This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary
Duration 1 Days 6 CPD hours This course is intended for This is a basic course for IBM Engineering Requirements Management DOORS users. Overview Upon completion of the course, students will be able to: Navigate within a DOORS database Create structured data in a DOORS formal module Modify existing data in a DOORS formal module Review existing data in a DOORS formal module Create relationships in a DOORS database Report on relationships in a DOORS database This course is for new IBM Engineering Requirements Management DOORS (DOORS) users. It introduces basic DOORS concepts and functionality. It includes hands-on exercises that teach users to create, edit, manipulate, and analyze requirements data in DOORS. Unit 1 Navigating a DOORS Database Unit 2 Viewing information Unit 3 Editing information Unit 4 Structure Unit 5 Capturing additional information Unit 6 Working with Microsoft Word documents Unit 7 Locating information Unit 8 Manipulating the display Unit 9 Creating traceability Unit 10 Traceability analysis Unit 11 Object linking and embedding Unit 12 Discussions Additional course details: Nexus Humans QN101G IBM Engineering Requirements Management DOORS V9.6 - Foundation 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 QN101G IBM Engineering Requirements Management DOORS V9.6 - Foundation 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.
Getting Started The MSc in Project Management programme is designed for graduates and professionals aiming to pursue or advance their careers in project management. It equips students with the necessary skills and knowledge to effectively plan, develop, manage, and execute complex projects. This comprehensive programme gives students a deep understanding of the project manager role, covering various management processes and practices relevant to project management. Students will gain proficiency in applying their expertise across different sectors. Enrolling in the MSc in Project Management programme enables students to develop the expertise needed to excel in the field and pursue rewarding careers in managing projects effectively. The programme offers an engaging and comprehensive learning experience for individuals seeking career advancement in senior management. The MSc in Project Management (Advanced Entry) delivered by the London Graduate School and awarded by the University of Buckingham through distance learning. School of Business and Technology London partners with LGS to promote this programme with the University of Buckingham. About Awarding Body Buckingham is unique. It is the only independent University in the UK with a Royal Charter and probably the smallest, with around 2,700 students (approx 1,600 on campus). The University campus is well known for being one of the most attractive locations in the region. The Great Ouse River, home to much wildlife, winds through the heart of campus. Each student mixes with over 100 other different nationalities, so being at Buckingham is just like being in a mini global village. These contacts, acquaintances and friendships carry on long after life at Buckingham is over. Ranked Top 10 for Student Satisfaction Ranked Top 10 for Graduate Prospect Recognised by World Education Services (WES) OTHM Qualifications are approved and regulated by Ofqual (Office of Qualifications and Examinations Regulation) and recognised by Qualifications Wales. OTHM qualifications have achieved a reputation for maintaining significant skills in various job roles and industries like Business Studies, Leadership, Tourism and Hospitality Management, Health and Social Care, Information Technology, Accounting and Finance, Logistics and Supply Chain Management. OTHM serves the progression option with several UK universities that acknowledges the ability of learners after studying Level 3-7 qualifications to be considered for advanced entry into corresponding degree year/top-up and Master's/top-up programmes. Regulated by ofqual.gov.uk Recognised by World Education Services (WES) Assessment Assignments and Project No Examinations Entry Requirements A Bachelor's degree or an equivalent or higher qualification. A copy of a valid photo ID. A Statement of Purpose outlines your motivations for joining the course and your career aspirations in project management. An updated Curriculum Vitae (CV) that highlights at least two years of work experience at the graduate level in either a managerial or professional capacity. English Requirements A pass in English at A-level. A Bachelor's degree that was studied and assessed in English. An IELTS overall score of 6.5, with a minimum of 6.0 in each component. A TOEFL score of 72 overall, with a minimum of 18 in reading, 17 in listening, 20 in speaking, and 17 in writing. This includes the TOEFL Home Edition. In addition to the above requirements, all applicants will be scheduled for a live virtual interview with a staff member from the London Graduate School. Learners must request before enrolment to interchange unit(s) other than the preselected units shown in the SBTL website because we need to make sure the availability of learning materials for the requested unit(s). SBTL will reject an application if the learning materials for the requested interchange unit(s) are unavailable. Learners are not allowed to make any request to interchange unit(s) once enrolment is complete. Structure MSc in Project Management Advanced Entry Programme Structure Research Methods Consultancy Project Report Delivery Methods The MSc in Project Management (Advanced Entry) is delivered by the London Graduate School and awarded by the University of Buckingham through distance learning. You will receive excellent support from academic team of London Graduate School, including your programme manager and your supervisor who will be with you every step of the way. Resources and Support School of Business & Technology London is dedicated to offering excellent support on every step of your learning journey. School of Business & Technology London occupies a centralised tutor support desk portal. Our support team liaises with both tutors and learners to provide guidance, assessment feedback, and any other study support adequately and promptly. Once a learner raises a support request through the support desk portal (Be it for guidance, assessment feedback or any additional assistance), one of the support team members assign the relevant to request to an allocated tutor. As soon as the support receives a response from the allocated tutor, it will be made available to the learner in the portal. The support desk system is in place to assist the learners adequately and streamline all the support processes efficiently. Quality learning materials made by industry experts is a significant competitive edge of the School of Business & Technology London. Quality learning materials comprised of structured lecture notes, study guides, practical applications which includes real-world examples, and case studies that will enable you to apply your knowledge. Learning materials are provided in one of the three formats, such as PDF, PowerPoint, or Interactive Text Content on the learning portal. How does the Online Learning work at SBTL? We at SBTL follow a unique approach which differentiates us from other institutions. Indeed, we have taken distance education to a new phase where the support level is incredibly high.Now a days, convenience, flexibility and user-friendliness outweigh demands. Today, the transition from traditional classroom-based learning to online platforms is a significant result of these specifications. In this context, a crucial role played by online learning by leveraging the opportunities for convenience and easier access. It benefits the people who want to enhance their career, life and education in parallel streams. SBTL's simplified online learning facilitates an individual to progress towards the accomplishment of higher career growth without stress and dilemmas. How will you study online? With the School of Business & Technology London, you can study wherever you are. You finish your program with the utmost flexibility. You will be provided with comprehensive tutor support online through SBTL Support Desk portal. How will I get tutor support online? School of Business & Technology London occupies a centralised tutor support desk portal, through which our support team liaise with both tutors and learners to provide guidance, assessment feedback, and any other study support adequately and promptly. Once a learner raises a support request through the support desk portal (Be it for guidance, assessment feedback or any additional assistance), one of the support team members assign the relevant to request to an allocated tutor. As soon as the support receive a response from the allocated tutor, it will be made available to the learner in the portal. The support desk system is in place to assist the learners adequately and to streamline all the support process efficiently. Learners should expect to receive a response on queries like guidance and assistance within 1 - 2 working days. However, if the support request is for assessment feedback, learners will receive the reply with feedback as per the time frame outlined in the Assessment Feedback Policy.
The aim of a "Cost Volume Profit (CVP) Analysis" course is to provide learners with a comprehensive understanding of the principles and applications of CVP analysis in managerial accounting.After the successful completion of the course, you will be able to learn about the following, Understand CVP Analysis. Understanf Breakeven Point. Calculate Margin of Safety. Explore Operating Leverage. Understand Sales Mix. Analyze Sales Mix and Break-even Analysis. In a Cost Volume Profit (CVP) Analysis course, one can expect to learn about the principles and applications of CVP analysis in managerial accounting. The course will cover topics such as fixed and variable costs, contribution margin, breakeven point, and margin of safety. Student will learn how to use these concepts to make informed decisions about pricing strategies, product mix, and production volume. Student will also learn how to create and interpret CVP analysis charts and graphs, which can help you visualize the relationship between costs, sales volume, and profits. Additionally, you'll explore the impact of various factors on CVP analysis, such as changes in sales volume, costs, and product mix. The Understanding Cost Volume Profit Analysis course teaches key concepts and tools related to CVP analysis. Participants will learn about the uses and benefits of CVP analysis, the calculation of the breakeven point, the margin of safety, operating leverage, and sales mix. The course will also cover the impact of changes in the sales mix on breakeven analysis and profits. It is suitable for individuals in accounting, finance, operations, or business management roles, or anyone looking to improve their financial analysis skills. VIDEO - Course Structure and Assessment Guidelines Watch this video to gain further insight. Navigating the MSBM Study Portal Watch this video to gain further insight. Interacting with Lectures/Learning Components Watch this video to gain further insight. Understanding Cost Volume Profit Analysis Self-paced pre-recorded learning content on this topic. Understanding Cost Volume Profit Analysis Put your knowledge to the test with this quiz. Read each question carefully and choose the response that you feel is correct. All MSBM courses are accredited by the relevant partners and awarding bodies. Please refer to MSBM accreditation in about us for more details. There are no strict entry requirements for this course. Work experience will be added advantage to understanding the content of the course. The certificate is designed to enhance the learner's knowledge in the field. This certificate is for everyone eager to know more and get updated on current ideas in their respective field. We recommend this certificate for the following audience. CEO, Director, Manager, Supervisor Financial Analyst Business Manager Operations Manager Management Accountant Financial Controller Cost Accountant Strategic Planner Chief Financial Officer (CFO) Budget Analyst Sales Manager. Investment Advisor Financial Planner Wealth Management Specialist Mutual Fund Manager Investment Analyst Portfolio Manager Financial Consultant Retirement Planning Specialist Investment Operations Specialist Securities Trader Average Completion Time 2 Weeks Accreditation 3 CPD Hours Level Advanced Start Time Anytime 100% Online Study online with ease. Unlimited Access 24/7 unlimited access with pre-recorded lectures. Low Fees Our fees are low and easy to pay online.
This course is designed to provide learners with an understanding of the importance of project evaluation in project management. It will equip learners with the knowledge and skills necessary to identify different project evaluation methods and their respective applications, create project evaluation criteria, and develop evaluation plans. This course will also introduce learners to various project evaluation tools and techniques and how they can be applied to real-world project scenarios. By the end of the course, learners will have developed a deep understanding of the role of project evaluation in project management and be equipped to apply the skills and knowledge acquired to evaluate projects effectively. Learning Outcomes: Understand the importance of project evaluation in project management. Identify the different project evaluation methods and their respective applications. Learn how to create project evaluation criteria and develop evaluation plans. Understand the process of collecting and analyzing project data. Learn how to interpret and use project evaluation results to inform decision-making. Identify and mitigate potential challenges and limitations in project evaluation. Apply project evaluation tools and techniques to real-world project scenarios. The aim of this course is to provide learners with an understanding of the various project evaluation tools and techniques used in project management. By the end of this course, learners will be equipped with the knowledge and skills necessary to evaluate project performance, identify areas for improvement, and make data-driven decisions to enhance project success. The aim of this course is to provide learners with an understanding of the various project evaluation tools and techniques used in project management. By the end of this course, learners will be equipped with the knowledge and skills necessary to evaluate project performance, identify areas for improvement, and make data-driven decisions to enhance project success. VIDEO - Course Structure and Assessment Guidelines Watch this video to gain further insight. Navigating the MSBM Study Portal Watch this video to gain further insight. Interacting with Lectures/Learning Components Watch this video to gain further insight. Project Evaluation Tools and Techniques This course aims to teach learners the various project evaluation tools and techniques used in project management. Project Evaluation Tools and Techniques Put your knowledge to the test with this quiz. Read each question carefully and choose the response that you feel is correct. All MSBM courses are accredited by the relevant partners and awarding bodies. Please refer to MSBM accreditation in about us for more details. There are no strict entry requirements for this course. Work experience will be added advantage to understanding the content of the course.The certificate is designed to enhance the learner's knowledge in the field. This certificate is for everyone eager to know more and get updated on current ideas in their respective field. We recommend this certificate for the following audience. Project managers. Business analysts. Team leaders. Senior executives. Project coordinators. Quality assurance professionals. Anyone involved in project management. Average Completion Time 2 Weeks Accreditation 3 CPD Hours Level Advanced Start Time Anytime 100% Online Study online with ease. Unlimited Access 24/7 unlimited access with pre-recorded lectures. Low Fees Our fees are low and easy to pay online.
This Professional Certificate Course in Requirements Elicitation Techniques provides a comprehensive overview of various methods for eliciting project requirements, guiding participants to identify, compare, and apply techniques based on project needs and stakeholder preferences. The curriculum delves into the role of prototypes and mockups in elicitation, emphasizing the significance of feedback and validation for refining the elicitation process and ensuring accurate and effective requirement gathering. After the successful completion of the course, you will be able to learn about the following:• Identify the different techniques used to elicit requirements.• Compare and contrast the strengths and weaknesses of each elicitation technique.• Apply the appropriate elicitation technique based on project needs and stakeholder preferences.• Describe the role of prototypes and mockups in requirements elicitation.• Explain the importance of feedback and validation in the elicitation process. This Professional Certificate Course in Requirements Elicitation Techniques offers a comprehensive understanding of various elicitation methods, enabling participants to identify, compare, and apply techniques tailored to project needs and stakeholder preferences. The curriculum also covers the role of prototypes, mockups, and emphasizes the significance of feedback and validation in optimizing the elicitation process. This Professional Certificate Course in Requirements Elicitation Techniques offers comprehensive insights into diverse methods, empowering participants to identify, assess, and apply appropriate elicitation techniques tailored to project needs and stakeholder preferences. The course further explores the significance of prototypes, mockups, feedback, and validation in optimizing the requirements elicitation process. Course Structure and Assessment Guidelines Watch this video to gain further insight. Navigating the MSBM Study Portal Watch this video to gain further insight. Interacting with Lectures/Learning Components Watch this video to gain further insight. Project Requirements Elicitation Techniques Self-paced pre-recorded learning content on this topic. Requirements Elicitation Techniques Put your knowledge to the test with this quiz. Read each question carefully and choose the response that you feel is correct. All MSBM courses are accredited by the relevant partners and awarding bodies. Please refer to MSBM accreditation in about us for more details. There are no strict entry requirements for this course. Work experience will be added advantage to understanding the content of the course.The certificate is designed to enhance the learner's knowledge in the field. This certificate is for everyone eager to know more and get updated on current ideas in their respective field. We recommend this certificate for the following audience, Business Analysts Project Managers Systems Analysts Requirements Engineers Software Developers Product Managers Quality Assurance Professionals Stakeholders involved in Requirements Gathering Average Completion Time 2 Weeks Accreditation 3 CPD Hours Level Advanced Start Time Anytime 100% Online Study online with ease. Unlimited Access 24/7 unlimited access with pre-recorded lectures. Low Fees Our fees are low and easy to pay online.
The course aims to master the accounting fundamentals with Understanding of Accounting Concepts, Principles, and Theories. After the successful completion of the course, you will be able to learn about the following; Understand accounting concepts. Learn various accounting concepts and principles. Concepts of accounting theory. Learn various elements of accounting theory. Learn financial statement fraud and its types. This course is designed to provide students with a comprehensive understanding of accounting concepts and principles, including the key elements of accounting theory. Through this module, students will explore various accounting concepts, such as assets, liabilities, equity, revenue, and expenses, and how they are recorded and reported in financial statements. Additionally, students will learn about the principles of financial accounting, including the accounting equation and double-entry accounting. In addition to these foundational concepts, this module also covers the accounting theories underpinning the field. Students will learn about the key elements of accounting theory, including the agency, stakeholder, and positive accounting theories, and how these theories shape how accounting is practised. Furthermore, students will be introduced to financial statement fraud, including its various types, and how it can be prevented and detected in modern accounting practice. This course is designed to provide students with a comprehensive understanding of accounting concepts and principles, including the key elements of accounting theory. Through this module, students will explore various accounting concepts, such as assets, liabilities, equity, revenue, and expenses, and how they are recorded and reported in financial statements. Additionally, students will learn about the principles of financial accounting, including the accounting equation and double-entry accounting. VIDEO - Course Structure and Assessment Guidelines Watch this video to gain further insight. Navigating the MSBM Study Portal Watch this video to gain further insight. Interacting with Lectures/Learning Components Watch this video to gain further insight. Understanding Accounting Concepts, Principles and Theories Self-paced pre-recorded learning content on this topic. Understanding Accounting Concepts, Principles and Theories Put your knowledge to the test with this quiz. Read each question carefully and choose the response that you feel is correct. All MSBM courses are accredited by the relevant partners and awarding bodies. Please refer to MSBM accreditation in about us for more details. There are no strict entry requirements for this course. Work experience will be added advantage to understanding the content of the course. The certificate is designed to enhance the learner's knowledge in the field. This certificate is for everyone eager to know more and get updated on current ideas in their respective field. We recommend this certificate for the following audience. CEO, Director, Manager, Supervisor Accountant Financial Analyst Business Manager Controller Financial Controller Chief Financial Officer (CFO) Financial Reporting Manager Tax Accountant Auditor Investment Banker Financial Consultant Business Owner/Entrepreneur. Average Completion Time 2 Weeks Accreditation 3 CPD Hours Level Advanced Start Time Anytime 100% Online Study online with ease. Unlimited Access 24/7 unlimited access with pre-recorded lectures. Low Fees Our fees are low and easy to pay online.
Overview Uplift Your Career & Skill Up to Your Dream Job - Learning Simplified From Home! Kickstart your career & boost your employability by helping you discover your skills, talents, and interests with our special Accounting with Intuit QuickBooks 2008 Course. You'll create a pathway to your ideal job as this course is designed to uplift your career in the relevant industry. It provides the professional training that employers are looking for in today's workplaces. The Accounting with Intuit QuickBooks 2008 Course is one of the most prestigious training offered at Skillwise and is highly valued by employers for good reason. This Accounting with Intuit QuickBooks 2008 Course has been designed by industry experts to provide our learners with the best learning experience possible to increase their understanding of their chosen field. This Accounting with Intuit QuickBooks 2008 Course, like every one of Skillwise's courses, is meticulously developed and well-researched. Every one of the topics is divided into elementary modules, allowing our students to grasp each lesson quickly. At Skillwise, we don't just offer courses; we also provide a valuable teaching process. When you buy a course from Skillwise, you get unlimited Lifetime access with 24/7 dedicated tutor support. Why buy this Accounting with Intuit QuickBooks 2008 ? Lifetime access to the course forever Digital Certificate, Transcript, and student ID are all included in the price Absolutely no hidden fees Directly receive CPD Quality Standard-accredited qualifications after course completion Receive one-to-one assistance every weekday from professionals Immediately receive the PDF certificate after passing Receive the original copies of your certificate and transcript on the next working day Easily learn the skills and knowledge from the comfort of your home Certification After studying the course materials of the Accounting with Intuit QuickBooks 2008 there will be a written assignment test which you can take either during or at the end of the course. After successfully passing the test you will be able to claim the PDF certificate for free. Original Hard Copy certificates need to be ordered at an additional cost of £8. Who is this course for? This Accounting with Intuit QuickBooks 2008 course is ideal for Students Recent graduates Job Seekers Anyone interested in this topic People already work in relevant fields and want to polish their knowledge and skills. Prerequisites This Accounting with Intuit QuickBooks 2008 does not require you to have any prior qualifications or experience. You can just enrol and start learning. This Accounting with Intuit QuickBooks 2008 was made by professionals and it is compatible with all PCs, Macs, tablets, and smartphones. You will be able to access the course from anywhere at any time as long as you have a good enough internet connection. Career path As this course comes with multiple courses included as a bonus, you will be able to pursue multiple occupations. This Accounting with Intuit QuickBooks 2008 is a great way for you to gain multiple skills from the comfort of your home.