Sales

Cold Calling & Appointment Making Skills

Network:

Duration	1 day followed by 1 one-one mentoring i hour session.
Course Fee	€110 for Members €210 for Non-members Membership for 2013 only €100
Enrolment and Start Dates Comment	12/06/2013
Course Content	Who Should Attend A practical and interactive one to two day workshop, the course is designed for all sales staff that makes outgoing cold calls to customers and prospects as well as handling incoming sales enquiries. Overall Aim The aim of this workshop is to help sales staff achieve a greater appreciation of the importance of cold calling and to become more effective in their ability to influence and communicate with customers using the telephone to grow sales. The participants will gain a greater awareness of customer’s expectations, learning to develop the necessary skills in using the telephone to overcome reluctance, deal with rejection and effectively cold call to generate leads, make appointments and close sales.
Further Enquiries	Oonagh McGregor info@southwestgno.com 064-6636622
Learning Outcomes	After completing the workshop, each participant will be able to: • Apply highly developed communications skills for improved customer relations • Improve their efficiency on the telephone through better preparation and planning • Become more assertive in their day to day communications by phone • Overcome cold call reluctance, handle rejection and create opportunities through cold calls • Present a professional image, have the right attitude and build trust with the customer • Talk to customers in their own language and with the right tone of voice • Guide the customer effectively through each stage of the sales presentation • Get the customers attention and engage in conversation through stimulating introductions • Really listen to customers and pre-empt customers’ needs through skilful questioning Additional information to follow
Trainer	Trainer Profile of Call Focus (Karen Sommerville) Call Focus specialise in the design of “effective customer communications” helping companies secure greater profitability through the development of their customers. With extensive experience in customer relations, sales, direct marketing and database marketing, they are best known for communication workshops using the telephone such as the popular “Telephone Complaint Handling”, “Debt Collection using the Telephone”, "Effective Telephone Sales”, “Cold Calling for Sales” in addition to other workshop. Founded in 1999 Call Focus is headed up by Karen Sommerville, a competent communications, sales and customer relations skills trainer for many leading business associations, Skillnet groups (over 10 groups), Enterprises Boards, educational bodies in addition to many private clients.
Location of Course	Kerry Technology Park, Tralee, Co. Kerry.

Course Web Page:

http://www.southwestgno.com/viewevent.asp?id=326

Available to Job Seekers:

Yes

Certified:

No

Sales & Client Relationship Management - Advanced

Network:

Outsourcing Skillnet

Duration	Course is run over 2 years
Course Fee	€1,500.00 per year
Subjects Taught	Certificate Requirements: The total credit value of this certificate is 120 and will be achieved by completing 8 minors of 15 credits each: Year 1: • Consultative Selling • Supervisory Management • Customer Service • Personal and Professional Development Year 2: • Business Development • Account Planning and Management • Coaching • Sales Negotiation
Course Content	The purpose of this award is to enable the learner to acquire the knowledge, skills and competence to work independently in a strategic sales and or customer relationship management role in a range of sales orientated contexts and or to progress to higher education and training.
Entry Requirements	To access programmes leading to this award the learner should have reached the standards of knowledge, skill and competence associated with the preceding level of this award on the National Framework of Qualifications. This may have been achieved through a formal qualification or through relevant life and work experience.
Further Enquiries	outsourcing@ccma.ie or 01-2911960
Learning Outcomes	Knowledge: • Learners will be able to demonstrate an in depth understanding of a range of theories and practices pertinent to sales and client relationship management strategy Skills: • Demonstrate the use of a range of skills and tools required for commercial sales environment • Select appropriate sales techniques and tolls to plan and develop client relationships and to determine solutions to diverse challenges in a client relationship context. Competence: • Apply knowledge and skills to a range of Sales, Customer Care and planning contexts • Perform a range of sales and client relationship activities independently and within teams or groups • Take responsibility for own learning and assist others in identifying learning and or development needs within a client relationship focused context. • Reflect on own role and performance with specific reference to planning, objectives and time frames within a sales and customer relationship environment.
Methods of Assessment	Successful indicates that the learner has achieved all of the learning outcomes for the award with some supervision and direction. The learner has demonstrated autonomy of action and has taken responsibility for generating appropriate evidence for all learning outcomes. Pass 50-64% Merit 65-79% Distinction 80-100% Certificate grades are based on a weighted average of component award grades.
Location of Course	Nationwide

Available to Job Seekers:

Yes

Certified:

No

Consultative Selling including Marketing & Negotiation

Network:

Trainers Learning Skillnet

Duration	4 Day (2 day per week over 2 Weeks)
Number of Places	12
Course Fee	€495 (non Skillnet Members) €420 (Skillnet Funded Members)
Subjects Taught	Course Content – 4 days Day 1- • The introduction and opening of the process • The benefits and limits of small talk • Looking and listening for important behaviours Day 2 - • Understanding what the customer needs – not what you want them to have. • Understanding and dealing with the customers objections. Day 3 – • Closing the sale – when to bring it all together • Measuring your performance – the key of sharing best practise or closing your gaps. Day 4 – • Marketing – Looking at what is best for the business • Negotiating – Unchartered waters in the current climate – the need for a collaborated approach.
FETAC Code	B30154: Consultative Selling
Enrolment and Start Dates Comment	05 March 2013 - Cork 11 June 2013 - Galway 02 October 2013 - Dublin
Course Content	Course Outline The Economy – Enough said!! Post Celtic-Tiger Ireland -We prefer to look at the current challenge of a difficult economy as an opportunity to create a different and fresh approach to selling. Consultative selling looks at building a long-term, high trust relationship between seller and buyer by exactly meeting their needs as opposed to a one-size-fits-all method. We offer an approach that balances the art and science of sales. The art of sales focuses on the people skills that create genuine dialogue for building high trust. The science of sales focuses on a repeatable, consistent process for initiating, qualifying, measuring, winning and growing sales.
Further Enquiries	Contact the Network Manager Trainers' Learning Skillnet 4 Sycamore House, Millennium Business Park, Naas, Co. Kildare T: 045-881166 E: info@trainerslearningskillnet.com
Learning Outcomes	Following the course the learner should be able to; • Understand how to set realistic sales call objectives • Acquire the ability to open a sales call effectively • Develop an awareness of how to analyse customer behaviour • Acquire the skills to identify and present benefits of a solution that address the personal and business needs of the customer • Understand how to uncover and deal with customer objections • Appreciate the need for sales call closing strategies • Measure your performance – “You can’t manage what you don’t measure” • Understand new ways of marketing –“Is the website being replaced by Social Media” ? “Who is looking and where”? • Negotiate clever – What is “collaborative selling” – is that coming as a next generation in sales? • Work effectively as a sales manager
Methods of Assessment	Assignment for course participants. Outline, in your own words , two types of customer behaviours which you have encountered or have researched. Recognise the main characteristics of each class of behaviour Outline the tactics to be used in dealing with each class of behaviour Outline how the sales consultants behaviour would be adapted to retain control of the sales situation. To comply with 11.2 of the FETAC guidelines, the assignment above will be used for this course. The assignment will have a maximum value of 25% of the overall course marking. The assignment may be presented in a variety of media, for example written, audio, graphic, visual or any combination of these. Any audio or video evidence must be provided on tape. It is expected that the assignment will be carried out following the classroom part of the course with assignments due for submission within 14 days of the final course day.
Trainer	IITD Training Provider
Location of Course	Cork Waterford Dublin

Course Web Page:

http://www.trainerslearningskillnet.com/Consultative_Selling_(incl_Marketing_Negotiation_Skills)-recordid-213-objectid-1152-z-event_summary.htm

Available to Job Seekers:

Yes

Certified:

Yes

SME Growth & Development

Network:

Outsourcing Skillnet

Duration	10 Classroom Days
Subjects Taught	How to Win Public Sector Tenders; the legal considerations Procurement, Tendering and Supplier Management Developing Effective Sales Processes Marketing & Social Media Communications Elective choice (pick 1) Managing Outsource Performance & Value Chain Analysis Legal Considerations When Outsourcing
Course Content	CPD Diploma in SME Growth & Development This module will examine efficiency and effectiveness measures as well as their suitability in relation to the strategic requirements of the outsourcing initiative. Furthermore, this module will give the student an overview of the terms supply chain and value chain. It examines techniques such as value stream mapping, process analysis and process mapping.
Further Enquiries	outsourcing@ccma.ie or 01-2911960
Learning Outcomes	On completion of the programme, participants will be able to: • Measure, develop and analyse the appropriate data which will allow effective analysis and evaluation when selecting a suitable supplier • Identify key stakeholders in a procurement exercise and be able to develop effective relationships with them. • Manage risks, disputes and potential conflicts during contraction and procurement. • Describe the main type of contractual relationships that might be formed with suppliers and the appropriate use of each. • Understand the concept of costumer value and the role of supply chain management in creating in. • Identify business processes, core competences and measure ‘value’. • Recognising the key issues that need to be addressed in value chain logistics.
Trainer	DIT Aungier Street
Location of Course	DIT Aungier Street

Available to Job Seekers:

No

Certified:

Yes

Sales Agent Training

Network:

Farm Business Skillnet

Duration	One day
Number of Places	15
Subjects Taught	Sales
Enrolment and Start Dates Comment	04th April 2013
Financial Support	50% Skillnet Grant
Course Content	Sales Training - for Direct Sales Agents - selling face-to-face, with some emphasis on upselling - particularly of the Direct Debit mandate
Careers or Further Progression	Training can be applied to any Sales job
Entry Requirements	Restricted to IFA Telecom Sales Agents
Further Enquiries	Celine Reynolds Farm Business Skillnet Network Manager Tel: 01 426 0324 Mob: 086 687 8648 Email: celinereynolds@ifatelecom.ie
Eligibility	Part-time / full-time IFA Telecom Sales Agents
Learning Outcomes	Sharper Sales techniques, better planning, time management and strategy - and increased confidence.
Methods of Assessment	Skillnet Evaluation at end of course
Trainer	Harvest Training Academy (Trainer - Frank Rock)
Location of Course	Athlone Springs Hotel

Available to Job Seekers:

Yes

Certified:

No

Sales Training

Network:

Farm Business Skillnet

Duration	One Day
Number of Places	15
Course Fee	€130 per trainee
Enrolment and Start Dates Comment	Enrol any time before 04th April 2013
Financial Support	50% Skillnet grant
Course Content	Direct Sales Training - Planning, Time Management, Targets, Opening and Closing the Sale, the Do's and Don't of direct sales.
Careers or Further Progression	Course will benefit farmers with time to spare and looking to earn additional income by providing training and upskilling in a new area.
Further Enquiries	Celine Reynolds Farm Business Skillnet Network Manager Tel: 01 426 0324 Mob: 086 687 8648 Email: celinereynolds@ifatelecom.ie
Eligibility	Any IFA Member looking to upskill in Sales area
Learning Outcomes	Skills to work in direct Sales - which might benefit farmers with time to spare and looking to earn additional income.
Methods of Assessment	Evaluation at end of course
Trainer	Harvest Training Academy, 37 Northwood Court, Northwood Business Park, Santry, Dublin 9.
Location of Course	Athlone Springs Hotel

Available to Job Seekers:

Yes

Certified:

No

New Horizons

Network:

ISME Skillnet

Duration	4 contact days plus mentoring
Number of Places	12
Course Fee	€750 ISME Members €850 Non Members
FETAC Code	B30204: Business Development
Enrolment and Start Dates Comment	Participants can enrol from now on. Start dates: Dublin: September 2012
Course Content	Build on new customer opportunities and develop individual strategies to make progress in their business.  Understand key marketing principles and develop communication plans to attract new customers.  Understand the appropriate market entry strategies for new markets—either in Ireland or overseas.  Apply the principles of persuasive communication in a commercial situation.  Apply the principles of key account development & management.  Set realistic sales objectives.  Identify and present benefits of a solution that addresses the personal and business needs of your customer.
Entry Requirements	This programme is for women who are running or about to run their own business.
Further Enquiries	Liz Carroll 01 6622755 liz@isme.ie
Trainer	Beacon Coaching
Location of Course	Dublin 12, Cork City.

Available to Job Seekers:

Yes

Certified:

Yes

How to increase your Sales - How to sell in difficult times.

Network:

Galway Executive Skillnet

Duration	1 day training course from 9.30 to 4.30pm.
Course Fee	GES Members €30 Non GES Members €140
Enrolment and Start Dates Comment	Date: 26th June 2013
Course Content	If business is not happening, it must be made to happen.
Further Enquiries	Email: info@galwayexecutiveskillnet.com Tel: 085 749 1564
Trainer	Dermot McConkey - McConkey Development & Training
Location of Course	To be confirmed

Course Web Page:

http://www.galwayexecutiveskillnet.com/2157/increase-your-sales/

Available to Job Seekers:

Yes

Certified:

No

Retail Sales

Network:

Irish Franchising Skillnet

Duration	4 days
Course Fee	Price TBC
FETAC Code	5N1619: Retail Selling
Enrolment and Start Dates Comment	Start dates: 17/06/2013 01/10/2013
Course Content	• The principles and capabilities of a range of technologies currently utilised in the retail sector to include cash registers, bar code scanners, electronic payment units, security devices, and stock control systems • Interpretation of key terminology and trends in retail selling • Understanding of the impact of a range of a range of factors on a retail environment • to include customer loyalty, merchandising, retail ethics, training and communications skills • Analyse current retail legislation and identify key legal responsibilities in relation to employers, employees, customers and product manufactures • Identify health and safety initiatives aimed at improving safety in a retail environment • Analyse the key characteristics of a range of payment options available to customers in a retail environment • Analyse the key characteristics of a range of retail environments to include self service, online selling and personal service • Employ a range of techniques to identify appropriate opportunities to open or close a sale, to deal with complaints or to present alternative products • Employ a range of communication skills in a retail environment to include use of active listening, product demonstration, and customer support techniques • Employ secure cash handling techniques when dealing with a range of procedures to include refunds, void sales, vouchers, electronic transactions, payment validation, cheques, floats, product exchange and credit notes. • Employ standard procedures to utilise a range of devices currently used in the retail sector to include cash registers, bar code scanners, electronic payment units, security devices, and stock control systems • Design a procedure for dealing with an unexpected incidence such as a fire or an injury in a retail environment • Planning and implementation of effective customer services policies to include returns, cash and carry, delivery and after sales services • Take responsibility for the effective handling of customer feedback.
Entry Requirements	Leaving Certificate
Further Enquiries	Siobhan O'Callaghan Tel: 01 291 1963 Fax: 01 293 8957 Email: training@irishfranchisingskillnet.com
Methods of Assessment	The component certificate is assessed using a skills demonstration 60% and an assignment 40%
Location of Course	Nationwide

Available to Job Seekers:

Yes

Certified:

Yes

Sales Marketing & Social Media

Network:

Irish Franchising Skillnet

Duration	6 days
Course Fee	Price TBC
Enrolment and Start Dates Comment	Start dates: 16/08/2013 09/09/2013
Course Content	• How the Internet has Transformed Marketing? • Getting the balance right – digital and traditional marketing Focus on digital marketing: Identifying what activities will get the best results for your business • Search Engine Optimisation - Getting your pages to the first page on Google • Getting the best from Pay Per Click Advertising for your business (examples from Google, Facebook & LinkedIn PPC) • Social Media for Business Success – • Devising an effective social media marketing strategy o Effective use of Facebook to promote your businesses o Getting the most from Twitter for your business o Using LinkedIn to build your professional profile o Successful email Marketing Campaigns • Web Analytics - Identifying the best combination of activities for your business by accurately monitoring your web
Entry Requirements	N/A
Further Enquiries	Siobhan O'Callaghan Tel: 01 291 1963 Fax: 01 293 8957 Email: training@irishfranchisingskillnet.com
Methods of Assessment	• Learner Activities, • Concept / Theory Presentation, • Group Discussions, • Case Studies, • Personal Action Planning, • Classroom Practice / Role-Play
Location of Course	Nationwide

Available to Job Seekers:

No

Certified:

No

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