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Sales Training courses

Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Bid and Tender Management Skills Outline

Our Bid and Tender Management Skills training course conveys a range of information to supply delegates with the best training experience:

  • An Introduction to Bids
    • Bid Basics
    • Market Sounding
    • PQQs
    • Tenders
  • Decisions and Moving Forward
    • Decisions of Bid/No Bid
    • Alliances and Partnerships
    • Strategic and Tactical Business Excellence Models (EFQM© and RADAR©)
  • An Effective Bid and Response
    • Managing an Effective Bid
    • The First Meeting
    • The Bid Plan
    • Understanding the Competition
    • The Bid Team
    • Power Team Workshops
    • Writing the Bid
    • Proposal Structure
    • Controlling and Monitoring the Bid Process
    • Production and Submission
  • Post-Submission
    • The Evaluation Process
    • Assessment, Review, and Improvement
    • Clarification Requests and Negotiation
    • Presentations, Interviews, and Site Visits

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Who should attend this Sales Training Course?

This course is recommended to anyone involved in the tender process. Both novice and experienced bid-writers who wish to improve their rate of success may find this course useful.

Prerequisites

There are no prerequisites for this one-day training course. The course is open to both novice and experienced bid-writers, as well as any personnel involved in the tendering process.

Bid and Tender Management Skills Overview

This Bid and Tender Management Skills training course, delivered by expert trainers, supplies delegates with an understanding of the bid and tender process, and how to build a successful bid.

The aim of the course is to give trainees the tools required to increase their rate of success in the bidding process. It impresses upon delegates the benefits of a client-focused approach by educating delegates on what contractors are searching for. As well as giving trainees the basics of the bidding process and the makings of a successful proposal, the course will look at how to manage the process all the way through to post-submission and evaluation.

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What’s included in this Sales Training Course?

  • The Knowledge Academy’s Bid and Tender Management Skills Manual
  • Experienced Bid and Tender Management Skills Instructor
  • Certificate
  • Refreshments​

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Meeting Skills Training Outline

This Meeting Skills training course will explore these topics:

  • Reasons for Meetings
  • Chairing Meetings
  • Defining What Constitutes a Meeting
  • Meeting Planning and Preparation
  • Ensuring Participation and Control
  • Understanding Roles
  • Reviewing and Follow-Up Meetings
  • Personal Action Plan for the Development of Skills

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Who should attend this Meeting Skills Course?

This Meeting Skills training course is designed for those wishing to enhance their skills so that the meetings they attend/conduct are more effective.

Prerequisites

There are no prerequisites for Meeting Skills training, so anyone can attend.

Meeting Skills Training Overview

Meetings are of profound significance in the business world. It has been estimated that British workers will attend over 6200 in their lifetime, hence it is important that meetings are worth their time, which is exactly what this training course aims to ensure. The productivity of such meetings is often questioned, and often, much time is spent during a meeting discussing an unrelated topic. Therefore, this training course intends to make meetings more efficient, so that they are not deemed pointless. It will bring to light meeting areas that need improvement, and will encourage delegates to define meeting objectives, achieve such goals, and measure the effectiveness of meetings they conduct or attend. Follow up meetings will also be addressed, to ensure the meeting content is relevant and necessary. 

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What's included in this Meeting Skills Course?

  • Delegate pack consisting of course notes and exercises
  • Manual
  • Experienced Instructor
  • Refreshments

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Telephone Sales Training​ Course Outline

Introduction to Telephone Sales

  • Glossary of Sales Terminology
  • Knowledge and Attitude
  • Converting Enquiries into Sales

Incoming Calls

Finding the MAN

  • Trying to Sell to?

The Sales Cycle

The AIDA (Attention Interest Desire Action) Sales Structure

Features, Advantages, and Benefits (F.A.B.)

  • Introduction to Feature
  • What are the Products Advantage?
  • Express the Feature
  • Advantage and Deliver the Sales Benefit

Questioning Skills - When and how to use:

  • Hypothetical and Leading
  • Reflective
  • Specific or Probing and Closed or Open

Situation Questions

  • Problem Questions
  • Explicit Needs
  • Implied Needs

Listening Skills – Are You a Good Listener?

  • Closing Techniques Andreasons for Low Feedback
  • The Alternative, Assumptive, Andsummary Close

Objection Handling

  • Listen and Specify
  • Question and Answer
  • Confirm and Close

Four More Techniques for Handling Objections

  • Feel, Felt, and Found
  • Agreement
  • Your right

Hidden Objections

  • Confidence
  • Defensiveness

Managing Sales Time

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Prerequisites

There are no prerequisites for this course.

Audience

This course is ideal for those who are new to telesales and wanted to have formal training.

Telephone Sales Training​ Course Overview

Telephone conversations allow us to connect directly with our customers. It is one of the most cost-efficient strategies to employ as part of a marketing strategy which is used for both inbound and outbound calls, such as outgoing calls made by agents and incoming calls taken by agents for customer support or inquiries.

During this 1-day Telephone Sales training delegates will learn tools and techniques used in telesales to make a positive impression on the customers through the telephone. It looks at these concepts:

  • Principles of selling over the telephone
  • Express the feature, explain the advantage and deliver the sales benefit
  • Situation questions
  • AIDA sales structure
  • Listening skills

Throughout this course, delegates will also understand how to manage incoming calls, voice mail messages, dealing with gatekeepers, pre-call planning, and setting a goal of the conversation.

This training will be delivered by our experienced instructors who will provide in-depth knowledge about techniques for handling objections and how to handle the difficult customers and their queries via telephone.

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  • Delegate pack consisting of course notes and exercises
  • Manual
  • Experienced Instructor

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accredited by

BCS Accredited Provider (BCS), on behalf of BCS

Online Instructor-led (3 days)

Classroom (3 days)

Online Self-paced (24 hours)

Official BCS Specialist Certificate in Business Relationship Management Exam

BCS Specialist Certificate in Business Relationship Management Course Outline

This BCS Specialist Certificate in Business Relationship Management training will cover the following modules:

Module 1: Introduction to Business Relationship Management (BRM)

  • History of ITSM
  • General Introduction to ITSM
  • Goal and Objectives of BRM

Module 2: BRM related Processes

  • BRM Concepts and Principles
  • ITIL® and its Application to BRM
  • Generic BRM Processes
  • Requirements of ISO/IEC 20000

Module 3: Tools, Methods, and Techniques

  • Definition of Assessment Criteria for Choosing Appropriate Tools
  • Selection of Appropriate Support Tools and Techniques
  • Justification, Procurement, and Implementation of Tools

Module 4: BRM Roles and Responsibilities

  • Skills Framework for the Information Age (SFIA) and its use with Defining BRM Roles
  • ITIL® and its use in Defining BRM Roles

Module 5: Control, Measurement, and Reporting Activities

  • COBIT® and its Application to BRM
  • Preparation of BRM Reports for Dissemination

Module 6: Analysis of Reports, Statistics, and Trends

  • Analyse Details of Reports
  • Identify Trends
  • Identify Weaknesses

Module 7: Interfaces and Dependencies

  • Identify and Understand Interfaces BRM has with Other Areas, Functions, and Processes
  • Define and Document Dependencies

Module 8: Planning, Improvement, and Implementation

  • Activities Involved in Planning BRM
  • Understand Potential Costs, Benefits, and Problems
  • Objectives and Scope of BRM
  • Review Functionality of BRM
  • Instigate Resolutions and Proactive Improvements 

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Who should attend this BCS Training Course?

This course has been specifically designed for those who would like to gain a working knowledge of BRM best practice. This course would be especially useful for IT professionals who are responsible for improving BRM within their organisation.  

Prerequisites

Delegates must complete the ITIL® Foundation Certificate in Service Management and have at least one year of relevant IT experience to take this course.

BCS Specialist Certificate in Business Relationship Management Course Overview

The BCS Specialist Certificate in Business Relationship Management course lasts for 3 days and teaches delegates how to successfully develop and maintain a relationship between the Service Provider and the Customer.

This BCS Specialist Certificate in Business Relationship Management training course is fully accredited by BCS, The Charted Institute for IT. This course also comes under the topic of Sales Training, which encompasses a number of certifications which include, Bid and Tender Management Skills, Meeting Skills, and Essentials of Innovative Thinking.

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What's included in this BCS Training Course?

  • Delegate pack consisting of course notes and exercises
  • Experienced Instructor
  • Refreshments

 

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BCS Specialist Certificate in Business Relationship Management Examination

Please note the exam for this course will retire on the 23rd of December 2020. In order to take this exam, you must book this course before the 14th of December 2020.

In order to complete this BCS Specialist Certificate in Business Relationship Management delegates will need to pass the associated exam, which will take place at the end of the final day of the course.

Candidates will also be given the opportunity to complete a mock examination prior to taking the real exam. The exam consists of:

  • 25 Questions
  • Multiple Choice
  • 90 Minutes in Duration
  • 16/25 Pass Mark (64%)
  • Closed Book

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Sales Bootcamp Overview

  • Understanding the role of the salesperson
  • What your buyer buys and their motives
  • Pre-visit preparation
  • Telephone appointments
  • Running successful meetings
  • Using open and closed questions
  • Listening skills and techniques
  • Drawing out dissatisfaction with current situation
  • Anticipating objections, understanding why they occur and working up strong answers
  • Using visual aids and demonstrations
  • Positive closing techniques for success
  • Using interpersonal skills to influence the buyer
  • Negotiation and proposal writing
  • Key account selling
  • Making presentations
  • Customer care as a sales tool

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Prerequisites

There are no pre-requisites required for this course

Who should attend this Sales Training Course?

Aimed at new or inexperienced sales people who wish to become more successful by gaining a structured approach to the sales process, more experienced salespeople also benefit from the disciplined approach encouraged in the course.

Sales Bootcamp Overview

This Sales Bootcamp is designed to bring new salespeople rapidly up to speed and ensure that they begin to contribute to their organisation as quickly as possible in a competitive environment.

It is an intensive course with the most comprehensive content and will concentrate on equipping delegates with proven skills, techniques and confidence that they can immediately use in their own organisation to make profitable sales.

What will you learn?

Once you have completed the sales Bootcamp course you will be able to fully:

  • Understand why people buy
  • Learn to use a structured sales framework
  • Learn to read situations and people when questioning your customers and prospects
  • Gain confidence in your abilities and be motivated to put your learnings into practice
  • Become more proactive
  • Recognise opportunities and be able to close on them
  • Keep sight of the goal of profitable, sustainable business

 

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What's included in this Sales Training Course?

  • Delegate pack consisting of course notes and exercises
  • Manual
  • Experienced Instructor
  • Refreshments

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

How to Develop Your Key Accounts Course Outline

This course will cover the following modules:

  • Module 1: The Critical Decision, What Level of Relationship Do We Want?
  • Module 2: A Model that Objectively Identifies the Key Account and the Most Effective Strategy
  • Module 3: How to Develop Lock-in Strategies
  • Module 4: Issues to Manage within your Organisation
  • Module 5: Developing the Plan to Influence Others Both Inside and Outside the Key Account
  • Module 6: Measuring the Tangible Perceptions of Key Players
  • Module 7: Prioritising Key Accounts
  • Module 8: The Key Account Methodology
  • Module 9: Customer Value and Differentiation
  • Module 10: Traditional Selling vs KAM Development

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Who should attend this Sales Training Course?

This How to Develop Your Key Accounts training course is designed for any individual who is responsible for maximising the business their organisation obtains from major clients. This training would be especially useful for:

  • Account Managers
  • Sales Managers
  • Directors

Prerequisites

There are no prerequisites for enrolling on this training course, therefore anybody can attend.

How to Develop Your Key Accounts Course Overview

This How to Develop Your Key Accounts training consists of a 1 day, a trainer-led course that aims to educate delegates on how to select the correct accounts to invest their resources in, in order to turn around the largest profit for their organisation. This course will focus on developing optimal strategies for obtaining more business from existing clients and developing customer value and differentiation.

This course comes under the topic of Sales Training, which encompasses a number of courses that enables delegates to obtain additional training surrounding the Sales topic. Some other courses the Knowledge Academy offer under Sales Training include: Bid and Tender Management Skills, Meeting Skills, and BCS Specialist Certificate in Business Relationship Management

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What's included in this Sales Training Course?

  • Delegate pack consisting of course notes and exercises
  • Manual
  • Experienced Instructor
  • Refreshments

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Essentials of Innovative Thinking Course Outline

This training course will explore the following subjects:

  • Introduction
  • Product Development
  • Life Cycles
  • Innovation
  • Processes
  • Considerations
  • Obsolescence 

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Who should attend this Innovative Thinking Training?

Essentials of Innovative Thinking is designed for anyone who wants to learn new creative techniques.

Prerequisites

There are no prerequisites for this essential of Innovative Thinking training course, so anyone can attend. 

Essentials of Innovative Thinking Course Overview

This Essentials of Innovative Thinking training course introduces delegates to some new creative thinking methods. Innovative thinking is a vital business skill to possess, hence this training course provides delegates with a variety of thinking devices, which will allow them to adopt a more innovative outlook in the workplace.

Delegates will learn how to view aspects of business with an innovative mindset. Hidden creative strengths will be brought to light, as delegates will use their skills to resolve problems.

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What's included in this Innovative Thinking Training?

  • Delegate pack consisting of course notes and exercises
  • Manual
  • Experienced Instructor
  • Refreshments

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Not sure which course to choose?

Speak to a training expert for advice if you are unsure of what course is right for you. Give us a call on +64 800 446148 or Enquire.

What our customers are saying

Frequently asked questions

FAQ's

Please arrive at the venue at 8:45am.
Please see our Sales Training courses available in New Zealand
The Knowledge Academy is the Leading global training provider in the world for Sales Training.
The price for Sales Training certification in New Zealand starts from NZD895.

Why we're the go to training provider for you

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Best price in the industry

You won't find better value in the marketplace. If you do find a lower price, we will beat it.

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Trusted & Approved

We are accredited by PeopleCert on behalf of AXELOS

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Many delivery methods

Flexible delivery methods are available depending on your learning style.

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High quality resources

Resources are included for a comprehensive learning experience.

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"Really good course and well organised. Trainer was great with a sense of humour - his experience allowed a free flowing course, structured to help you gain as much information & relevant experience whilst helping prepare you for the exam"

Joshua Davies, Thames Water

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"...the trainer for this course was excellent. I would definitely recommend (and already have) this course to others."

Diane Gray, Shell

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