Spearhead Training Group Ltd.
London, Chipping Norton, United Kingdom
http://www.spearhead-training.co.uk

Structured Sales Skills

This module is for all Territory Managers and Sales Executives and it will reinforce both induction and continuous field based training. It will also challenge the experienced sales person to re-think their current working practices. Delegates will be introduced to a logical call structure, and the range of selling tools that are available when persuasively selling the features and benefits of ......
 

This programme is designed for National Account Managers and Key Account Managers. The course is also suitable for Regional Account Managers and National Account Executives being groomed for NAM status. Delegates will understand the role and responsibilities of the National Account Manager. The module will provide a clear structure for Business Analysis and Business Planning. Delegates will dev......
 

Understanding how all suppliers can effectively apply best practice Category Management principles to improve consumer understanding and category development This module is designed for National Account Managers, Business Account Managers, Sales Managers, Marketeers, Retail Buyers and Merchandisers wishing to gain a thorough understanding of Category Management. It will also benefit cross-fun......
 

One of the aspects that increasingly differentiates senior managers is their highest level of commercial acumen. This module is designed to equip NAMs, BAMs, Sales Directors, Retail Managers and Buyers with a practical grounding in the financial aspects of FMCG manufacturing, retailing and distribution. Assuming no previous financial knowledge, the module provides the tools, tactics and techniq......
 

This module is designed for National Account Managers, Business Account Managers and Business Unit Managers. Delegates will gain an understanding of business account management, cross-functional working (internal/external), customer partnering, profit enhancement and waste management within all competitive markets. This course is only available as an in-company training programme. Prog......
 

This module is designed for all Business Account Executives, Regional Account Managers, Territory Managers or Sales Executives undergoing personal development. It identifies the step change from Sales Executive to a Business Account Executive. It also introduces delegates to foundation level business management practice, structured commercial selling and negotiation. This course is only ava......
 

In fiercely competitive markets where products and services are similar, putting the customer first is a sensible strategy for building the business. Satisfied customers return and tell others. Most businesses intend to provide good service but this is not easy to achieve in practice. How can the manager ensure that good customer service will prevail throughout his/her organisation? What ar......
 

This programme is ideal for the person who needs a good understanding of the role of PR within their organisation and how to make the most of PR opportunities. This is an intensive course on how to write effective press releases and plan a successful PR campaign. The programme looks at the difference between public and press relations, how to address the press, the use of photographs and te......
 

This is the definitive programme for those who want a full understanding of the marketing function. All aspects of marketing are covered in an exciting and interactive way with tutor led sessions, practical exercises and challenging case studies. The first choice for those who perform, or who are about to perform, a marketing role and who may not have had any formal training. Programme Cont......
 

Selling by telephone is arguably more difficult than face to face selling. The course covers all key aspects of telephone selling from cold calling to appointment making, objection handling and closing the sale. It is a course for those who have to react positively and be able to persuade pleasantly. To master the art of selling by telephone requires an understanding about why and how peopl......
 

Avoid the common mistakes. Make sure that you or your stand staff can meet, greet and facilitate business when representing your company at exhibitions. Recent research conducted at a number of exhibitions has shown that over 80% of stand staff use strongly negative behaviour which discourages potential customers. Exhibiting is an extensive marketing activity. It will pay to ensure that your in......
 

The ability to make professional sales presentations is becoming an essential skill for the successful sales-person. This course is aimed at anyone who makes presentations to new or existing customers covering every stage of the process to enable delegates to maximise the effectiveness of their sales presentations. This course is worth years of experience in learning the hard way. Programme......
 

This module is designed for Telephone Account Managers. Delegates will gain an understanding of how to build relationships and develop the long-term business performance of their accounts through effective account management and telephone selling skills. This course is only available as an in-company training programme. Programme Contents Role, Key Tasks and Responsibilities Gatherin......
 

This course will build a good foundation for those new to selling. It is for anyone who requires a briefing on how to work as a competent, professional salesperson. How to sell without resorting to high pressure techniques is the essence of professional selling as taught on this course. The principles of effective selling are explained and related to each delegates business. Delegates will ......
 

This course is for salespeople who sell their products (goods or services) through a third party account. Typically these accounts are classified as distributors, agents, stockists or O.E.M.s (original equipment manufacturers). The course differentiates and focuses on the selling approach needed to maximise the sales performance "through" an account, rather than to the ultimate (end u......
 

Designed for sales people, selling products or services, where negotiation is part of the process leading to a successful sale. The course identifies the specific differences between sales and negotiation. Delegates are taken through step by step how to negotiate business deals that are acceptable to both buyer and seller. It is an advanced level course for the more experienced sales execut......
 

Todays Key Account Manager needs a clearly defined, timely and dynamic approach to the planning process not just for the present but especially for the future. This programme offers an insight into the key strategic and operational processes as well as the marketing principles that will enable delegates to understand the importance of getting the strategy right. Programme Contents The Role......
 

This course is for the salesperson who has some sales experience and who may have no previous sales training or would like a refresher. The programme presents the skills and techniques required by a successful salesperson in a competitive business environment. The programme is highly participative, the course tutor drawing on the experiences and opinions of the delegates. The key points are......
 

This course is for the experienced salesperson who has a track record of success and seeks to become even more proficient. The course is also aimed at anyone who sells complex solutions to multiple decision makers with long sales cycles. The programme covers selling techniques, territory planning and organising ones work to maximise sales performance. Every salesperson will gain from the fresh ......
 

This module is designed for people who use the telephone for their day-to day interaction with customers, suppliers or work colleagues. Delegates will gain an understanding of important telephone techniques along with the key principles of customer service. Programme Contents Why is Customer Service Important? - Who are our Customers? - Understanding the needs of callers - Customer care......
 

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