Find training courses on Training and Courses.com
> UK

THE SALISBURY PARTNERSHIP

Based in the Cathedral City of Durham, I have been providing clients with consultancy and training in the fields of Game Plan Design; Charismatic Leadership behaviours; and teaching Sales Managers how to adopt sales coaching technique.

  • Cancellation policy

The Salisbury Partnership training courses

21 training courses found

THE SECRET OF SUCCESSFULLY RECRUITING WINNERS IN SALES
Audience aimed at: Corporate training only

Course Aim : The aim of this module is to design and implement a recruitment and selection strategy for the sales team. Learning Outcomes: Upon the completion of this course learners will be able to: Construct a manpower plan based on required organisational income generation needs Differentiate the desirable levels of knowledge, skills, and abilities of salespeople who will effectively deliver the required level of business outcomes on behalf of the organisation Evaluate the available pool of potential new recruits and the adjustments that might to be made to recruitment expectations Specify the recruitment and selection methodology to be used to employ a sales team including the tools to be used in determining candidate suitability for the sales role Interpret the results of recruitment decisions made versus expectations This course is accredited by the Institute of Professional Selling and gains credits towards the Diploma in Sales Coaching, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
THE PSYCHOLOGY OF BUYER BEHAVIOUR
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to enable students to understand the reasoning behind and application of a number of empirical research projects into sales and customer communication exchanges Learning Outcomes: Upon completion of this course learners will be able to: Appraise how small agreements can assist decision making Debate how in attempting to change the customer’s mind we may encourage them to question a buying decision Illustrate how providing customers with small gifts can act as a positive stimulus to later sales Explore how recommendations from like-minded customers can act as a positive stimulus to the sale Examine how the customer’s prior experience and expectations can influence the sale Explore how visual stimulus adds to the positive stimulus of sales communication Examine and determine the relevance of cognitive dissonance theory in sales Relate how an analysis of the customer’s stage in life might assist in the sales process This course is accredited by the Institute of Professional Selling and gains credits towards the Advanced Diploma in Sales, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
HOW TO GUARANTEE SUCCESSFUL NEGOTIATION IN SALES
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to acquire knowledge and skills to be used in sales negotiation situations.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
A MasterClass in Sales Process Design
Audience aimed at: Corporate training only

At the end of this course participants will be able to:- Understand the drivers of performance within their organisation Appreciate the view

  • Study level: Not applicable
  • Duration of training: 1 day
  • Study mode: Customised
MAKING A FORMAL SALES PRESENTATION TO A GROUP
Audience aimed at: Corporate training only

prepare for and execute a sales presentation to a group of potential customers in a formal setting. Learning Outcomes: Upon completion of this course learners will be able to: Plan for executing formal sales presentations Organise a presentation for maximum impact Identify the causes and sources of fear in presenting Formulate a process for dealing with nerves Experiment with different presentation techniques Execute an effective presentation Create clear presentation material Evaluate the effectiveness of a sales presentation This course is accredited by the Institute of Professional Selling and gains credits towards the Advanced Diploma in Sales, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
WHAT CAN THE SPORTS COACH TEACH YOU ABOUT MANAGING YOUR SALES TEAM?
Audience aimed at: Corporate training only

Aim: The aim of this course is to examine coaching processes in other professions and to explore what can be learned from this.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
WHAT SPORTS AND THE PERFORMING ARTS CAN TEACH US ABOUT SUCCESS IN SALES
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to explore and compare the sales profession to other professions and to determine what can be learned from this in order to improve sales success.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
A MasterClass in Charismatic Leadership
Audience aimed at: Corporate training only

In a survey of more than 1500 managers, when asked what they would most like to see in their leaders, the most popular answer mentioned was ‘inspiration’ . When asked if they would describe their current leader as ‘ inspiring’ , only 11% said 'yes' .

  • Study level: Advanced
  • Duration of training: 1 day
  • Study mode: Customised
HOW TO PREPARE THE ORGANISATION FOR SUCCESSFUL SALES COACHING
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to explore the topic of coaching as it has developed in traditional coaching environments, and how it relates to other activities within an organisation. Learning Outcomes: Upon completion of this course learners will be able to: Analyse the history and background of coaching in other environments other than sales and business Analyse the history and background of coaching as a management activity in sales and a wider business context Relate how sales coaching fits within an organisational context and particularly within their own organisation Formulate an organisational analysis in order to establish the current suitability of the organisation to adopt a sales coaching culture Illustrate the differences between sales management and sales coaching Illustrate the differences between sales coaching and sales training Illustrate where sales training, counselling, and mentoring fit within a sales coaching culture Express a definition of sales coaching as it might apply within the graduate’s organisation and wider business community Debate whether organisational structure impacts on effective sales coaching implementation or not Illustrate the role of a MetaCoach Prepare plans sales coaching plans which connect to organisational plans for growth and profitability Organise tasks and opportunities for salespeople to enhance career progression Prioritise knowledge and sales skills acquisition as part of a learning organisation Identify organisational reviews of sales team effectiveness and productivity Explain how sales coaches and MetaCoaches can influence acceptance of change initiatives This course is accredited by the Institute of Professional Selling and gains credits towards the Diploma in Sales Coaching, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
WHAT CAN YOU DO TO BECOME A GREAT SALES COACH?
Audience aimed at: Corporate training only

Course Aim: The aim of this unit is for sales managers to reach a level of self-awareness about their behaviour and communication styles and begin the process of planning an appropriate approach to their role as sales coach.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
A MasterClass in Sales Coaching
Audience aimed at: Corporate training only

At the end of this MasterClass participants will be able to:- Display an understanding of the conditions which need to exist for sales coaching

  • Study level: Not applicable
  • Duration of training: 1 day
  • Study mode: Customised
A MasterClass in MetaCoaching
Audience aimed at: Corporate training only

At the end of this MetaCoaching MasterClass participants will be able to:- · Display an understanding of the conditions which need to exist for Bu

  • Study level: Advanced
  • Duration of training: 1 day
  • Study mode: Customised
HOW HAVING A SALES PROCESS CAN IMPROVE SALES
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to explore and evaluate the effectiveness of a structured approach to selling and to use this knowledge to construct a strategic and tactical sales process.

  • Study level: Beginner
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
THE LIFE-TIME VALUE OF CUSTOMER SERVICE
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to enable students to consider the impact of customer service and to construct a customer service plan for their organisation in order to improve customer retention, sales, and lifetime value Learning Outcomes: Upon completion of this course learners will be able to: Calculate the life-time value of customers Critique the importance of customer care within a sales context Identify the major differences between good and poor customer service Compare best practice with their own organisation’s customer care policy, if it exists Question how important follow-up is after the sale is made Inspect the importance of creating goodwill Explain how to regain lost customers Manage customer complaints effectively Construct an effective customer service plan for their organisation This course is accredited by the Institute of Professional Selling and gains credits towards the Advanced Diploma in Sales, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
WHERE ARE THE CUSTOMERS FOR YOUR PRODUCTS AND SERVICES?
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to raise awareness and determine the approach to be taken with regard to the process and practices of prospecting.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
THE IMPORTANCE OF HAVING A PROPERLY CONSTRUCTED SALES PLAN
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to construct a detailed personal sales plan. Learning Outcomes: Upon completion of this course learners will be able to: Construct and explain a detailed sales plan covering a specific selling period Construct and explain a tracking system to monitor progress against planned activities, targets, and sales forecasts Contrast alignment of a sales plan with an organisation’s corporate objectives Create a personal SWOT analysis Create a series of ratio analyses in order to improve sales performance This course is accredited by the Institute of Professional Selling and gains credits towards the Diploma in Sales Practice, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
HOW TO MATCH YOUR PRODUCTS AND SERVICES TO YOUR CUSTOMER’S NEEDS
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to explore theories of personal motivation and apply them within a sales and customer relationship context. Learning Outcomes: Upon completion of this course learners will be able to: Identify and evaluate the elements in personal motivational which could apply in a seller/ buyer context Evaluate buyer behaviour and motivation and plan to address these motives in a sales situation Explore the relationships between buyers and sellers Evaluate a knowledge of the culturally diverse nature of buyers and how this might be addressed Examine personal motivation factors and evaluate how this might impact on performance in a sales role Evaluate the differences between a needs based approach to selling compared to product based selling approach.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
HOW TO EFFECTIVELY COMMUNICATE YOUR SALES MESSAGE
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to acquire and demonstrate how effective communication works within a sales context.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
THE FIRST STEP IN SUCCESSFUL SELLING: SELF-AWARENESS
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to enable students to investigate the theory of transactional analysis and relate it to their sales roles. Learning Outcomes: Upon completion of this course learners will be able to: Inspect the theory of transactional analysis Interpret their usual style of personal behaviour based upon transactional analysis ego states Relate transactional analysis theory into a sales orientated environment Question how embedded attitudes and cultural diversity may affect open communication Investigate self-esteem in the context of sales success This course is accredited by the Institute of Professional Selling and gains credits towards the Advanced Diploma in Sales, a higher level qualification awarded by the Business Management Education Centre.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
WITHOUT A SALES GAME PLAN, YOU’VE NO PLAN FOR SUCCESS
Audience aimed at: Corporate training only

Course Aim: The aim of this course is to explore and understand the importance of process and rules of behaviour as a mechanism for improving sales performance.

  • Study level: Not applicable
  • Duration of training: Variable - to suit the learner
  • Study mode: Distance without attendance
Next