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  • Telephone Sales Training Course from Spearhead Training
    effective telephone sales techniques and make sure that you are not using high pressure tactics A good telephone manner is obvious but there is a lot more to it than just remembering to smile Who will benefit from attending This telesales training is designed for those who currently perform a sales function or who are about to perform a sales function by telephone Our telesales training courses are suitable for those who use the telephone to make a sale or to make sales appointments What you will get from attending A full understanding of the steps of successful telephone selling Practice of effective sales communication techniques that will positively influence others at each stage of the call Tips and action points for each stage of the sales process that can be utilised to improve your results Increased personal confidence Show Objectives and Content Objectives To examine the varying types of telephone sales call and accept the importance of setting objectives To understand why and how people make decisions to buy and clarify the benefits of the products and or services you sell To plan the call and discuss effective sales communication techniques that will positively influence others To increase self confidence Content The Vital Importance of First Impressions Telephone Tactics Your Voice Questioning Techniques Listening Skills Why People Buy Planning Outgoing Calls Making Cold Calls Making Appointments Opening a Call Positively Using Benefits Effectively Establishing Needs Building Your Case Dealing with Questions Handling Objections Closing the Call and Securing the Business Practical Exercises Individual Self Development Testimonials for Telephone Sales Great tutor clear and understanding Course was great in terms of practical tasts HW GMTV All areas of the course were covered very well KR Metrix All areas were dealt with well and my questions answered DW Audio Visual Machines

    Original URL path: http://www.spearhead-training.co.uk/events/sales-marketing-courses/telephone-sales (2016-02-17)
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  • FMCG training courses - Open courses from Spearhead Training
    market is highly competitive and requires a professional approach to sales to achieve successful outcomes The programmes in this section have been specifically designed and developed to help delegates succeed in their job role by providing them with a structured approach to each discipline They are pragmatic in approach and represent a sensible investment that will improve business performance for sales and marketing people in FMCG organisations We have a successful track record in this sector and we enjoy the loyalty of many happy and long standing customers Read More Retailer expectations are higher than ever before Retail staff such as their buyers receive a great deal of training and are highly skilled With this in mind the professional development of supplier personnel is essential if they are to grow effective and mutually profitable working relationships Our tutors have considerable FMCG experience and success They are dedicated experts who pride themselves on their up to date knowledge of current retailer strategies and market status and their ability to inspire and develop delegates Our FMCG programmes are designed to equip people for working with challenging retailer accounts By the end of the 2 days delegates will have a range of tools and techniques to implement in the work place During the sessions delegates have the opportunity to consider many of the real life challenges and subsequently develop their individual action plans for dealing with these scenarios Therefore our FMCG programmes provide an excellent method to accelerate learning and effectiveness We limit delegate numbers to allow the right environment for individual attention and skill development These programmes are interactive involving discussion and feedback so that each delegate develops post training action plan relevant to their individual situation We are focused on providing excellent quality to our customers We achieve this by ensuring

    Original URL path: http://www.spearhead-training.co.uk/events/fmcg (2016-02-17)
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  • Category Management Course from Spearhead Training
    Retail Buyers and Merchandisers wishing to gain a thorough understanding of category management It will also benefit cross functional team members e g logistics finance production I T wanting to understand the terminology and processes used by commercial colleagues and highlight the part they have to play Course Fee 995 Description Category Management is now widely used predominately by retailers and wholesalers in the FMCG market Suppliers to retailers will benefit from having a full understanding of the terminology and processes of Category Management This two day category management specialist programme covers all aspects of the subject with a case study running throughout to illustrate the key issues During the programme delegates will examine each stage of the category management process associated issues and techniques and the need for a faster more results orientated process Also how to make research and analysis more effective and the necessity of producing practical plans that deliver results Who will benefit from this course For everyone working in the FMCG market who wants to fully understand the principles and practice of Category Management What you will get from attending A thorough understanding of Category Management Knowledge on how to use the principles to enhance your supplier profile Practice and development of key processes and techniques Confidence to talk the language of Category Management A personalised practical plan that will deliver results Show Objectives Content Objectives To provide delegates with a sound understanding of Category Management by examining each stage of the process and techniques To ensure delegates appreciate the future for Category Management is a more effective faster and results orientated process To understand how all suppliers can apply best practice principles to improve consumer understanding category development and day to day trading To appreciate the need to build sustainable collaborative relationships To provide the opportunity to practice and develop some of the processes and techniques using case studies based on category plans developed by leading grocery multiples and their key partner supplier Content Category Management Origin Definition and Core Principles Current Status and Issues with Category Management in the U K The Benefits of Adopting Category Management Principles Building Sustainable Collaborative Relationships Making the Eight Step process more Effective Delivering Actionable results and Improved Performance by Focusing on what the Consumer really Wants Making Consumer Research and Data Analysis more Cost Effective Developing Well focussed Category Strategies and Tactics to Satisfy Target Consumers and gain Competitive Advantage Best Practice examples to Improve Implementation in store Simplifying the way Forward for Category Management Making Category Management a day to day activity Interactive Workshop using Practical applicable Case Studies Evening Self Study Individual Action Plans Testimonials for Category Management A course delivered in a logical manner and a stepped process DN Graham Brown A very good course Clearly defined and I particularly liked how all elements were related back to my specific needs CW Smithfield Foods Ltd Very enjoyable Will use to good effect PW Churchill China In total a really good course PW ACO

    Original URL path: http://www.spearhead-training.co.uk/events/fmcg/category-management (2016-02-17)
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  • National Account Management - open training course
    suitable for Regional Account Managers and National Account Executives being groomed for NAM status Course Fee 995 Description Delegates will leave understanding the role and responsibilities of a National Account Manager The programme provides a clear structure for Business Analysis and Business Planning Delegates will develop their analytical commercial and one to one presentation skills Who will benefit from this course Designed for National Account Managers working in the FMCG sector It is also suitable for Regional Account Managers and National Account Executives being groomed for NAM status What you will get from attending A benchmark of your knowledge skills and general level of competency A proven structure for managing critical customer information constructing business plans and sales forecasts conducting the business interview and the business review with an emphasis on negotiation skills analysing and evaluating promotional investment Individual training and feedback by the tutor to equip you to be a major contributor in your organisation The confidence to work with major customers Show Objectives Content Objectives To allow delegates to benchmark their knowledge skills and general level of competency To recognise the role and responsibilities of the National Account Manager To provide delegates with a proven structure for Managing critical customer information Constructing business plans and sales forecasts Conducting the business interview and the business review with an emphasis on negotiation skills Analysing and evaluating promotional investment To provide the opportunity to practice and develop the above using delegates real life business situations Content The Role Responsibilities and Accountabilities of a NAM Critical Customer Information and Account Files Buyer Needs Demands and Strategy Culture and Values Becoming a Strategic Supplier Measuring Value and Trust Financial Analysis of the Major Customer Strategic Business Management Understanding the Differences Between Structured Commercial Selling and Negotiation Planning the Negotiation Strategy Valuing Concessions Analysing the Cost vs Benefit of Promotional Investment Control of the Structured Business Interview The Business Review Evening Self Study Individual Action Plans Testimonials for National Account Management Everyone was kept involved at all times and everyone s needs were very well considered NH Attraction World All subject areas were dealt with well as they were relevant and real KD Church Dwight I feel better placed to go forward with my role The course was paced wonderfully SB RC2 UK Experiences from the tutor were very good and supported the theory NS Kerry Foods Read More Information This programme starts with a definition of the role responsibilties and accountabilities of a NAM The next section covers the issues concerning customer information and relationships including the supplier strategy There then follows a tutorial on the financial analysis of a major customer with practical exercises to cement learning The next subject is strategic business management to prepare delegates for the challenge of implementing a strategy for each of their accounts The programme then moves on to negotiations with tutor input sessions balanced with practical exercises to help delegates absorb the skills and techniques of a good negotiator All aspects of this subject are

    Original URL path: http://www.spearhead-training.co.uk/events/fmcg/national-account-management (2016-02-17)
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  • Business Skills Training Courses from Spearhead Training
    programmes from either the management course s or the sales courses sections to create your own personal development training programme This flexible approach combined with our client loyalty discount scheme ensures you get the business skills training you need Our business skills courses utilise a range of learning methods to develop delegate s knowledge confidence and skills We work tirelessly on developing material which is second to none in the market place We have a process of continuous improvement and quality control of everything that we deliver This also includes our tutors who are experience and highly trained people that are skilled at developing others We appreciate your trust in choosing us and we want to repay this by helping your people develop to their full potential that s why we limit delegate numbers on each event This maximum varies depending on the nature of the subject Our aim is to ensure all delegates attending receive individual trainer attention Each programme or workshop starts with a short introduction and overview which include the aims and objectives This is followed by a review of delegate s objectives to help to provide a focus for the tutor as they work to fulfil the needs of the delegates The material is delivered in an interactive style and our tutors utilise many accelerated learning techniques Each session aims to work round the key areas of the learning cycle such as understanding of the subject with background reasons why and benefits the techniques to implement the chance for the delegates to practice and consider how to assimilate into their own style and with review including feedback and agreement of best practice We have a strategy of high performance learning to get the most out of people We therefore make our courses highly supportive and also challenging A series of specially designed learning aids have been developed for all subjects such as individual and group exercises relating to real life situations and challenges case studies self assessment questionnaires learning games and where relevant practice using role play During the sessions if delegates do not fully understand or if they are unsure how it relates to their situation their tutor will support them in understanding and applying the learning points Delegates will therefore experience training that is interesting and engaging requiring a lot of participation as well as being thought provoking Yes it will be challenging at times but it will also be mixed with fun and moments of humour Delegates leave with an enhanced understanding of the subject higher levels of confidence improved ability and skills and with numerous ideas tools techniques and actions to implement in the work place to improve business performance Post training support is included as we extend our service to beyond the class room Delegates who have attended a particular workshop can use our support helpline which is staffed by expert tutors that can answer any additional questions they have regarding the programme that they have attended These queries often range

    Original URL path: http://www.spearhead-training.co.uk/events/business-skills (2016-02-17)
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  • Telephone Answering Course from Spearhead Training
    call again and bring you more business This workshop is for every member of staff who uses the telephone for their day to day interaction with customers suppliers or work colleagues Delegates will learn the skills necessary to be effective on the telephone along with the key principles of giving good customer service Course Fee 565 London 545 Regional Training Centre Description This one day workshop starts by identifying the skills needed to communicate professionally by telephone The do s and don ts of communicating by telephone are covered Essential telephone techniques including the correct way to handle an incoming call making an outbound call and leaving professional voice messages are discussed Delegates are also shown how to handle awkward callers Who will benefit from attending Everyone who answers the telephone and wants to improve their call handling techniques will benefit from this one day answering the telephone workshop What you will get from this course A review of the special techniques necessary to be effective on the telephone Knowledge of how to apply the principles of good customer care to your telephone communications Increased confidence and professionalism when answering the telephone Tips and advice on handling difficult callers Show Objectives Content Objectives The special techniques necessary to be effective on the telephone will be demonstrated and practised Delegates will understand how each individual contributes to the company image Delegates will learn the key skills of good customer handling Content Telephone Communication Skills The challenges of effective telephone communication The rules for effective call handling Conveying a professional image Using your voice well Questioning to gather information Developing effective listening habits Telephone Techniques Answering inbound calls Re routing calls Making outbound calls Leaving professional voice messages Customer Care Customer care standards Your contribution to customer service Dealing with Difficult Callers

    Original URL path: http://www.spearhead-training.co.uk/events/business-skills/answering-the-telephone (2016-02-17)
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  • Assertiveness Course from Spearhead Training
    job roles others attend because they want to learn how to handle a particular situation assertively Whatever your reasons this one day workshop will provide a balanced mix of information on the various assertive techniques and special exercises that will hone your skills and boost your confidence so you are able to say the right thing at the right time Who will benefit from attending Assertiveness is for everyone As such this course is suitable for supervisors managers sales executives administrative and support staff If you sometimes find it difficult to be assertive then this course is for you What you will get from attending A comprehensive understanding of assertive behaviour A tool box of assertive techniques for you to use in various situations Personal guidance and practice to improve your assertiveness skills Increased self confidence Show Objectives Content Objectives To ensure delegates have a good in depth knowledge of the techniques for assertive behaviour To provide delegates with the opportunity to start developing their own assertive communication skills Content What is Assertiveness What it is not Why we need it Assertive Aims Building Self Confidence What is self confidence How people become confident The four fears Conquering your fears and doubts Handling unproductive feelings How to be Assertive Becoming more assertive Your assertive rights Choosing the right words Assertive body language Assertiveness techniques Making assertive requests Disagreeing constructively Dealing with criticism Responding to put downs Saying No Fogging Broken record Consequence assertion Working With Assertiveness Working with non assertive people Handling difficult situations Your Plans for Future Self Development Testimonials for Assertiveness Skills I feel incredibly empowered Instead of dreading certain situations and meetings I m looking forward to trying out my new found skills HR OPP Ltd Using real situations in tasks made it easier to adapt to your own workplace people GW Cory Environment Good use of tools to make you think about how you deal with situations DN Sumitomo Corp Europe Information was focused and detailed AD Unifrax Ltd Read More This workshop is always run with small groups This creates a friendly and safe environment for you to learn in It also ensures that you are fully supported in developing your assertive skills by our expert tutors This support continues after the workshop as you will receive not only a comprehensive pack of support materials but can also contact your tutor using Spearheads dedicated post training help line This support is particularly helpful as you can receive additional coaching as you put your new skills into practice The day is very practical in nature During the workshop the numerous specially designed exercises will help you develop a greater understanding of the assertiveness techniques taught and provide you with specific assertive skill development These exercises together with lively discussion and a focus on real life issues ensure you leave confident in your ability to communicate in a more assertive manner This workshop is run in London and in Oxfordshire at our dedicated training centres There are

    Original URL path: http://www.spearhead-training.co.uk/events/business-skills/assertiveness-skills (2016-02-17)
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  • Effective Written Communication Course from Spearhead Training
    written communications wastes time and money Poor written communications reflects badly not only on the writer but also the writer s organisation Everyone who wishes to hone their written communication skills will benefit from attending this workshop Who will benefit from attending This course is suitable for everyone who uses the written word to communicate with colleagues suppliers or customers and who wants to review and hone their business writing skills What you will get from attending A thorough understanding of the key principles and techniques for effective written business communication Positive guidelines for writing business letters e mail reports and proposals Expert individual guidance on improving the effectiveness of your own written communications Show Objectives Content Objectives To provide positive guidelines for all forms of business correspondence To examine real examples of how to and how not to communicate a message in the written form To practice the art of effective business writing Content The Impact of Poor Communication on Business Principles of Effective Business Writing Deciding When to Write The 7 C s of Written Communication The 4 Stages of Writing Getting the Purpose Clear Delivering the Key Message Creating Logic and Sequence Writing External Business Correspondence Creating the Right Impression Using the Correct Greeting and Close Structure and Layout Considerations Improving Internal Correspondence E Mail Etiquette Better Reports Choosing the Right Words Active and Passive Voice Making Bad News Sound Better Punctuating Appropriately Putting It Into Practice Practical Exercises to Improve Skills Your Action Plan Testimonials for Effective Written Communication Very comprehensive and useful course DA MDU Services Ltd A very clear and structured course Thank you KD Barnaroos I thoroughly enjoyed the real life business writing examples Tutor kept us interested throughout the day NA Bebitte and Touche LLP Very informative course with an excellent tutor EA CBI Read More Information Business writing is very different to the type of creative writing many of us were taught at school or to the written assignments we completed at college or university Common problems associated with business writing include how to get started how to write both clearly and concisely and how to end This one day practical and pragmatic workshop will show you how to master the written word so you can be more confident that your written business communications will be both effective and professional It is not run like an English lesson instead it systematically covers the key principles of effective business writing Using both exercises and real life examples delegates learn how to and how not to communicate a message in the written form It is a fun and informative day covering letters email reports and proposals For effectiveness numbers on this course are strictly limited so that each delegate receives individual support from the tutor Delegates can bring examples of their own written communications to the workshop and receive individual guidance and advice from the tutor on how these could be improved This support extends to afterwards when delegates can continue to contact

    Original URL path: http://www.spearhead-training.co.uk/events/business-skills/effective-written-communication (2016-02-17)
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