9606 Object courses

The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: Understand the professional business development approach and the style that is appropriate for their business and their clients Follow a process to guide their conversations and business development meetings Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results Create a great first impression and professional opening to a conversation Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity Identify and understand buying and decision-making processes and criteria Skilfully and confidently handle questions and objections Sell the benefits of their services and approach over those of their competitors Progress the sale by agreeing next steps and gaining commitment appropriately 1 Introduction Aims and objectives of the programme Personal introductions and objectives Workshop overview 2 An introduction to business development and selling for professionals What is selling? Who are you selling to? The buying experience What clients want The four-step business development process The business development cycle and pipeline management Upselling and cross-selling as well as winning new clients 3 Networking and generating leads What is networking? Networking objectives It's not what you know but who you know Asking for referrals and introductions Making appointments from networking activity 4 Opening the sales relationship/sales meeting What potential customers are thinking Judging first impressions Creating positive first impressions Building rapport and creating interest and impact Earning the right 5 Core communication skills for professional selling Overcoming barriers to listening The art of listening Questioning refresher Types of questions Questioning funnel 6 Understanding and identifying needs and opportunities Identifying the questions to ask to identify needs and opportunities Questions to move us through the buying and selling process Understanding their buying processes Asking questions that position you as a 'trusted adviser' The questions that give you a competitive advantage Knowing when you have asked enough questions 7 Introducing solutions Tailoring your 'pitch' to the client Speaking the client's language Using features and benefits Applying the benefit cycle 8 Handling objections and concerns Identifying the typical objections and concerns Understanding why clients raise objections and concerns Following a structure for handling objections Handling the price objection 9 Gaining commitment Knowing when to close The art of checking Recognising buying signals Small c and big C 10 Putting it all together Personal learning summary and action plans

Our Level 2 Award in Moving People Safely (RQF) has been designed specifically for those who work or intend to work in a profession that requires assisting and moving people. It is perfect for those who work in a variety of health and social care settings, such as care homes.

Duration 2 Days 12 CPD hours This course is intended for This intermediate course is appropriate for anyone with system administrative duties installing and managing an AIX operating system in a multiuser POWER (System p) environment. Overview Explain key NIM concepts and terminology Display NIM-related information Set up a NIM master Perform a base AIX (RTE) install Define and use several types of NIM objects Perform an automated install Create and use mksysb resources Maintain lpp_source and SPOT resources Update NIM clients In this course you will learn the fundamental capabilities of the Network Installation Management (NIM) facility of the AIX 6 operating system Day 1 NIM overview Setting up the master RTE installation Customizing install operations Day 2 NIM backups and restores Managing key NIM resources Client updates

Duration 0.5 Days 3 CPD hours This course is intended for This course is intended for a wide range of managers and staff members who need to successfully manage small- to medium-sized projects. Overview Upon successful completion of this course, students will be able to: - plan the project and its parameters, including its scope, requirements, resources, and constraints. - implement the project plan, which includes putting the work of the project in motion and delegating tasks, and then monitoring the progress of the project and managing changes as they arise. In this course, students will identify methods of effectively managing small- to medium-sized projects and achieving their stated objectives. Planning the Project Define the Project Requirements Create Your Project Plan Implementing the Project Plan Execute the Project Plan Monitor the Progress of the Project Negotiate for Success Evaluate the Process

Duration 2 Days 12 CPD hours This course is intended for Support Consultant System Administrator Technology Consultant Overview The objective of this course is to enable students to use the one-step migration procedure (DMO - Database Migration Option) to SAP HANA autonomously. This course covers the most important tasks for an SAP HANA administrator for the combined update & migration of an SAP system to the SAP HANA database. Furthermore, it provides details about the procedure and technical details of the process. Getting Familiar with Database Migration Option (DMO) Listing DMO Benefits Explaining DMO Basics Preparing Database Migration Option (DMO) Procedure Ensuring DMO Prerequisites are Fulfilled on the Host Configuring SAP Host Agent for DMO Examining the SUM UI Configuration of Database Migration Option (DMO) Procedure Starting the DMO Run Continuing DMO with Roadmap Steps Configuration and Checks Continuing DMO with Roadmap Steps Preprocessing Listing DMO Procedure Steps Monitoring the Migration Resetting the DMO Procedure Tuning the DMO Downtime Listing the DMO Steps After Roadmap Step Preprocessing Explaining the DMO Release Schedule Listing Migration Options to SAP HANA

Duration 4 Days 24 CPD hours This course is intended for Project administrators and ETL developers responsible for data extraction and transformation using DataStage. Overview Describe the uses of DataStage and the DataStage workflowDescribe the Information Server architecture and how DataStage fits within itDescribe the Information Server and DataStage deployment optionsUse the Information Server Web Console and the DataStage Administrator client to create DataStage users and to configure the DataStage environmentImport and export DataStage objects to a fileImport table definitions for sequential files and relational tablesDesign, compile, run, and monitor DataStage parallel jobsDesign jobs that read and write to sequential filesDescribe the DataStage parallel processing architectureDesign jobs that combine data using joins and lookupsDesign jobs that sort and aggregate dataImplement complex business logic using the DataStage Transformer stageDebug DataStage jobs using the DataStage PX Debugger This course enables the project administrators & developers to acquire the skills necessary to develop parallel jobs in DataStage. Students will learn to create parallel jobs that access sequential & relational data, and combine and transform the data. Course Outline Introduction to DataStage Deployment DataStage Administration Work with Metadata Create Parallel Jobs Access Sequential Data Partitioning and Collecting Algorithms Combine Data Group Processing Stages Transformer Stage Repository Functions Work with Relational Data Control Jobs

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

Duration 5 Days 30 CPD hours This course is intended for Channel Partner/Reseller Customer Employee Overview Course Objectives Identify the basic components and operations of the Unified CCE solution. Configure and script a basic UCCE CVP deployment. Perform the ICM configuration tasks required to support basic agent functionality. Build and test a basic ICM script utilizing microapps. Configure and script UCCE to support reporting requirements, precision queuing and RONA. Identify how to successfully deploy the CVP VXML component in a Unified CCE solution. Generate basic reports using Cisco Unified IC. The Administering Cisco Unified Contact Center Enterprise Part 1 (AUCCE1) v2.0 is a 5 day instructor-led course presented by training partners to system engineers and customers who will be involved with Day 2 support of a UCCE solution deployed in a CVP comprehensive environment. This course describes the requirements, resources and tools needed to perform routine adds, moves and changes in the inbound/outbound UCCE environment. This course is intended for those administering the solution, or who may be responsible for Level 1-2 support of the solution. Course Outline Module 1: Cisco Unified Contact Center Enterprise v10 Foundations Module 2: UCCE Configuration and Scripting Module 3: Unified CCE Inbound Agent Considerations Module 4: Unified CCE IVR/VRU Functionality Module 5: Additional UCCE Considerations Module 6: VXML Implementation Module 7: Cisco Unified Intelligence Center Reporting

Duration 4 Days 24 CPD hours This course is intended for This advanced course is the third in a series of three classes designed for RPG IV programmers. Programming experience using RPG IV is mandatory when enrolling in this course. You should have attended RPG IV Programming Fundamentals Workshop for IBM i (AS060) and RPG IV Programming Intermediate Workshop for IBM i (AS070). This course is not designed for RPG III programmers who want RPG IV. RPG III programmers should review the agenda carefully before they make a decision to attend this class. Overview Use address pointers and user spaces in RPG IV programs Write database triggers in RPG IV Develop ILE modular objects and package them in service programs Explain the purpose of ILE activation groups Explain the behavior of error handling and percolation in ILE Code an ILE error handling program Call application program interfaces (APIs) from RPG IV program Programmers who can write comprehensive RPG IV programs using the IBM i RPG IV compiler (v7), learn additional skills & techniques. Comprehensive exposure to advanced features of the Integrated Language Environment (ILE) RPG compiler and the IBM i. Programmers who can write comprehensive RPG IV programs using the IBM i RPG IV compiler (v7), learn additional skills & techniques. Comprehensive exposure to advanced features of the Integrated Language Environment (ILE) RPG compiler and the IBM i.

Duration 2 Days 12 CPD hours This course is intended for This is an advanced course for DBAs and technical individuals who plan, implement, and maintain Db2 11.1 databases Overview Please refer to course overview This course is designed to teach you how to:Perform advanced monitoring using the Db2 administrative views and routines in SQL queries.Manage the disk space assigned in Database Managed Storage (DMS) and Automatic Storage table spaces, including the activities of the rebalancer.Use SQL queries and Db2 commands to check the high water mark on table spaces and to monitor the rebalance operation.Utilize the REBUILD option of RESTORE, which can build a database copy with a subset of the tablespaces using database or tablespace backup images.Plan and execute the TRANSPORT option of RESTORE to copy schemas of objects between two Db2 databases.Create incremental database or tablespace level backups to reduce backup processing and backup image storage requirements.Implement automatic storage management for table spaces and storage groups or enable automatic resize options for DMS managed table spaces to reduce administration requirements and complexity.Describe the various types of database memory including buffer pools, sort memory, lock memory and utility processing memory.Adjust database or Db2 instance configuration options to improve application performance or processing efficiency.Implement Db2 Self Tuning Memory management for specific database memory areas. Advanced MonitoringDb2 Table Space ManagementDb2 Database Memory ManagementDatabase rebuild supportDb2 database and tablespace relocationDb2 Incremental Backup