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  • Making Appointments Training from Spearhead Training
    Workshop Time Management PA Office Support Courses Perfect PA Being Brilliant Minute Taking Time Management for Support Staff Booking T C Online Sales Training Other Services Bench Marking Your Sales Team One to One Coaching Resources Announcements Special Offers Blog Books Brochures Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Making Appointments Advanced Level This making appointments advanced level workshop is for experienced sales people and expands on their knowledge to develop best practice The day is highly interactive including numerous exercises to develop individual skills Each person will have the opportunity to gain from the fresh prospective taken on this workshop and the chance to re think their current working practices Each delegate leaves with a plan of how they will implement the key points relevant to their own situation Duration One Day Content Planning and Preparation Getting the Prospects Attention The Skilled Use of Benefits Developing Statements to Build Credibility Managing Rejections Analysing the Effective Outgoing Call Making Better Impressions Clarifying Your Reasons for Calling Professionalism You Getting Through Gate Keepers Advanced Objection Handling Gaining More Appointments Skills Development Sessions Role plays with Tele trainer and feedback Delegate s Actions for Continuous Improvement More Information This is an advanced level workshop for those who are responsible for making appointments It s one of our range of specialist in company only programmes We can deliver it for your sales team at your venue and date of choice If the content does not meet all your requirements we

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/making-appointments-advanced-level (2016-02-17)
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  • Managing Distributors Training Course - 2 day in company course
    Sales Training Other Services Bench Marking Your Sales Team One to One Coaching Resources Announcements Special Offers Blog Books Brochures Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Managing Distributors Designed for salespeople who sell through another party Selling through distributors is a hugely challenging role one that requires special sales skills to achieve success This programme will provide a very useful enhancement to your peoples current knowledge base and will help them to manage distributors effectively A lot of time money and effort can be invested in developing distributor business with little or no reward Avoiding the numerous potential pitfalls of working with distributors are addressed during the two days Delegates will leave with a host if ideas to implement to drive distributor sales Duration Two Days Outline The Challenges of Selling Through Distributors Key Considerations The Distributor Market The Evolution of Distributors Profiling Your Ideal Account Distributor Selection Communications Strategy Negotiation with Distributors Building the Network Pricing Strategies Creating a Workable Agreement Developing Distributor Potential Distributor Evaluation Building Long Term Relationships Forming Partnerships Developing Mutually Acceptable Business Plans Objective Setting Strategic Planning Joint Promotional Activity Contractual Implications Motivating Third Party Accounts Staff Activities Required to Develop Distributor Sales The Benefits to Your Distributor Raising End User Awareness Dealing with Market Conflict Forecasting The Business Proposition The Effects of a Concession Managing Your Time Action Plan for the Future More Details This managing distributors training is one of our standard in company programmes It can be delivered

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/managing-distributors (2016-02-17)
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  • Manufacturing Sales Training from Spearhead Training
    of the training is devoted to developing convincing reasons for a customer to buy whilst differentiating yourself from the competition Delegates will link this work to the needs of manufacturers Delegates will also develop a plan for effective appointment making This will progress into considering each stage of the customer meeting including questioning skills to identify and build customer needs presenting and proposing the financial business case and how to overcome the objections that they encounter The additional challenge of dealing with multiple decision makers including procurement is also covered Techniques to negotiate and achieve a positive outcome for both the supplier and customer will be reviewed During this manufacturing sales training delegates will have the opportunity to exchange experiences and views as receiving guidance from the tutor to develop best practice At the end of the two days delegates will agree both an individual and group post action plan for implementation Objectives To provide a structured review of the sales process specific to the Manufacturing Industry To develop an ordered plan of actions to enhance individual effectiveness What Delegates Will Gain The chance to review each key stage of the process Enhanced understanding of how to sell to manufacturers A structured plan for selling in the manufacturing industry Best practice tools and techniques Duration Two Days Content The Stages of the Manufacturing Sales Process The Needs of Manufacturers Developing Your Proposition Motives for Buying Planning and Preparation Preparing Your Approach Appointment Making Communication Skills The Structure of the Customer Meeting Creating the Right Impression Identifying and Building Customer Needs Dealing with Multiple Decision Makers Presentations Presenting the Financial Business Case Effective Proposals Overcoming Objections Gaining Commitment and Closing Negotiating Positive Outcomes Making Follow up Calls Managing Sales Time Territory Management More Information This manufacturing sales training will develop the

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/manufacturing-sales-training (2016-02-17)
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  • Marketing for Salespeople Training - 2 day in company course
    Support Courses Perfect PA Being Brilliant Minute Taking Time Management for Support Staff Booking T C Online Sales Training Other Services Bench Marking Your Sales Team One to One Coaching Resources Announcements Special Offers Blog Books Brochures Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Marketing for Salespeople The aim of this programme is to give salespeople an understanding of marketing and how it interacts with the sales process to maximise business All key aspects of marketing are covered Marketing jargon is clearly explained and marketing concepts are unravelled in practical terms Delegates will leave with a broad marketing knowledge that they can utilise with their sales efforts Duration Two Days Content Defining Marketing Marketing Concepts The Marketing Mixture Marketing is Different to Selling How Marketing interacts with Selling Research Methods Used In Marketing Market Segmentation Aspects of Marketing Strategy and Price Policy What Affects the Price Forecasting Product Developments Life Cycles of Products Developing New Products Strategies for Developing Sales Product and Market Portfolios Finding Gaps in the Market Marketing against the Competition Creating a Competitive Advantage Marketing Communication Advertising The Advertising Plan Developing Marketing Material The Internet Public Relations The Key Role sales people Promotions and Special Offers Merchandising Mailshots Promotional Campaign preparation Developmental Plans Personal Action Plan More Information Marketing for salespeople is one of our standard in company programmes and it can be delivered to your team at either your offices of a venue and date of your choice If this programme is not

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/marketing-for-salespeople (2016-02-17)
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  • Medical Devices Sales Training from Spearhead Training
    healthcare Delegates will consider each stage of the process and develop tools and techniques to enhance their effectiveness and overcome the many challenges of selling to this specialist sector Duration 2 days Objectives To provide delegates an ordered plan to sell medical devices in competitive markets To develop each delegate s skills to improve personal performance Outline The Challenges of Selling in the Healthcare Market Developing Key Benefits of Medical Devices Selling in a Competitive Market The Steps of the Sales Process Pre Call Planning Essential Preparation Qualifying Potential Making Appointments Cold Calling Creating the Right Impression Opening Up the Meeting Building Customer Needs Creating a Sales Case Selling to Multiple Decision Makers Making Presentations Demonstrating Medical Devices Dealing with Objections Negotiating Identifying Buying Signals Closing and Gaining Commitment Call Follow up Managing Field Sales Time Effectively Territory Management More Details By attending your sales staff will develop details of the key benefits that they can use to motivate customers to buy whilst differentiating themselves from the competition This will lead to considering the approach to making appointments effectively as well as cold calling and drop ins or spec calls They will also review each stage of customer meetings and complete exercises that will produce a series of techniques to help build a sales case identify customer requirements make effective presentations that have an impact and tactics for overcoming objections Delegates will also learn how to gain commitment and close business The training will include a series of interactive exercises designed to aid in the development of skills as well as providing a tool kit of techniques that they can readily implement when out in the field The tutor will provide individual support and guidance as appropriate to ensure each person develops effective techniques Your sales team will also have

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/medical-devices-sales-training (2016-02-17)
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  • Medical Sales Training - 2 day in company course
    UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Medical Sales Training This medical sales training presents the skills and techniques required by a successful sales person selling into the medical industry It addresses the specific challenges of selling to medical professionals It is highly interactive and the trainer will build on the experiences of your delegates All key points are reinforced by practical exercises so delegates build their portfolio of techniques to become more effective Duration Two Days Outline The Professional Role of the Medical Sales Person Actions for Success in Medical Sales The Challenges of Selling in the Medical Industry Selling to Medical Professionals Using the Benefit Concept Effectively Beating the Competition Pre Approach Work Preparing Yourself How to Qualify the Client Working By Appointment Selling to More Than One Decision Maker Presenting Yourself Opening Up Medical Sales Identifying Purchasing Criteria Developing Needs Medical Sales Presentations Dealing With Tough Questions Techniques for Price Objections Knowing When How To Close Sales Follow ups Maximising Field Sales Time Working Your Territory Well Your Next Actions Skill Development Exercises with Tutor Feedback More Information The training starts by examining the role that a successful medical sales person plays followed by identifying the qualities that achieve high sales performance in this industry The programme takes delegates through the steps of the sales process The key stages include planning prospecting making appointments the structure for customer meetings consultative selling and questioning skills presentation demonstration techniques sales proposals objection handling and closing If it is not exactly what you want then we can either create a tailored programme based on

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/medical-sales-training (2016-02-17)
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  • Pharmaceutical Sales Training from Spearhead Training
    performance Delegates will develop their approach and their selling skills during the two days and will leave with a tool kit of techniques to implement in the work place This programme will address the specific challenges of selling to the NHS and to private healthcare It is an interactive programme The tutor will build on the experiences of your delegates and the key points will be reinforced with a series individual and syndicate exercises to ensure that they build their portfolio of techniques relative to their own situation Duration Two Days Outline The Challenges of Pharmaceutical Sales Selling to Medical Professionals The Steps of the Sales Process Developing Your Selling Proposition Selling to NHS and private health care Dealing with Procurement Selling in Competitive Markets Planning and Preparation Qualifying Customers Cold Calling and Appointment Making Your Initial Approach Reaching Decision Makers Selling to Multiple Decision Makers Identifying the Customer s Buying Criteria Building Customer Needs Delivering Persuasive Presentations Handling Objections Identifying and Reacting to Buying Signals Gaining Commitment Closing Techniques Making Follow up Calls Managing Selling Time and Territory Management Delegate Post Course Action Plan More Information The programme will review each step of the selling process in respect of the pharmaceutical industry Delegates will consider the challenges and the options available to achieve success The sessions will include a number of interactive exercises to develop delegate skills and to provide a tool kit that they can use when out in the field selling pharmaceutical products and solutions to customers The tutor will provide support and guidance as appropriate to ensure the development of effective techniques Delegates will also have the chance to exchange ideas to form best practice Time will be devoted during the training to developing delegates approach for appointment making cold calling as well as drop ins

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/pharmaceutical-sales (2016-02-17)
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  • Proposal Writing Training - 1 day incompany - Spearhead Training
    PA Office Support Courses Perfect PA Being Brilliant Minute Taking Time Management for Support Staff Booking T C Online Sales Training Other Services Bench Marking Your Sales Team One to One Coaching Resources Announcements Special Offers Blog Books Brochures Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Proposal Writing Proposals are often the end product of the sales process A strong proposal dramatically enhances the success rate and provides a good basis on which negotiation often takes place This proposal writing training takes your delegates through the process step by step to ensure their proposals are an effective compliment to the sales effort Duration One Day Outline The different types of proposal Purpose of a proposal Creating the right impression Stages of a proposal The structure on effective proposals Using a covering letter What customers want in a proposal Essential preparation Structure and content of a proposal Effective Business Writing The art of good letter righting Matching the proposal to the client culture The business proposition Techniques for presenting price Proposals for Boardrooms Using an Executive summary The Do s and Don ts of good proposal writing Tips for effective proposals Checklist for draft proposals More Details This proposal writing workshop is one of our in company sales training programmes and can be delivered to your team at a venue and date of your choice Not exactly what you want then we can either create a tailored workshop based on our extensive library of standard materials or produce

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/proposal-writing (2016-02-17)
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