CIPS Learning_Directory_2018_WEB
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People management and leadership<br />
14<br />
CPD<br />
HOURS<br />
The art and science of selling<br />
Exploring how you are sold to and how to counter sales techniques<br />
Is it right for me?<br />
This unique workshop will provide an insight into the highly-developed tools and<br />
techniques used by sales people to influence commercial decisions. It will explain<br />
how these techniques shape the thinking of those with spending responsibilities<br />
within and outside departmental commercial functions, such that the selling<br />
organisation achieves maximum advantage from the transaction and the buying<br />
organisation is deliberately constrained in its ability to procure the best value for<br />
money solution for the organisation.<br />
Included e-learning<br />
eaeship sills an<br />
behaviours<br />
02<br />
CPD<br />
HOURS<br />
This course is aimed at those with spending responsibilities and those delivering<br />
services via third party private suppliers, be it within or outside a departmental<br />
commercial function.<br />
What will I learn?<br />
By the end of this course you will be able to:<br />
• A clear understanding of the techniques being used by sales people and how to<br />
recognise these techniques when they are being deployed<br />
• Practical tools which can be implemented immediately to ensure that best value<br />
for money solutions are achieved for both commodity and complex commercial<br />
transactions<br />
• Supplementary learning material to aid further development of individual and<br />
collective competence in business acumen.<br />
Relevant <strong>CIPS</strong> knowledge<br />
cipsgpepleansills<br />
Cost<br />
£1080 + VAT members<br />
£1200 + VAT non-members<br />
What key points will the training cover?<br />
• Exploring the most common sales methodologies<br />
• Insights into how suppliers operate in their markets<br />
• Understanding ‘buyer’ types and how sales people use this to their advantage<br />
• ow sales people negotiate with inventory and ‘tradeables’<br />
• Exploring ‘buying signals’ and how to control them<br />
• Closing techniques and pricing methods used by sales people<br />
• When sales people do not want you to buy from them<br />
• Protecting yourself at contract renewal time.<br />
Location<br />
Global Standard<br />
Professional<br />
People<br />
Development<br />
London<br />
iingha<br />
Fee includes: Lunch, refreshment breaks and all course materials<br />
14–15 March<br />
9–10 October<br />
eelping sel an pesnal sills<br />
For further information or to book, contact <strong>CIPS</strong> Training: 44 (0)1780 756777 • training@cips.org • www.cips.org 65
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