1. Click to return Competence Development These are the courses provided by Ascl within each of the competence development programs. The Solution Selling Process Selling the Business Case The Sales Call Business Letters and Proposals Negotiating Good Business Business Presentation Workshop Working with Projects Sales Competence Development Simply Click on any title to see a specification for this course. Marketing Workshop Project Management Discover the way Ahead Business Development Account Marketing Plans Advanced Sales Workshop Sales Management Advanced Sales Academy

2. Click to return The Solution Selling Process Course Content This course is intended for all Sales and Sales Support staff, and is also suitable for other staff involved in Customer facing activities. There are no pre-requisites for this course. Discover the Process for Solution Selling. Understand the main marketing process. Know the main areas of knowledge and skills required Develop your own plans to develop your sales competence Solution Selling People involved in a Decision Benefit Categories Self Assessment - Sales Professionalism Marketing Processes Competence Development for Sales Executives Tutor lead discussion using student workbooks, short group activities and a competitive quizzes between small teams. Participants are provided with copies of PowerPoint overheads and A5 Key Point Reminder Sheets. 2 Days Course Objectives Training Techniques

3. Click to return Selling the Business Case This course is intended for all Sales and Sales Support staff, and is also suitable for other staff involved in Customer facing activities. There are no pre-requisites for this course. Discover the Process for Solution Selling. Understand the main marketing process. Know the main areas of knowledge and skills required Develop your own plans to develop your sales competence Business Basics Financial Accounting Business Ratios Management Accounting Business Benefits Financial Project Appraisal Tutor lead discussion using student workbooks, short group activities and a competitive quizzes between small teams. Participants are provided with copies of PowerPoint overheads and A5 Key Point Reminder Sheets. 2 Days Course Objectives Training Techniques Course Content

4. Click to return The Sales Call Course Objectives This course is intended for sales staff. It could also be useful for other staff in customer facing activities. Participants should have attended “Business Benefits”. Set call objectives and plan a sales call. Develop their skill in questioning and listening techniques. Make new customer contacts and effective call openings. Gather relevant information to determine needs and qualify. Develop a sales strategy. Sell benefits, use sales aids and resolve objections. Summarise and close sales calls professionally Preparing to sell Questioning and Listening Making the Initial Approach Getting Information and Qualifying Decision Strategies Establishing Need and Selling Benefits Resolving Objections Closing on Agreement Tutor lead discussion using workbooks, group planning exercises and student role-plays. Audio Cassette dialogue is used to stimulate analytical discussion. 2 - 3 Days Training Techniques Course Content

5. Click to return Business Letters and Proposals Course Objectives The target group are sales staff, but the course could also be useful for other staff in customer facing activities. Participants will need knowledge of the sales process, and the business benefits their solutions can provide to their customers. Recognise the importance of letters and proposals for a successful sales campaign. Have improved their ability to write readable text. Use checklists and examples to support continual Development in sales writing ability after the course. Develop compelling written arguments based on the business case for investment. Develop well structured Business Proposals and responses to RFPs The role of the Sales Letter Producing effective documents Approach Letters and Mail-shots Building the Case in Writing Reports The Sales Proposal Student workbooks will be provided to support group discussion sessions. Activities will include group work, and individual practical writing exercises assessed by peers. "KeyPoint" check- lists are provided for use after the course. Audio Cassette dialogue is used to stimulate analytical discussion. 2 Days Course Content Training Techniques

6. Click to return Negotiating Good Business Course Objectives Course Content This course is intended for sales staff. It may also be suitable for project and support staff in customer facing activities. Note that this is specifically a “Sales Negotiating” course rather than general negotiating. Participants should have attended “Business Benefits”, and “The Sales Call”. Recognise where a sale moves into negotiation. Avoid getting into negotiations wherever possible. Understand the importance of preserving margins. Value negotiating variables in terms of time, place, quantity, quality, cost Be able to plan for a negotiating session. Develop appropriate strategies and tactics. recognise the people issues involved. Ways of reaching agreement Avoiding negotiation Qualities of a good negotiator Strategy and tactics Phases in a negotiation Negotiating with people Negotiating business variables Student workbooks will be provided to support group discussion sessions. Activities will include group work, and individual practical writing exercises assessed by peers. KeyPoint check-lists are provided for use after the course. Audio Cassette dialogue is used to stimulate analytical discussion. 2 Days Training Techniques

7. Click to return Business Presentation Workshop This course is specifically intended for Sales and Marketing staff. (Marketing Assistants, Assistant Marketing Managers and Marketing Managers.) Participants should of attended “Financial Selling”, “The Sales Call” and, ideally, “Business Letters and Proposals”. It is also important that participants read the pre-course instructions and come prepared with sufficient information to do a realistic presentation, ideally to one of their current prospects. Plan the structure and contents of a business presentation. Plan the logistics of the event. Use appropriate techniques to handle an interactive presentation. Setting objectives for the presentation Planning the presentation The “stagger through” Full presentation role-play Presentation de-brief Tutor lead discussion with student workbooks. Small group working for “stagger through” of presentation. Then a set of full presentation role- plays where Participants are doing their presentation, or observing others from a number of checklist, whilst role-playing a particular decision maker or recommender function in the buying process. 2 Days Course Objectives Course Content Training Techniques

8. Click to return Working with Projects Course Objectives Course Content This course is specifically intended for Sales and Projects staff. Students should have attended “The Sales Call” or “Customer Service”. Sell the overall project process of helping their customers develop their business. Use project management and time management concepts in their own work. Work with project staff to achieve a smooth hand over from sales. Understand how to initiate projects with sound policy for change control. Sell additional services during a customer implementation. Sell better, profitable business by working closely with the Project Team. The Project life cycle Planning for Quality, Cost and Time Project Implementation Management Skills People Change Management Project Completion Future personal development requirements Group discussion and brief group exercises using student workbooks. Activities are based around a realistic project scenario. 2 – 3 Days Training Techniques

9. Click to return Account Marketing Plans The course is intended for experienced sales staff, or to follow the main sales training programme. Students either have a number of year’s practical experience, with a sound understanding of the sales process, or would have completed the main Sales courses and had at least 6 months practical experience in selling to customers. On completion of this course students will have developed plans to develop their sales into large existing Customers. Students develop in outline their own Account Marketing Plans using a template provided on diskette (with appropriate discretion if attending an open course). Role-play and presentation exercises with checklists and debrief. 2 Days Course Objectives Training Techniques Course Content

10. Click to return Advanced Sales Workshop Course Content The course is intended as a follow-up for staff who have completed the main sales training programme. They should attend at least 6 months after their initial training. Participants either have a number of year’s practical experience, with a sound understanding of the sales process, or would have completed the main Sales courses and had at least 6 months practical experience selling to customers. On completion of this course participants will have developed their ability to sell solutions through a series of practical exercises. The course includes a series of structured role- plays, with student taking the part of seller and buyer. The role-plays simulate the participants actual customer situations, following group work where participants draw up probable buying criteria for a typical customer. The course also teaches Sales Campaign Planning. Role-play and presentation exercises with checklists and debrief. 2 Days Course Objectives Training Techniques

11. Click to return Sales Management Course Objectives Course Content No Pre-requisites for this course This course is principally intended for Marketing and Sales Management personnel, and for staff intended to take up these positions. It can also be run as a more general Management course. Coach their staff in the field to develop competence. Help apply what their staff have leant from the other courses in this catalogue. Be able to complete an effective monthly review. Apply leadership and motivation theories. Undertake field sales training activities. Structure and deploy their staff according to an overall plan. The job of Management Planning and Organising Measuring and Controlling Leading and Motivating the Team Coaching the Team Recruiting and Appraising staff Tutor led discussion with tutor workbooks, group work and role-plays. The course is supported with a set of manager’s checklists. 5 Days Training Techniques

12. Click to return Marketing Workshop Course Objectives A general understanding of business and their market. This course is intended for staff involved in Marketing Planning activities. Complete the development of a marketing plan Understand relevant major trends in today’s IT market Segment their market for “brand” and “innovative products” Develop concise Vision and Mission statements for their teams identify the key players in their market Position their offerings in relevant markets Describe their market offerings and their main differentiators Set strategies that take account of product, routes to marketplace, price, promotion, people, processes and physical evidence Help the business sales teams develop Account Marketing and Sales Campaign Plans for major customers Link market communications activities to the marketing plan objectives Implement their recommendations and manage customer and staff relations. The Market Environment Sources of information, Market Research and Segmentation Gathering Competitive Information and Competitor Analysis Differentiating your Offering The Marketing Plan - Positioning and Strategies The Pricing Plan Marketing Communications Developing Business Edge The course is in the style of a workshop around Tutor led discussion, with group work and workbook documentation. Pre-recorded dialogue is used to stimulate discussion. Training Techniques Course Content 2 Days

13. Click to return Project Management Detail the overall project process that helps complete projects to the necessary quality standards within time and budget for both technical and people implementations Recognise where to use project management tools, such as MS Project Achieve a smooth hand over from sales and manage customer expectations Understand how to initiate projects with a sound policy for change control Identify opportunities and/or sell additional services during a customer implementation Sell better, profitable business by working closely with the Sales Team Course Objectives Course Content Ideally students should have attended “Solution Selling” or “The Sales Call”. This course is specifically intended for Sales and Projects staff. The Project life cycle Planning for Quality, Cost and Time Project Implementation Management Skills People Change Management Project Completion Future personal development requirements Group discussion and brief group exercises using student workbooks. Activities are based around a realistic project scenario. 5 Days Training Techniques

14. Click to return Discover the Way Ahead Reinforce or introduce the companies objectives and strategies Help the employees understand how they can help achieve these Agree the competences they need to have to do this Identify likely training requirements to develop these Help the employee to own these as their own development objectives Agree self help strategies and training courses to develop appropriate competences Course Objectives Course Content This course works well as an element of the induction of new staff. Particularly alongside existing staff either as an introduction or reinforcement of the company’s strategy and how this effects the employees This course is specifically intended for the whole team of a division or business. Group discussion and brief group exercises using student workbooks. Introduction to self development and time management techniques. The overall objective of the course is to align the employees development with the objectives of the business and allow them to realise their own responsibility for this development. What makes successful people Who are the company’s stakeholders How do we aim to satisfy them all What will we gain as individuals What will this mean we have to give What will we have to be competent at Owning our own development 1 Day Training Techniques