Australian Institute of Management NSW & ACT
North Sydney, NSW, Australia
http://www.aimnsw.com.au/

Strategic Account Management Workshop

It is widely accepted that 20% of a company’s accounts generate up to 80% of its business. Managing these accounts to ensure optimum benefit to a business is vital. This workshop has been designed to provide account managers with the skills and tools they need to develop and implement a strategic approach to the management of large accounts. A crucial element of this approach will be the focus ......
 

A highly practical, sales-focused negotiation skills course designed to develop skills in negotiating win-win agreements. The program explores a structured, straightforward and proven approach to sales negotiation. A framework for planning and evaluating the outcomes of the negotiation is included. Learning outcomes Plan and deliver a sound, logical and persuasive presentation for a comme......
 

Telephone service often provides customers with their first impression of an organisation. This one-day skills program has been developed to identify the key components of delivering high quality customer service over the telephone. Participants will learn how to enhance their level of professionalism and ensure that every customer impression is the best impression. Learning outcomes Identi......
 

This advanced program is designed to enhance participants�existing sales skills. Through the presentation of proven selling approaches and the application of targeted techniques, participants will be coached on how to achieve ongoing sales success. The program will focus on the interpersonal aspects of selling such as the importance of listening, and negotiating techniques to respond to prospe......
 

This program is a single unit of the Graduate Diploma and Graduate Certificate in Management Practice. It offers managers the opportunity to enhance their skills in a particular field without committing to a full post-graduate program. The practical nature of the content and learning gained through interaction with fellow students will ensure immediate benefits to performance in the workplace. ......
 

Marketing is a crucial part of an effective and high performing business. This program provides participants with an understanding of critical marketing activities and provides a framework for identifying and achieving the marketing goals of a company. Participants are introduced to key marketing tools to identify customer needs and develop market plans and products. Learning outcomes Con......
 

No company can survive today’s competitive environment without a full commitment to servicing customers. This program focuses on business expansion through strategically increasing internal and external customer satisfaction. It provides the essential, practical tools to define, plan, implement and monitor outstanding customer service strategies that compliment your business plan and will impac......
 

A program designed to provide sales team managers with the skills to build and maintain motivated and high performing sales teams. Participants will benefit from the program’s focus on developing motivational management techniques and leadership skills. They will have the opportunity to explore approaches for managing different types of sales personnel to maximise individual and team performanc......
 

The image and reputation of an organisation depends largely on the abilities and desires of its staff to maintain the highest standards of service to everyone who makes an enquiry, request, purchase or complaint. This two-day program provides participants with a range of strategies for effective communication, handling conflict and managing complaints. These skills will enable participants to t......
 

This program introduces participants to a process for the effective selling of services, products or concepts. Participants will learn how to identify prospects, communicate product features and benefits and present sales solutions to prospects. The program also provides learners with knowledge of effective administrative processes for preparing, presenting and completing sales. Participants wi......
 

An intensive program which focuses on the planning and implementation of marketing strategies to ensure business unit and organisation success. Participants will learn how to align marketing opportunities to their organisation’s strategic objectives by analysing internal and external market forces. The vital factors in communicating and implementing marketing initiatives will be explored as wil......
 

This program is designed to help frontline staff deal with difficult customers. Building on the themes of customer expectations and how to develop strong relationships with both internal and external customers, the course then focuses on what to do when things go wrong. By understanding your own behaviour in situations involving conflict and frustration, frontline staff will be better able to d......
 

Relationship building and effective account management form the basis for successful sales strategy in an organisation. This program focuses on ways to build sales, retain business and increase referrals through the effective servicing and management of one-on-one relationships with clients. The interpersonal aspects of developing mutually beneficial relationships are covered with reference to......
 

For those new to project management this program provides a foundation to understanding project management and is suitable for those involved in low value, low risk projects, or multiple, independent projects. The content covers an overview of the project management lifecycle, functions essential to successful project management and common project managment terminology and concepts. A variety......
 

This workshop forms part of the Diploma of Project Management. The Diploma of Project Management requires a total of five days of classroom attendance and comprises the following parts: Complete the three-day Applied Project Management program. You will not be required to complete the assessment at that point After the above program, participants then undertake an online skills assessment exa......
 

This program is a single unit of the Graduate Diploma and Graduate Certificate in Management Practice. It offers managers the opportunity to enhance their skills in a particular field without committing to a full post-graduate program. The practical nature of the content and learning gained through interaction with fellow students will ensure immediate benefits to performance in the workplace. ......
 

Managers and project team leaders will learn the critical tools and techniques required to plan, organise and manage projects successfully. Factors that impact on project productivity - such as selection, organisation and monitoring of human, physical and information resources are also explored. The program provides an overview of the 9 knowledge areas of project management and relates them in ......
 

The Advanced Diploma of Project Management prepares candidates for self-directed application of skills and knowledge at a substantial depth across all functional areas of project management where competencies are normally used independently and are substantially non-routine and significant judgement is required. The Advanced Diploma of Project Management is a specialised qualification for proje......
 

This program is designed to provide skills and knowledge to plan and present effective and interactive training sessions, and the opportunity to practise and develop their skills. The focus of the delivery is on three areas - individual facilitation, group facilitation and work-based facilitation. The focus of the program is on training delivery and as such, the program is structured around two......
 

This program is designed to provide new trainers, with the skills and knowledge to plan and present effective and interactive training sessions. The focus of the delivery is on three areas - individual facilitation, group facilitation and work-based facilitation. With a very practical and "how to" approach, this program is premised in learning the theory behind great training and a se......
 

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