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Mercuri International Business School - UAE
Mercuri International Business School - UAE
Mercuri International Business School - UAE
Mercuri International Business School - UAE
Mercuri International Business School - UAE
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Mercuri International Business School - UAE

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The individual learning experience …

The individual learning experience

The changing business environment is constantly
creating new challenges as well as new
opportunities.

For those who have responsibility for winning and
keeping customers it is essential to continually
develop their competence in line with their own
needs and those of their company.

In order to satisfy the specific needs of
individuals the Mercuri International Business
School™ provides a learning approach that is
flexible yet structured.




The value of individual development

The benefits of this approach include:

• Shared experience from other businesses
• Catering for the induction of new employees
• Spreading attendance across a number of
dates in order to maintain productivity
• Allowing for more flexibility with budgets
• Giving the individual what they need most
• Support for long term career development




The Mercuri International offer

Mercuri offers a comprehensive range of
programmes designed to support all of the
essential areas of sales.

The current schedule includes:

• Sales Leadership for Managers
• Sales Planning for Managers
• Consultative Selling Skills
• Effective Negotiation Skills

Published in: Business, Education
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  • 1. www.mercuri.co.uk Mercuri International Sales Academy For more information contact: Mercuri International (UK) Ltd Tel: +971 (4) 453 2624 e-mail: mibs-uae@mercuri.co.uk The individual learning experience The changing business environment is constantly creating new challenges as well as new opportunities. For those who have responsibility for winning and keeping customers it is essential to continually develop their competence in line with their own needs and those of their company. In order to satisfy the specific needs of individuals the Mercuri International Business School™ provides a learning approach that is flexible yet structured. The value of individual development The benefits of this approach include: • Shared experience from other businesses • Catering for the induction of new employees • Spreading attendance across a number of dates in order to maintain productivity • Allowing for more flexibility with budgets • Giving the individual what they need most • Support for long term career development The Mercuri International offer Mercuri offers a comprehensive range of programmes designed to support all of the essential areas of sales. The current schedule includes: • Sales Leadership for Managers • Sales Planning for Managers • Consultative Selling Skills • Effective Negotiation Skills
  • 2. www.mercuri.co.uk Mercuri International Sales Academy For more information contact: Mercuri International (UK) Ltd Tel: +971 (4) 453 2624 e-mail: mibs-uae@mercuri.co.uk Who Should Attend the Programme? Sales Managers wanting to get to grips with practical day to day Sales Management should attend this Sales Leadership programme. The programme develops the interpersonal skills required to manage a successful sales force including: how to conduct effective in-field coaching sessions of the sales team; how to review personal performance; how to gain their commitment to achieving targets. In addition Sales Managers will develop an understanding of Leadership and Motivation with a view to maximising profitability in the field where results are generated. What is on the programme agenda? • Introduction and Objectives • When to Lead, When to Manage? • Leadership Styles • The Art of Effective Motivation • Managing Effective Joint Visits • Giving and Receiving Feedback • Recognising Good Performance • Personal Action Planning What will my people do differently as a result of the programme? Participants will be able to: • Understand their own leadership style • Recognise what motivates and demotivates others • Build teams that achieve results through effective coaching • Communicate effectively to individuals and teams • Make changes to sales methods and activities • Review and enhance performance • Conduct motivational joint visits • Coach and develop sales performance • Develop more effective Sales Teams! Sales Leadership for Managers Investment: $1,660 / AED 6,100 per participant. Mercuri International will offer a 5% discount per delegate for multiple bookings. Date: 24th – 25th November 2013
  • 3. www.mercuri.co.uk Mercuri International Sales Academy For more information contact: Mercuri International (UK) Ltd Tel: +971 (4) 453 2624 e-mail: mibs-uae@mercuri.co.uk Who Should Attend the Programme? Designed specifically for those responsible for the sales performance of others. Incorporating the Mercuri International Sales Leadership Model, this course gives Sales Managers the essential tools for business planning with a the sales team. It shows participants how to lead by objectives; identify, develop and apply the individual strengths of the sales force; gain the full commitment of the team and achieve the required short term and long term results. What is on the programme agenda? • Introduction and Objectives • Sales Leadership by Objectives • The Sales Platform Concept • Strategies in the Sales Platform • Managing Existing Customer Relationships • Converting Pipeline Business • Finding New Sales Opportunities • Implementing Sales Leadership Planning • Personal Action Planning What will my people do differently as a result of the programme? Participants will be able to: • Create more Powerful Sales Plans for their teams • Manage sales activity more effectively • Monitor and analyse variations in performance • Transform motivation and commitment • Construct powerful approaches to developing new business • Hone their Leadership skills • Monitor the effectiveness of sales activities and campaigns • Achieve consistent individual and team performance • Develop more effective Sales Teams! Sales Planning for Managers Investment: $1,660 / AED 6,100 per participant. Mercuri International will offer a 5% discount per delegate for multiple bookings. Date: 13th – 14th October 2013
  • 4. www.mercuri.co.uk Mercuri International Sales Academy For more information contact: Mercuri International (UK) Ltd Tel: +971 (4) 453 2624 e-mail: mibs-uae@mercuri.co.uk Who Should Attend the Programme? Mercuri International’s Consultative Selling methods have been developed specifically to suit the needs of all people directly involved in the generation of sales results. Field and Internal Sales People, Business Development Managers, Sales Engineers, Product Specialists and Key Account Managers will all benefit from honing their interpersonal and selling skills. The programme would also be appropriate to Sales Managers who continue to carry a target or those who wish to coach their sales people in the most powerful sales techniques available. What is on the programme agenda? • Getting Started and Working Effectively • Managing Meeting Dynamics • Information Gathering Skills • Compelling Business Communications • Presenting Compelling Solutions • Effective Objection Handling • Managing the Price Discussion • Gaining Commitment and Team Selling • Personal Action Planning What will my people do differently as a result of the programme? Participants will be able to: • Position your organisation more powerfully in the customer’s mind • Create a positive impact with a wider range of personalities • Exert more powerful influence with decision makers • Elegantly and professionally control the dynamics of a sales meeting • Gather information efficiently and effectively • Create offers and solutions that win commitment • Handle objections confidently and concisely • Win more business! Consultative Selling Skills Investment: $2,420 / AED 8,000 per participant. Mercuri International will offer a 5% discount per delegate for multiple bookings. Date: 22nd – 24th September 2013
  • 5. www.mercuri.co.uk Mercuri International Sales Academy For more information contact: Mercuri International (UK) Ltd Tel: +971 (4) 453 2624 e-mail: mibs-uae@mercuri.co.uk Who Should Attend the Programme? This course is primarily aimed at those in selling roles: salespeople, account managers, sales managers etc. The programme would, however, be of equal benefit to other managers involved in commercial negotiating or those responsible for buying in services for the company. Negotiation is a major factor in profitability and when handled successfully makes an immediate and measurable improvement to the bottom line. This course will equip salespeople and buyers with a clear understanding of the negotiating process and the essential strategies, techniques and tactics necessary to achieve the very best deal for your company. What is on the programme agenda? • Introduction and Objectives • The Negotiating Process • The Preparing Phase • The Discussing Phase • The Proposing Phase • The Bargaining Phase • Agreeing to Agree • Personal Action Planning What will my people do differently as a result of the programme? Participants will be able to: • Use a “best practice” negotiation process • Prepare thoroughly for successful negotiations • Understand the position and interests of the other party • Establish the parameters for negotiation • Evaluate and propose variables effectively • Trade variables with maximum commercial awareness • Gain commitment from third parties • Win more deals at better prices! Managing Effective Negotiations Investment: $1,660 / AED 6,100 per participant. Mercuri International will offer a 5% discount per delegate for multiple bookings. Date: 26th-27th November 2013

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