The University of Auckland Business School
Auckland, New Zealand
http://www.uco.canterbury.ac.nz/

Sales Skills

Many companies today are seeking not just �suppliers�but ‘partners� These companies want to do business with organisations that can assist them to save money, make money or in some way add value to their business offering. To succeed in today’s highly competitive marketplace, salespeople need to not only have knowledge of their own products and services, but require an understanding of t......
 

This Short Course is designed to help you achieve greater profits through effective pricing strategies and tactics. Pricing is a key business tool that is often set aside from strategy and performance management. Adding just 1% to top-line revenue can contribute 7-10% to operating profits. In 2 days you will be given practical tools and frameworks for setting the right competitive price fo......
 

Business is not a complex beast. It is a very simple activity that has four specific requirements. You must find other businesses or people who will be willing to pay you to provide your service or product to them. Once you have found them, you must win them with an accurate representation of your value proposition. Then you must keep them from being attracted elsewhere, to another provi......
 

Even though marketing and marketing planning has been around for a very long time, it remains one of the great unconquered challenges for many business managers and marketing practitioners alike. For this reason, this VERY PRACTICAL step-by-step WORKSHOP has been developed as a cooperative project between the University of Auckland and business. It is aimed at assisting you to develop a marketi......
 

Master the fundamentals of marketing with a top teacher and practitioner! This intensive, fast-paced course covers the basic principles of modern marketing management. Understanding and excelling at the basics is as important in marketing as it is in sports. This course will provide an excellent foundation in those basics for either further study, for supervising the performance of market......
 

‘Key Accounts�are critical to your organisation’s survival. They are aware of their contribution to your revenue, their impact on your profits and their ability to assist in bringing about economies of scale for your organisation. They have bargaining power and generally know how to use it. They also have a greater choice of what they can buy, where and from whom they can buy, and how......
 

To increase your understanding of social enterprise in particular and non-traditional forms of fundraising in general. To begin to define the opportunities for creating social enterprise for your organisation and the companies or other entities with which you may collaborate. Increase your level of comfort with the concepts, principles and skills sets that are necessary to define and manage......
 

This is a comprehensive Short Course packed with over two years of research that goes behind the myths and legends and looks at the realities, complexities and opportunities for marketers in the ever evolving digital space. It will highlight international case histories that will stimulate and challenge the participants. This Short Course will be presented in association with The Institute o......
 

Writing proposals can be a time and money consuming exercise. The proposals you submit reflect your organisation. They should communicate the benefits of your offer and the excellence of your people and support services. A sales proposal should be an effective written sales presentation which motivates the person or organisation to which it is directed to adopt its recommendations. Lik......
 

The most important assets of any business are intangible; its company name, brands, symbols and slogans, and their underlying associations, perceived quality, name awareness, customer base and proprietary resources such as patents, trademarks and channel relationships. These assets, which comprise brand equity, are increasingly becoming a major source of competitive advantage and future earning......
 

Advanced Selling Skills for Sales Professionals is a higher level sales development programme specially created for the accomplished sales professional to take his/her game to the next level. You will learn the ‘secrets�behind the success of a number of New Zealand’s most accomplished salespeople �and how you too can develop the ‘art�of being a true sales champion. Excellent use is mad......
 

Do you or your organisation �Wish to foresee the consequences of your policy and strategic decisions? �Have endemic staff morale and productivity problems? �Ignore or postpone fundamental solutions to chronic problems? �Find dealing with complex situations increasingly difficult? �Consistently misjudge symptoms for the cause? �Feel trapped in short-term and fire-fighting behaviour......
 

The 5 day Green Belt Core Skills Program provides participants with an overview of Six Sigma as well as key concepts associated with effective project teams. Green Belts receive a subset of the more comprehensive Black Belt curriculum. Green Belts learn: a structured problem-solving methodology for addressing business improvement projects, intermediate-level quality tools within that me......
 

Managing risk is a key part of running your business. Volatile prices in commodity and financial markets, shifts in strategic conditions (e.g. technology, demand and supply), human misconduct, operational disruptions, they all may impact the bottom line in an unexpected way. But this does not mean you cannot take any steps to minimize the negative impacts and to take advantage of the opportunit......
 

Contemporary buying methodologies are consistently delivering measurable value in the form of enhanced cashflows and profitability to companies in New Zealand adopting a professional and disciplined approach to the active management of suppliers. Building a competency in Procurement requires an investment in the development of staff skills, new processes and an exposure to the latest best pr......
 

Increasingly, project management is seen as a mechanism for the implementation of organisational strategy. Organisations are undertaking large numbers of projects concurrently, in an effort to provide linkage between strategy and real organisational change. Organisations need to develop a portfolio approach to undertaking projects, identifying the criteria for project selection and prioriti......
 

Outsourcing is more than just an alternative to an in-house function. On this Short Course you will learn the fundamentals and benefits of outsourcing. At the end of this course you will have a new perspective on the contemporary opportunity of outsourcing and some useful practical tools to make prudent and effective outsourcing decisions....
 

Organisations sitting on their hands adopting the complacency model are in jeopardy of becoming decimated by the advance of the nimble fleet footed, fast cost-effective and superior quality products or services offered by the industry leaders who are adopting LEAN THINKING as a fundamental way of doing business. The global move to adopt the principles used by Toyota Motors to drive the most ......
 

Companies still deciding whether or not a new approach is necessary maybe in jeopardy of relinquishing whatever market share they hold today. Comfort, loyalty and reliance on the old models of production to meet the increasing needs of the internet age customer will separate the marginal companies from the leaders in their industries. This course is about how to implement lean manufacturing â€......
 

The failures of many IT initiatives outweigh the successes. The thinking in this Short Course will give you a better chance of success �in terms of selecting the right initiatives, preparing the organisation for them and ensuring partners and stakeholders collaborate well to get results. Wouldn’t it be great if you could just delegate this to your IT people and then anticipate a successful ......
 

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