coley@chi.ac.ukTel. 01243 812133

Chichester Centre for Work and Learning – a partnership between: