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  • Business Account Management Training from Spearhead Training
    Written Communication Financial Awareness Persuading and Influencing Skills Planning Skills Workshop Presentation Skills Project Management 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 Business Account Management This is designed for people in the roles of National Account Manager Business Account Manager and Business Unit Manager Delegates will gain an understanding of business account management cross functional working internal external customer partnering profit enhancement and waste management within all competitive markets Duration Two Days Outline Role of the NAM as a Business Account Manager Relationship Management Culturemetrics Delegate Assessment and Reporting Effective Networking Multi Level Multi Functional Contacts The Decision Making Process within the Major Account Buying Department Activity Based Profitability Cost Price Reduction Effective Presentation of the Business Plan Advanced Negotiation What Will it Take Managing Multi Functional Teams and Projects Handling Side by Side problem Solving during the Business Review Category Management Evening Self Study Individual Action Plans More Information This Business Account Management module is one of our FMCG in company programmes which can be delivered for your teams at a venues and dates of your choice If it is not exactly what you would like then we can either create a tailored programme based on our extensive library of materials or produce a

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/fmcg/business-account-management (2016-02-17)
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  • Commercial Management Training from Spearhead Training
    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 Commercial Management One of the aspects that increasingly differentiates senior managers is their highest level of commercial acumen This module is designed to equip NAMs BAMs Sales Directors Retail Managers and Buyers with a practical grounding in the financial aspects of FMCG manufacturing retailing and distribution Assuming no previous financial knowledge the module provides the tools tactics and techniques to give senior sales people a much sharper commercial insight into their own business and their key accounts businesses along with an understanding of retail concepts such as supply chain and category management As a result of attending participants will become more confident in using shared financial information to gain competitive advantage through the building of long term and mutually profitable win win relationships Duration Two Days Outline An Introduction to Financial Management Learning from the Major Multiples The Financial Structure of Business Analysing and Understanding the Balance Sheet Stock Debtor and Creditor Management Working Capital Management The Critical Importance of Generating and Managing Cash Funding and Investing in the Business Brand Valuation and Goodwill The Financial Performance of Business Analysing and Understanding the Profit and Loss Account Managing Variable and Fixed Costs The Importance of Managing Gross Margin Financial Performance Benchmarks for Retailers Wholesalers and Suppliers Optimising Price Volume and Margin for Maximum Profitability Strategic Pricing Drivers of Shareholder Value and How They Can Be Influenced During The Sales Process Contribution Analysis Direct Product Profitability and Profit Density Financial Implications of the Product Life Cycle Break Even Analysis

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/fmcg/commercial-management (2016-02-17)
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  • Negotiating with Retailers Training Course - 2 day FMCG course
    Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Negotiating with Retailers Designed for sales people and account managers selling to retailers where negotiation is part of the process leading to a successful sale Retailer buyers are more demanding than ever before in this fiercely competitive market Suppliers are increasingly being squeezed by their customers The aim of the module is to develop sales negotiation skills in order to improve the contracts negotiated Delegates will have the opportunity to practice the techniques covered This is imperative because whilst the principles are relatively straight forward the application of these principles requires great skill The exercises are carefully designed to develop individual ability The module concludes with a thorough review of tactics that skilled buyers will use in order to negotiate better deals for themselves This module is essential for anyone facing a professional retailer buyer today Delegates will leave with a host of ideas that they can implement in order to improve profitability Every delegate attending will benefit from improving and fine tuning their ability This is a very sensible investment for any supplier to the retail industry Duration Two Days Outline Defining Successful Negotiations The Retail Market today Enhancing the Sales Proposal Proposition Establishing Retailer Requirements using the Spearhead Win Client Model Establishing Value for Money Techniques for Presenting Price Valuing Benefits When Selling Becomes Negotiating Communications in a Negotiation Body Language Negotiating Styles Analysing Your Own Style The Principles of Negotiation Characteristics of a Successful Negotiator Preparing for a Negotiation Pre Negotiation Research Planning the Negotiation Strategy Setting Objectives Estimating the Variables Costing Concessions Establishing Your Bottom Line Negotiating Repeat Orders Negotiation Techniques Opening The Negotiation Establishing the Negotiation Parameters Trading Concessions Winning Outcomes Dealing with

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/fmcg/negotiating-with-retailers (2016-02-17)
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  • Sales Management from Spearhead Training
    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 Sales Management A two module programme with each module lasting two full days Designed for National Account Managers leading a team of Account Managers National Sales Managers Field Sales Managers Regional Sales Managers and for individuals on a personal development programme leading to sales management A thorough and practical approach that ensures the Sales Manager becomes more competent in the key areas of managing and leading their sales resource towards the achievement of company goals Duration Four Days 2 x 2 days Module 1 The Role Responsibilities and Accountabilities of the Sales Manager Understanding Company Mission and Strategy The Importance of Communication Salesforce Reports and Information Systems Developing and Implementing a Team Strategy and Vision Cultivating Your Culture with Culturemetrics The Team Together The Team Apart How Managers Should Manage Themselves Working With Your Line Manager and Multi functional Teams Team Functions and Working Together Leading Managing and Motivating Workload Analysis Team Analysis Measuring Performance Key Performance Indicators Competencies Standards of Performance The Performance Development Review Process and Documentation Evening Self Study Instant Role Play Individual Action Plans Module 2 The Performance Development Review Interactive Interview Process Culturemetrics One to One interview Managing and Measuring Team and Individual Performance People Problems and Problem People Recruiting the Right People and Keeping Them Continuous Training and Development Team Individual Succession Planning The Manager as Trainer and Coach Motivating a Successful Team Delivering Customer Service

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/fmcg/sales-management (2016-02-17)
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  • Selling to Retailers Training from Spearhead Training
    Management National Account Management Business Skills Courses Answering the Telephone Assertiveness Skills Effective Written Communication Financial Awareness Persuading and Influencing Skills Planning Skills Workshop Presentation Skills Project Management 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 Selling to Retailers Improve your selling skills and your productivity This module covers the specific challenges of selling to retailers Designed to challenge the experienced salesperson by getting them to review their current working habits and make improvements Duration Two Days Content Review of Sales Steps Preparing and Using Selling Tools Sales Communication Skills Essential Call Planning Preparation Important Records on Customers Identifying Your Call Objectives Identification and Agreement of Customer Needs Developing a Logical Persuasive Presentation Maximising Sales Communication using Visual Aids Presenting Persuasive Arguments Persuading Using Benefits Preparing for and Overcoming Buyer Objections Closing with Planned Quantities Individual Action Plans More Information This selling to retailers specialist FMCG module is one of our standard in company FMCG programmes that can be delivered to your people If the content is not exactly what you need for your team then we can either create a tailored programme based on our extensive library of standard FMCG specific materials or produce a fully bespoke solution for you Please call 01608 644144 for

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/fmcg/selling-to-retailers (2016-02-17)
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  • Structured Sales Skills Training - FMCG 2 day incompany course
    Project Management 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 Structured Sales Skills This module is for all Territory Managers and Sales Executives and it will reinforce both induction and continuous field based training It will also challenge the experienced sales person to re think their current working practices Delegates will be introduced to a logical call structure and the range of selling tools that are available when persuasively selling the features and benefits of your product and planned proposals It is a very practical and participative module Duration Two Days Outline The Steps of the Selling Call Selling Tools Verbal Communication and the Timely Introduction of Visuals Questioning and Listening Identification and Agreement of Customer Needs Observation Call Planning and Preparation Critical Customer Records and Setting Call Objectives Building the Logical and Persuasive Sales Presentation Delivering the Persuasive Argument Selling Benefits Anticipating and Overcoming Customer Objections Closing the Sale With Planned Quantities Post Call Reporting and Call Assessment The Sales Creator Evening Self Study Individual Action Plans More Information This is one of our standard FMCG in company programmes and can be delivered to your people at a venue and date of your choice We can also create a tailored course based on our extensive

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/fmcg/structured-sales-skills (2016-02-17)
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  • FMCG incompany training - from Spearhead Training
    skilled and receive a great deal of training in dealing with suppliers Therefore training of FMCG supplier personnel is imperative in order to be able to deal with retailers effectively Spearhead has a successful track record in delivering in company training courses for the FMCG sector We have trainers who have dedicated their careers in the sector and who have excellent track records for achievement Our in company FMGC training programmes will equip your people with the required skills Given the large amounts of money at stake these courses represent excellent value for money and they will repay themselves many times over by improving business performance Any of our open FMCG courses can be presented as an in company programme deliverable on your premises or at a training venue of your choice on dates to suit your business needs Alternatively here is a full list of available ready to run in company programmes for FMCG skills improvement Need Help If you have specific requirements all of our ready to run programmes can be tailored to meeting your business aims We can also produce a bespoke training solution for you We have a huge resource of material available that means that we can design a course for you very cost effectively It is important that we ensure that any training we deliver is relevant for your team You can contact us to discuss your training needs and make recommendations at no obligation Please use this form to enquire about our in company training solutions indicates required field First Name Last Name Telephone Number Email Company Name Type of Training Required Number of people to be trained Best time for us to contact you CAPTCHA Code The Need for FMCG Training Training is one of if not the most cost effective investments

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/fmcg#FSContact4 (2016-02-17)
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  • Team Player Training from Spearhead Training
    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 Being A Great Team Player We all work in teams and team members who know how they can contribute positively to teamwork makes for a high performing team This one day workshop is designed to ensure your peoples contribution to the team is as effective as it can be Delegates will be challenged to look at their team skills and learn techniques that will make them a valued member of any team The ideal in company course for teams who need to work well together Duration 1 day Outline The Challenge of Being a Great Team Member Characteristics of Effective Teamwork What Do You Bring to the Team Your preferred team role Personal audit Working Effectively Managing your part of the workload Balancing pressure and performance Dealing with Diversity Why teams need diversity Understanding differing personalities Working with difficult people Better Communication Barriers to better communication within the team Effective listening habits Understanding colleagues needs Making refusing requests Positive influencing skills The Team Players Check List Action Planning Being a Great Team player is one of our standard in company workshops and can be delivered to your team at a venue and date of your choosing If it is not exactly what you want to develop the team skills at your

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/business-skills-training/being-a-great-team-player (2016-02-17)
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web-archive-uk.com, 2017-12-18