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Sales Training

ABC's of Business Writing

The ABC's of Business Writing

Ever judged a book by its cover?

What we write is seen as a reflection of who we are, and the organisation we represent.
What image does your organisation project?
Are you concerned about the quality of your business communications?

Learning Objective:
By the end of the workshop, participants will understand:

Target Audience:
Anyone who communicates in writing... In other words, everyone!
For everyone who needs to write letters (and emails), communicate effectively and look professional

Content:


Length: One full day
Format: Workgroup interactive
Optimum number Participants/facilitator: 18

Managing the Sales Team - Stage One

Managing the Sales Team -  Stage One

Communication
Leadership
Recruiting/Interviewing
Motivation
Goal-setting
Disciplinary/PG's

Learning Objective:
To learn and practice the skills required to create, lead, & motivate a productive team of sales  people, within a customer service, 'developing the individual' focus.

Target Audience:
Senior salespeople, sales supervisors, new managers, or as a modern refresher  for existing managers.

Content:
Communication refresher, listening skills, sourcing new staff, behavioural interviewing  techniques, documentation, modern Leadership skills, the how & why of motivation, goal-setting,  disciplinary and termination procedures, avoiding personal grievances.

Please see Stage Two content

Length: Two full days.
Format: Workgroup interactive, team role-plays
Maximum number Participants/facilitator: 15

Managing the Sales Team - Stage Two

Managing the Sales Team -  Stage Two

Team Dynamics
Coaching & Field visits
Incentives/Remuneration
Solving Work Problems
Performance Feedback
Legislation

Learning Objective:
To learn and practice the skills required to improve productivity in the Sales team through  performance measurement, coaching and performance feedback meetings (appraisals), within a  customer service, 'developing the individual' focus.

Target Audience:
Sales Supervisors, new Sales/Line Managers or as a modern refresher for existing Sales/Line Managers.

Content:
Team dynamics, characteristics of effective teams, team roles, stages of development. Coaching/ training, field visits purpose & format, incentives and remuneration packages. Measurement and  reporting systems, Performance Feedback Meetings, conflict resolution, solving performance  problems. Legislation (ECA, Privacy and Human Rights) as relates to Performance Feedback  Meetings, equity/EEO issues, and performance-related disciplinary issues.

See Stage One

Length: Two full days.
Format: Workgroup interactive, team role-plays
Maximum number Participants/facilitator: 15

Negotiation Skills

Negotiation Skills

Negotiate for Mutual Gain

Negotiation Skills
Communication Skills
Meeting Skills
Team Simulation Exercises

Learning Objective:
To learn and practice the skills required to conduct negotiation sessions for any purpose, with the objective of long-term mutually profitable relationships.

Target Audience:
General. Obvious applications: Business contracts, Employment contracts, Sales/Purchasing contracts. New managers, or as a refresher for middle-senior managers.

Win-win negotiation:
Setting the rules, context and environment, planning for flexibility, preparation, planned alternate strategies, looking for common needs, playing the 'if-then' game, power tactics, finding durable solutions. 'Devil's advocate rehearsals'. Video-based case study. Practical team role-play sessions.

Communication:
Mechanics of communication, verbal/written comparisons, body signals, filters & screens, positive questioning techniques, real listening, restatement techniques, importance of affinity & reality to shared understanding.

Meetings:
Running efficient meetings, agenda's, room set-up, maintaining control, encouraging input, setting meeting objectives, developing action plans, recording agreements.
Practical exercises are sprinkled throughout.

Length: One or two full days (optional)
Format: Workgroup interactive
Maximum number Participants/facilitator: 15

Presentation Skills

Presentation Skills

Skills that create the right image and send the right message

Learning Objective:
To learn and practice the skills needed to arrange and present personal presentations, of a standard that ensures good audience reception, transmits the desired message in a polished & professional way, and inspires the target audience to support your cause/ buy your product or service/ or just listen with interest, depending on your objective.

REQUIRES PRE-COURSE PREPARATION.

Target Audience:
Anyone wishing to appear in front of others to speak for any purpose.

Content:
One-Day Version: During the day, participants present pre-prepared 10-minute presentations (to a supplied format), which are recorded on individual VHS tapes. These are critiqued by the group in a mutually supportive & constructive manner, which is made easier by the small group size (6). As the theory/skill sessions progress, teams are required to create 'spot' presentations, working together and using the theory/skill just discussed. The facilitators use themselves as an object lesson, including 'how-not-to's' for dramatic effect.

Theory/skills content: Visual appearance, energy & authority, professional conduct, sincerity, humour, sexism, slang/jargon. Room set-up, establishing rules, audience control, format/style, voice techniques, microphones, visual aids, planning session outlines, preparation/use of scripts, dealing with nervousness, venue preparation, rehearsals, preparation checklist.

Two-Day Version: Same theory/skills content, but we can experiment more, including "before & after" comparisons by doing another presentation-to-camera on the second day.

Length: Optional one or two full days
Format: Workgroup interactive
Maximum number Participants/facilitator: 6 (one-day format) or 10 (two day)