1314 Management courses in Cardiff delivered Live Online

Duration 3 Days 18 CPD hours This course is intended for The target audience for the DevSecOps Practitioner course are professionals including: Anyone focused on implementing or improving DevSecOps practices in their organization Anyone interested in modern IT leadership and organizational change approaches Business Managers Business Stakeholders Change Agents Consultants DevOps Practitioners IT Directors IT Managers IT Team Leaders Product Owners Scrum Masters Software Engineers Site Reliability Engineers System Integrators Tool Providers Overview After completing this course, students will be able to: Comprehend the underlying principles of DevSecOps Distinguish between the technical elements used across DevSecOps practices Demonstrate how practical maturity concepts can be extended across multiple areas. Implement metric-based assessments tied to your organization. Recognize modern architectural concepts including microservice to monolith transitions. Recognize the various languages and tools used to communicate architectural concepts. Contrast the options used to build a DevSecOps infrastructure through Platform as a Service, Server-less construction, and event-driven mediums Prepare hiring practices to recognize and understand the individual knowledge, skills, and abilities required for mature Dev Identify the various technical requirements tied to the DevSecOps pipelines and how those impact people and process choices. Review various approaches to securing data repositories and pipelines. Analyze how monitoring and observability practices contribute to valuable outcomes. Comprehend how to implement monitoring at key points to contribute to actionable analysis. Evaluate how different experimental structures contribute to the 3rd Way. Identify future trends that may affect DevSecOps The DevSecOps Practitioner course is intended as a follow-on to the DevSecOps Foundation course. The course builds on previous understanding to dive into the technical implementation. The course aims to equip participants with the practices, methods, and tools to engage people across the organization involved in reliability through the use of real-life scenarios and case stories. Upon completion of the course, participants will have tangible takeaways to leverage when back in the office such as implementing DevSecOps practices to their organizational structure, building better pipelines in distributed systems, and having a common technological language. This course positions learners to successfully complete the DevSecOps Practitioner certification exam. DevSecOps Advanced Basics Why Advance Practices? General Awareness People-Finding Them Core Process Technology Overview Understanding Applied Metrics Metric Terms Accelerating People-Reporting and Recording Integrating Process Technology Automation Architecting and Planning for DevSecOps Architecture Basics Finding an Architect Reporting and Recording Environments Process Accelerating Decisions Creating a DevSecOps Infrastructure What is Infrastructure? Equipping the Team Design Challenges Monitoring Infrastructure Establishing a Pipeline Pipelines and Workflows Engineers and Capabilities Continuous Engagement Automate and Identify Observing DevSecOps Outcomes Observability vs. Monitoring Who gets which Report? Setting Observation Points Implementing Observability Practical 3rd Way Applications Revisiting 3rd Way Building Experiments Getting the Most from the Experiment The Future of DevOps Looking Towards the Future Staying Trained Innovation What, and from Who? Post-Class Assignments/Exercises Extended advanced reading associated with Case Stories from the course Additional course details: Nexus Humans DevSecOps Practitioner (DevOps Institute) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the DevSecOps Practitioner (DevOps Institute) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for The primary audience for this course are Application Consultants, Business Process Architects, Business Process Owners/Team Leads/Power Users, and Solution Architects. Overview Become familiar with detailed information about the functions of the global availability check in the SAP SCM solution in the context of sales and distribution. In this course, students learn in detail the different standard & advanced availability check capabilities of the integrated SAP APO Global-Available to Promise component, embedded in corresponding business scenarios & along with the relevant settings. Overview of Global Available-to-Promise (Global ATP) Outlining the Functionality of Global Available-to-Promise (Global ATP) Integration of Global Available-to-Promise (Global ATP) Explaining the Use of Core Interface (CIF) Integration with Global Available-to-Promise (Global ATP) Check Method Selection in Global Available-to-Promise (Global ATP) Explaining Availability Check Methods Product Availability Check in Global Available-to-Promise (Global ATP) Checking Product Availability in Global Available-to-Promise (Global ATP) Checking Scope in Global Available-to-Promise (Global ATP) Setting the Checking Horizon in Global Available-to-Promise (Global ATP) Evaluating Logic in the Available-to-Promise (ATP) Check in Global Available-to-Promise (Global ATP) Product Allocation in Global Available-to-Promise (Global ATP) Setting Up Single Level Product Allocation in Global Available- to-Promise (Global ATP) Setting Up Multilevel Product Allocation in Global Available-to- Promise (Global ATP) Check Against the Forecast in Global Available-to-Promise (Global ATP) Setting Up the Check Against Forecast in Global Available-to- Promise (Global ATP) Rules-Based Availability Check in Global Available-to-Promise (Global ATP) Setting Up Rules-Based Availability Check in Global Available-to- Promise (Global ATP) Configuring Rule Determination Based on the Condition Technique in Global Available-to-Promise (Global ATP) Setting Up a Consolidation Location in Rules-Based Available-to- Promise (ATP) Check Using the Multi-Item Single Delivery Location (MISL) Function in Global Available-to-Promise (Global ATP) Using the Exclusive Rule Strategy in Global Available-to-Promise (Global ATP) Configuring Product Interchangeability Master Data in Global Available-to-Promise (Global ATP) Production Within the ATP Check in Global Available-to-Promise (Global ATP) Configuring the Capable-to-Promise (CTP) Procedure in Global Available-to-Promise (Global ATP) Configuring the Multilevel ATP Check (MATP) Procedure in Global Available-to-Promise (Global ATP) Backorder Processing in Global Available-to-Promise (Global ATP) Executing Backorder Processing in Global Available-to-Promise (Global ATP) Using Enhanced Interactive Backorder Processing in Global Available-to-Promise (Global ATP) Configuring Event-Driven Quantity Assignment in Global Available- to-Promise (Global ATP) Setting Up Reassignment of Order Confirmations in Global Available-to-Promise (Global ATP) Transportation and Shipment Scheduling in Global Available-to- Promise (Global ATP) Scheduling Transportation and Shipment Using Master Data in Global Available-to-Promise (Global ATP) Scheduling Transportation and Shipment Using the Condition Technique in Global Available-to-Promise (Global ATP) Scheduling Transportation and Shipment Using Configuration in Global Available-to-Promise (Global ATP) Scheduling Transportation and Shipment Scheduling using Configuration and Calendars in Global Available-to-Promise (Global ATP) Additional course details: Nexus Humans SCM670 SAP Global Available-to-Promise training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the SCM670 SAP Global Available-to-Promise course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 3 Days 18 CPD hours This course is intended for Application Consultant Business Analyst Business Process Architect Business Process Owner/Team Lead/Power User Developer Development Consultant Program/Project Manager Solution Architect Technology Consultant Overview This course will prepare you to: Understand the SAP Cloud Solution Understand the SAP Cloud Strategy Understand Java Development Understand development in SAP Cloud Classify and use the various Cloud Platform services Understand the various CP Services Explore the Internet of things Get an overview of SAP Cloud Platform, integration Service Understand Extensions of SAP Cloud Solutions This course will introduce and inform you about the vast potential of SAP Cloud Platform with hands-on exercises to dive into this open platform. SAP Cloud Platform, Introduction Introduce SAP Cloud Platform (SAP CP) Explain Landscape Architecture-Relevant Terms Learn about typical Use cases Explore What is in it: Product Capabilities and Services Platform Concepts Understand Basic Platform Concepts Explore Datacenters Understand Security Digital Transformation - Java Development Introduce Digital Transformation, Java Development Explore 12 Factor Microservices Use the Supported Java Development Environment Explain Supported Java Programming Models by CF Operate Java Applications on SAP Cloud Platform NEO Digital Transformation ? SAP HANA Development Understand SAP HANA Development Understand the SAP HANA XSA Development on CF Digital Transformation ? HTML5/SAPUI5/Fiori Development Introduce HTML5, SAPUI5, and Fiori Development Use SAP UI5 Use SAP Fiori Agile Business ? Extend Application Introduce Agile Business Understand the Application Frontend x-tend the Application: Backend Explore SAP Cloud Platform Data and Storage Services Enterprise Optimization ? Integration Services Introduce Enterprise Optimization, Integration Services Explore Available Integration Services Enterprise Optimization ? Process Integration Introduce SAP Cloud Platform, Integration Service Implement iFlows Enterprise Optimization ? API Explain API Management Build and Publish APIs Internet of Things Services (IoT) Explore the Internet of Things (IoT) Other Interesting Services and Features Explain SAP Cloud Platform SaaS Extensions Explore SAP Cloud Platform Business Services Explain Cloud Platform Data and Storage Understand SAP Cloud Platform Security

Duration 5 Days 30 CPD hours This course is intended for Implementer Overview Enrolling in this course will help you better understand and leverage PeopleSoft Payroll for North America (USA) payroll requirements and processes. This knowledge will help you create, adjust and troubleshoot your organization's employee payroll. Learn Off-Cycle Payroll Events In addition to typical on-cycle payroll processing, Payroll for North America provides functionality for a variety of off-cycle payroll events and other payroll requirements. This course will illustrate how to reverse a paycheck, record a manual check, produce online checks and final checks and create a gross up check. In addition, you'll also learn the necessary steps to set up and process mid-period job changes and multiple jobs. Finally, you'll set up and processes benefit deductions and garnishments. This PeopleSoft Payroll - US Rel 9.2 training teaches you how to set up and maintain employee tax data, additional pay, general deductions and direct deposits. Expert Oracle University instructors will show you how to use this solution to calculate payroll, review calculation results, identify and correct errors, confirm payroll and more. Setting Up PeopleSoft HRMS Tables for Payroll Processing Identifying HRMS Tables That Impact Payroll Processing Describing Installation Table Setup for PeopleSoft Enterprise Payroll for North America Describing the Role of SetID, Location, and Department in Payroll Processing Describing Company Table Setup Desc Setting Up Payroll Tables Identifying Payroll Setup Tables Setting Up Source Bank Accounts Creating Special Accumulators Setting Up Earnings Codes Setting Up Earnings Programs Describing Shift Pay Setup Creating a Pay Group Creating a Rate Code Setting Up U.S. Payroll Tax Tables Identifying Tax Table Maintenance Responsibility Describing PeopleSoft-Maintained Tax Tables Setting Up Customer-Maintained Tax Tables Setting Up Employee Data Identifying Sources of Employee Data Setting Up an Employee Instance Entering and Viewing Employee Job Data Identifying Employee Pay Data Updating Employee Tax Data Assigning Additional Pay to Employees Assigning General Deductions to Employees Updating P Creating and Updating Paysheets Describing Paysheets in Payroll for North America Describing Balance ID Creation Creating Pay Calendars Setting Up Pay Run IDs Creating Paysheets Viewing and Updating Paysheets and Paylines Describing the Payroll Unsheet Process Calculating Payroll Describing Payroll Calculation Running Preliminary Payroll Calculation Running Final Payroll Calculation Confirming Payroll and Producing Checks and Reports Confirming a Payroll Viewing Confirmed Payroll Results Online Printing Checks and Advices Describing Check Reprinting Describing Direct Deposit Transmittals and Reports Describing Payroll and Tax Reports Identifying Methods of Reversing Payroll Confirmati Processing Off-Cycle Payrolls Identifying Off-Cycle Payroll Processing Reversing a Paycheck Describing Reversal/Adjustment Processing Recording a Manual Check Producing an Online Check Describing Retroactive Processing Setting Up and Processing Additional Payroll Functionality Setting Up a Holiday Schedule Setting Up Advanced Earnings Options Setting Up Multiple Jobs Processing Setting Up and Processing Mid-period Job Changes Processing Gross Ups Setting Up and Processing Benefit Deductions in Payroll Setting Up Deductions and Earnings for Benefits Calculations Updating a Benefit Program and Enrolling Employees Analyzing Benefits-Related Payroll Reports Setting Up and Processing Garnishments Identifying Garnishment Setup Steps Describing PeopleSoft-Maintained Garnishment Tables Setting Up Company-Level Tables for Garnishment Processing Assigning an Employee Garnishment Deduction Setting Up Employee Garnishment Specification Data Reviewing Emp Describing PeopleSoft Enterprise ePay Identifying HRMS Tables That Impact Payroll Processing Describing Installation Table Setup for PeopleSoft Enterprise Payroll for North America Describing the Role of SetID, Location, and Department in Payroll Processing Describing Company Table Setup Desc

Duration 3 Days 18 CPD hours This course is intended for Project team members & Consultants In this course, students become familiar with logistics invoice verification as the final stage in the external procurement process. Students also learn how to enter invoices relating to purchase orders, block them, and release them for payment. Course Outline Introduction to invoice verification Invoice entry and parking Taxes, cash discounts, and foreign currency Invoices for purchase orders with account assignment Variances with and without reference to an item, invoice blocking reasons Invoice reduction, releasing blocked invoices Delivery costs Subsequent debits and credits Credit memos and cancellations Invoice verification in the background Automated processing GR/IR clearing account maintenance Customizing for invoice verification

Duration 2 Days 12 CPD hours This course is intended for The primary audience for this course are Application Consultants, Business Process Architects, Business Process Owners/Team Leads/Power Users, Enterprise Architects, and Solution Architects. Overview The course introduces you to the concepts and procedures of supply chain planning in SAP SCM (APO).It demonstrates how to forecast future sales and the release of the forecast.The course outlines the different possibilities to create feasible plans for cross-location planning and to achieve a finite detailed plan for certain plants. *You determine feasible stock transfers with deployment functionality and confirm sales orders using Global Available- to-Promise. In this course, students will get to know the concepts and processes of supply chain planning in SAP SCM (APO). This foundation knowledge is mandatory in order for students to have the confidence to complete the subsequent configuration courses. Supply Chain Planning Defining Supply Chain Planning Outlining Supply Chain Planning Master Data & Transaction Data Outlining Supply Chain Master Data Outlining Master Data Mapping Integrating Transaction Data in Supply Chain Planning Demand Planning Outlining Demand Planning (DP) Executing Demand Planning Releasing the Demand Plan Cross-Location Planning Outlining Supply Network Planning (SNP) Integrating Supply Network Planning Applying Cross-Location Planning Procedures Production Planning and Detailed Scheduling Outlining Production Planning and Detailed Scheduling (PP/DS) Applying Production Planning and Detailed Scheduling Deployment and Availability Check Planning Deployment Checking the Availability of Customer Demand New User Interfaces for SAP SCM Identifying the Functionality of Developments in SAP SCM

Duration 5 Days 30 CPD hours Overview Ensure a smooth, rapid implementation of PeopleSoft Time and Labor. Better understand how to facilitate the management, planning, reporting and approving of time, and calendar and schedule creation and usage. Set Up System and Time and Labor Tables Learn about and set up the tables that support your Time and Labor system. Identify how to track employee time by period and define workgroups and task groups to group time reporters into useful segments for processing. Manage Time Reporting Enroll time reporters into Time and Labor, and assign them to work schedules. Report time using different tools. Process reported time using the rules you defined to match your business processes. This PeopleSoft Time and Labor - North America Rel. 9.2 training will show you how to implement the PeopleSoft Time and Labor product encompassing features and functionality , and develop a solid foundation of knowledge that allows you to enroll time reporters into Time and Labor, assign them to work schedules, and report and process reported time. Setting Up PeopleSoft Human Resources, Payroll, and Benefits Tables Indentifying Prerequisite Human Resources, Benefits, and Payroll Tables Defining Prerequisite Tables Defining Holiday Schedules Defining Earnings Codes and Programs Defining Pay Groups and Pay Calendars Setting Up Basic PeopleSoft Time and Labor Tables Setting Up Time Zone Offsets Setting Up the Time and Labor Installation Table Setting Up Manager Time Calendar View Options Selecting the Labor Distriution and Labor Dilution Options Establishing Time Reporting Codes Describing Time Reporting Codes (TRC) Defining Time Reporting Code Categories Establishing Time Reporting Codes Defining TRC Programs Defning Compensatory Time Plans Establishing Time Periods Describing Time Periods Establishing Time Periods Establishing Planned Overtime Describing Planned Overtime Features Establishing Planned Overtime Creating Workgroups Describing Key Workgroup Concepts Creating Workgroups Defining Template Built Rules Identifying Online Rule Definition Tools Identifying Steps to Define Rules Defining Template Built Rules Defining Rule Programs Exporting and Importing Rules Describing Rule Template Creation Creating Task Groups Identifying Task Functinlaity Concepts Creating Task Templates Creating Task Profiles Creating Taskgroups Describing Task Profile Reporting Precedence Building Schedules Identifying Scheduling Concepts Describing Scheduling Integrations Identifying the Steps to Create a Schedule Setting Up Schedules Validating Schedules Setting Up Time Reporters Creating Time Reporter Data Maintaining Time Reporter Data Assigning Time Reporters to a Schedule Assigning and Viewing Compensatory Time Off Plans Setting Up Groups and Security Describing PeopleSoft Time and Labor Groups and Security Setting Up Group Creating Security Setting Up Dynamic Groups Setting Up Static Groups Viewing Time Reporters in Groups Setting Up Group Security Reporting Time Using Rapid Entry Describing Time Reporting Establishing Rapid Time Templates Performing Rapid Entry Running the Time Administration Process Describing the Time Administration Process Describing Time Reporter and Payable Time Status Reporting Time Using Self-Service Identifying Time Reporting Defining Time Reoprting Templates Defining User Preferences Reporting Time Using Timesheets Reporting Time Using the Web Clock Identifying Mass Time Reporting Requesting Overtime Requesting Absence Managing Exceptions Defining Exceptions Managing Exceptions Using Fluid and Workforce Availability Setting Up the Time and Labor Mobile Applications Entering Time Reporting as an Employee Managing Time Administration as a Manager Setting Up Workforce Availability Viewing Workforce Availability for Daily and Weekly Time Integrating with PeopleSoft Payroll for North America Integrating with Absence Management Preparing for a Payrun Running the Time and Labor Load Process Setting Up and Using Auto Enrollment Setting Up Auto Enrollment Defining Auto Enrollment Groups Previewing the Enrollment Data Performing Labor Distribution and Dilution Identifying Labor Distribution and Dilution Sending Costs to Time and Labor Viewing Distributed and Diluted Costs Auditing and Adjusting Payable Time Identifying the Stages of Payable Time Adjusting Paid Time Viewing Unprocessed Reported Time Viewing Unprocessed PayableTime Locking Timesheets Performing Labor Distribution and Dilution Identifying Labor Distribution and Dilution Sending Costs to Time and Labor Viewing Distributed and Diluted Costs Auditing and Adjusting Payable Time Identifying the Stages of Payable Time Adjusting Paid Time Viewing Unprocessed Reported Time Viewing Unprocessed PayableTime Locking Timesheets Additional course details: Nexus Humans Oracle PeopleSoft Time and Labor - North America Rel. 9.2 training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Oracle PeopleSoft Time and Labor - North America Rel. 9.2 course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Increasing sales is the core of objective for all salespeople and it is vital they are given the tools and techniques to thrive in this highly competitive environment. The landscape within which salespeople operate is ever shifting, and now more than ever it is recognised that the key to successful selling is understanding the customer's needs and working collaboratively with them to achieve their objectives. This highly practical programme has been developed to support salespeople to develop their all-round sales skills using a customer-focused approach. The course will be fun and informal, using practical exercises to help new and experienced salespeople ensure they are equipped to deal with the challenges of selling. This course will help participants: Develop core sales skills such as building rapport, questioning and presenting benefits Identify the roles and goals of key contacts and recognize the importance of consultative selling Understand how to achieve sales by uncovering needs, matching benefits and promoting value Understand how to structure and control a customer interaction and set clear objectives for each account Develop techniques for handling objections, questions and staying positive Master the art of closing a sale and gaining agreement Understand tactical selling and how to build multiple contacts and relationships Develop skill and confidence in selling to both new prospects and existing customers 1 Consultative selling - key principles for success Recognise the importance of consultative selling and being client-focused Build the right processes to achieving sales targets - questions before features Assess your core sales skills; building rapport, asking questions, presenting features and benefits, closing 2 Consultative sales call skills How best to structure and control a customer meeting or call to be client-centric: Four Cs The importance of setting clear objectives for each call and account Setting the agenda and pre-call preparation Planning sessions 3 Your mission, message and meaning - comparative advantage Defining sales messages and USPs; positioning value and quality not price Knowing your target product and services and their value to the customer Understanding your customers buying role and qualifying the opportunity 4 An effective sales meeting - part 1 Opening the sales interview - and building rapport Gaining and retaining the full attention of the customer Probing and identifying real needs using effective sales questions Planning and practice sessions for consultative selling 5 An effective sales meeting - part 2 Matching customer needs and wants to products and services available Presenting your product or service using features, advantages, and benefits Recognising and responding to buying signals and other sales opportunities Planning and practice sessions 6 Closing the sale successfully Anticipating objections and seeing them as positives, including price objections Handling objections using proven methods and models How and when to ask for the sale professionally Follow up and follow-through Planning and practice sessions

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: Develop a structured and client-focused approach to creating high quality sales opportunities and account growth Learn persuasion and influencing skills to better define needs and develop opportunities Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales Develop advanced sales questioning skills and techniques; understand the importance of listening Understand how to add value at all stages; plus gaining competitive advantage Develop proven ways to overcome and reduce price pressure Know when to use options and upselling when presenting products and solutions Develop techniques and skills for improved negotiation and closing 1 Advanced Selling - How to Increase your sales results Review of pre-course data and questionnaire The AVC model of increasing your sales results Creating a sales growth plan to achieve higher sales targets Mapping the accounts and products for targeted growth 2 The Four Cs to structure a sales call Research before the meeting or call; setting objectives, planning and preparation How to gain instant rapport and taking control - including online meetings Qualifying and initial questioning skills Creating an agenda and first-meeting structure: Four Cs Planning and practice sessions 3 Building bigger and better sales opportunities How to use questions to 'build' more opportunities Learning and using high-impact and third-level questions Advanced sales questioning techniques: five questioning techniques Qualifying and gaining commitment to the next stage Planning and practice sessions - advanced questioning skills 4 Presentation and persuading skills best practice Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition by using options Professional and effective presentation skills Writing compelling sales proposals that improve your conversion rate Planning and practice session - presenting your solution 5 Overcoming concerns and client questions Proven techniques for answering client objections and concerns How to isolate, prioritise and answer objections, including price Overcoming delay and procrastination Planning and practice session - answering client concerns 6 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

Telephone selling can be a challenge. It can be a pressured environment and sales professionals need to be able to maintain peak performance in order to meet - and preferably exceed - their targets. This programme will help make it easier for them. The expert trainer covers the whole process, to help participants see it from their customer's perspective. The focus is on how to use a practical understanding of sales psychology, and of the nature of the telephone sales conversation, to help make it easier for customers to buy. This programme will give your team the skills to: This course will help participants: Understand why people buy - and how that makes it easier to sell Manage the sales process better Steer their sales calls to a more positive outcome Recognise - and respond to - customer buying signals Meet and overcome objections Choose the most appropriate techniques for closing with confidence Enhance their resilience Improve their communication skills on the telephone 1 Introduction Aims and objectives Overview Self-appraisal of current skills and development areas 2 The sales approach What selling means Why selling is like nature 3 The telephone as an instrument of communication Qualities of the telephone How telephone communication differs from face-to-face Advantages and drawbacks of the telephone How to optimise selling over the telephone Communication techniques to help you stand out from the crowd 4 Creating a relationship Professional telephone etiquette Building a rapport Connecting with the customer so that they feel you are on the same wavelength 5 The structure of a sales call Opening the call - creating a positive first impression Effective questioning to gather information and establish need Identifying and presenting the features and benefits of the product or service Matching the benefits to customers' needs Recognising and responding to buying signals Anticipating, meeting and overcoming objections Closing the sale and asking for the order - different closing techniques The importance of testimonials - how to obtain them and when to use them 6 Listening skills The challenges of accurate listening How to enhance listening skills Ensuring the customer feels heard and understood through empathetic listening 7 Shaping and using a script Developing a script to increase levels of confidence Leaving the door open 8 Managing the campaign Organisation and call planning Identifying your target market group Planning who and when to call Logging constructive information 9 Personal management The importance of persistence Is there a time to back off? Stamina - optimising energy levels Bouncing back 10 Practising the new information Pulling the details together Practising in a supportive environment 11 Action planning Personal learning summary and action plan