Waterford City

Managing Director Action Programme

Network: 
ManagementWorks
Further Enquiries Liz Cassidy - West & North
Phone:0876816404
Email:l.cassidy@skillnets.com
or
Brian Colleran - Dublin & East
Phone:0872928900
Email:b.colleran@skillnets.com
or
Enda Hogan - South
Phone:0868372388
Email:e.hogan@skillnets.com
Course Content There is also Mentoring provided. The Programme Manager will review the individual Company requirements and recommend a suitable, compatible mentor to engage with them. Compatibility will be based on experience, expertise and fit.

What is the Managing Director Action Programme?
This is a unique opportunity for you to take time to engage in a highly practical programme that will focus on the strategic business objectives of growth, profitability and delivering sustainable results.

Who should attend?
Owner Managers or Managing Directors of Irish SMEs who want to develop and grow a profitable and sustainable business. Strong management is widely recognised as the key factor that will determine which companies will survive the recession and which will not.

What does the programme consist of?
• A short series of practical half-day and one-day workshops over 6 months
• Support from an experienced business mentor during and between workshops
• Learning is practical and dynamic with a strong emphasis on business impact
• Mentoring will explore effective practices and opportunities to drive business performance

How will your business benefit?
• Develop a clear plan of action for your business to drive future performance in terms of efficiency, scale and profitability
• Learn business skills that will enhance your performance as a Managing Director / Owner Manager
• Increase operational and financial knowledge to survive the recession and increase sustainability
• Develop results driven outcomes - revenue growth, improved productivity, competitive advantage - and create jobs.

Enrolment and Start Dates Comment Start date: Sligo 23rd January
Start date: Waterford January 30th
Start date: Cork 28th February
Start date: Dublin 06th March
Number of Places 12
Course Fee €1,800 excluding VAT
Course Web Page: 
http://www.managementworks.ie/business/managing-director-action-programme
Available to Job Seekers: 
No
Certified: 
No

Train the Trainer - IITD Professional Practice Certificate in Training & Development (New)

Network: 
Trainers Learning Skillnet
Location of Course Dublin, Cork, Waterford, Limerick & Galway
Trainer Irish Institute of Training Development
Methods of Assessment Programme Assessment Process
Programme assessment is on a continuous basis and will require students to review theoretical concepts surrounding the systematic approach to training and apply these in practical situations. Assessment methods incorporate: assignments; projects; skills demonstrations; and a learner record.
Learning Outcomes Module 1 - Training Needs Identification and Design – FETAC Level 6 Component Award 6N3325
Learning Objectives
At the end of this module, participants should be able to:
• Explain the background and context of training and development (T & D) and discuss the organisational context of T & D.
• Identify primary contributors to adult learning theory and explain key adult learning approaches and methods.
• Discuss a range of instructional design systems (ISD) approaches and models.
• Explain the Training Needs Analysis (TNA) process, review a range of TNA models and discuss their application in a variety of organisational settings.
• Select a TNA model and implement an effective TNA process that incorporates outputs in terms of priorities and of knowledge, skills and attitudes required.
• Devise training plans based on prioritised training needs, including a cost benefit analysis.
• Explain key issues around the setting of training objectives.
• Set appropriate objectives and design and develop a range of appropriate training interventions.

Module 2 – Training Delivery and Evaluation – FETAC Level 6 Component Award 6N3226
Learning Objectives
At the end of this module, participants should be able to:
• Explain the role and competences of the trainer.
• Identify key factors in preparing for training delivery.
• Demonstrate core skills required for effective delivery of training programmes.
• Discuss the assessment of trainees’ learning, identify a range of assessment tools, techniques and approaches and devise an appropriate training assessment process.
• Explain the background to training evaluation, identify a range of evaluation models and principles, evaluate training programmes effectively and identify key areas of benefit and opportunity.

Further Enquiries Contact the Network Manager
Trainers' Learning Skillnet
C/O IITD
4 Sycamore House
Millennium Business Park
Naas, Co. Kildare
T: 045-881166
E: info@trainerslearningskillnet.com
Course Content Programme Overview
The overall aim of the programme is to enable participants to develop the necessary knowledge, skills and confidence to undertake training activities. The programme encompasses the development of competences that will enable students to identify and assess training needs, and to develop, plan, organise, deliver and evaluate relevant training activities.

The programme offers participants the opportunity to achieve recognised certification as an effective trainer: awards include:
1. IITD Professional Practice Certificate in Training & Development

2. FETAC Level 6 Training and Development Special Purpose Award – 6S3372

Who Should Undertake the Programme?
The IITD Professional Practice Certificate in Training and Development is aimed at:
1. Individuals who have an interest in training and development and may wish to pursue it as a career.
2. Individuals who hold training and development responsibilities in organisations.
3. Individuals and teams involved in the design and delivery of training programmes.
4. Consultants who wish to gain a formal qualification in training and development.
5. Managers and team leaders who wish to gain an insight into the systematic training process.

Structure and Content of Programme
The programme consists of two modules and is delivered in a highly participative and practical manner. A range of learning methods and approaches will be used to promote the practical application of theoretical concepts covered.

Enrolment and Start Dates Comment See Website : www.trainerslearningskillnet.com
Subjects Taught Module 1 - Training Needs Identification and Design – FETAC Level 6 Component Award 6N3325
• Background and context of training and development (T & D).
• Organisational context of T & D.
• Adult learning theory.
• Systematic training and Instructional Systems Design (ISD).
• Training needs identification and analysis.
• Training plans.
• Training design and development.

Module 2 - Training Delivery and Evaluation – FETAC Level 6 Component Award 6N3226
• Role and competences of the trainer.
• Preparing for training delivery.
• Training delivery.
• Assessment of learning.
• Training evaluation.

Duration 10 Days
Comment FETAC Level 6 Training & Development Special Purpose Award (6S3372)
In conjunction with the IITD Professional Practice Certificate in Training and Development, Successful students will be awarded a FETAC Level 6 Training & Development Special Purpose Award (6S3372). The programme is designed to ensure that assessment standards implemented by IITD are aligned to those required for the FETAC award. This facilitates a streamlined and user-friendly assessment process for programme tutors and students.
Number of Places 15
Course Fee €850.00 (TLS Members)
€1,100.00 (non Members)
Course Web Page: 
http://www.trainerslearningskillnet.com/IITD_Professional_Practice_Certificate_in_Training_and_Development-recordid-216-objectid-1152-z-event_summary.htm
Available to Job Seekers: 
Yes
Certified: 
Yes

IITD Certificate in Training Delivery & Evaluation

Network: 
Trainers Learning Skillnet
Location of Course Dublin, Cork, Waterford, Limerick & Galway
Trainer Irish Institute of Training & Development
Methods of Assessment Assessment
Programme assessment is on a continuous basis, embracing skills demonstrations, theoretical reviews and a learner record.
Learning Outcomes At the end of this module, participants will be able to:
• Discuss key aspects of adult learning theory and implement associated principals in the design and delivery of training activities.
• Set appropriate training objectives for planned training activities.
• Explain the role and competences of an effective trainer.
• Identify key factors in preparing for training delivery.
• Demonstrate core skills required for effective delivery of training programmes.
• Identify a range of assessment tools, techniques and approaches and devise an appropriate strategy for the assessment of learning.
• Explain the background to training evaluation, identify a range of evaluation models and principles, evaluate training programmes effectively and identify key areas of benefit and opportunity.
Further Enquiries Contact the Network Manager
Trainers' Learning Skillnet
C/O IITD
4 Sycamore House
Millennium Business Park
Naas, Co. Kildare
T: 045-881166
E: info@trainerslearningskillnet.com
Entry Requirements
Course Content Introduction
The IITD Certificate in Training Delivery & Evaluation programme is specifically designed to enable participants to develop the necessary knowledge, skills and confidence to deliver and evaluate training activities pertinent to those responsible for the training of others in organisations.

Structure and Content of Programme
• Adult learning / Training Objectives
• Roles & Competences of the Trainer
• Preparing & Delivering Training.
• Learning Assessment & Training Evaluation.

The programme content comprises four sections and is delivered in a highly participative and practical manner. A range of learning methods and approaches will be used to promote the practical application of theoretical concepts covered.

Enrolment and Start Dates Comment 12 April 2013 - Dublin
13 April 2013 - Cork
23 April 2013 - Limerick
16 May 2013 - Waterford
23 June 2013- Galway
FETAC Code 6N3326
Duration 4 days & (1 Assessment Session)
Comment FETAC Level 6 Component Award
In conjunction with the IITD Certificate in Training Delivery & Evaluation, successful participants will be awarded a FETAC Level 6 Training Delivery & Evaluation Component Award (6N3326). This programme is designed to ensure that assessment standards implemented by IITD are aligned to those required of the FETAC award. This facilitates a streamlined and user-friendly process for programme tutors and participants.
Number of Places 15
Course Fee €525.00 (TLS Members)
€675.00 (Non Member)
Course Web Page: 
http://www.trainerslearningskillnet.com/IITD_Certificate_in_Training_Delivery_Evaluation-recordid-232-objectid-1152-z-event_summary.htm
Available to Job Seekers: 
Yes
Certified: 
Yes

IITD Certificate in Training Needs Analysis & Training Design

Network: 
Trainers Learning Skillnet
Location of Course Dublin, Cork, Waterford, Limerick & Galway
Trainer Irish Institute of Training & Development
Methods of Assessment Assessment
Programme assessment is on a continuous basis, embracing theoretical reviews and practical assignments and project work.
Learning Outcomes Learning Objectives
At the end of this module, participants will be able to:
• Explain key elements of training and development practice and the role of training and development in an organisational context.
• Discuss key aspects of adult learning theory and implement associated principles during analysis of training needs and design of training interventions.
• Identify a range of instructional design system (ISD) and Training needs analysis (TNA) models and discuss their application in a variety of organisational settings.
• Select a TNA model and implement an appropriate TNA process incorporating outputs in terms of knowledge, skills and attitudes required and priorities.
• Devise training plans based on prioritised training needs, including a cost benefit analysis.
• Develop and design a range of appropriate training interventions.
Further Enquiries Contact the Network Manager
Trainers' Learning Skillnet
C/o IITD
4 Sycamore House
Millennium Business Park
Naas, Co. Kildare
T: 045-881166
E: info@trainerslearningskillnet.com
Course Content Introduction
The IITD Certificate in Training Need Analysis & Design programme is specifically designed to enable participants to develop the necessary knowledge, skills and confidence to identify and analyse training needs, and to plan, design and develop relevant training interventions.

Structure and Content of Programme
• The Context of Training & Development (T&D)
• Adult Learning
• Training Needs Identification & Analysis.
• Training Design.

The programme content comprises four sections and is delivered in a highly participative and practical manner. A range of learning methods and approaches will be used to promote the practical application of theoretical concepts covered.

Enrolment and Start Dates Comment 15 February 2013 - Dublin
16 February 2013 - Cork
19 February 2013 - Waterford
05 March 2013 - Limerick
21 April 2013 - Galway
FETAC Code 6N3325
Duration 6 Days
Comment FETAC Level 6 Component Award
In conjunction with the IITD Certificate in Training Needs Analysis & Design, successful participants will be awarded a FETAC Level 6 Training Needs Identification and Design Component Award (6N3325). The programme is designed to ensure that assessment standards implemented by IITD are aligned to those of the FETAC award. This facilitates a streamlined and user-friendly process for programme tutors and participants.
Number of Places 15
Course Fee €525.00 (TLS members)
€675.00 (non Members)
Course Web Page: 
http://www.trainerslearningskillnet.com/IITD_Certificate_in_Training_Needs_Analysis_Design-recordid-202-objectid-1152-z-event_summary.htm
Available to Job Seekers: 
Yes
Certified: 
Yes

Accredited Psychometric Testing

Network: 
Trainers Learning Skillnet
Location of Course Nationwide - Blended Learning
Trainer Talent Q
Learning Outcomes Psychometric Testing within Organisations (BPS Level A & B)

Assessing Ability and Personality in Organisations

We have joined forces with Talent Q, a leading provider of online psychometric assessments and training, to offer members specially discounted rates on accredited psychometric training courses

These cutting-edge psychometrics training courses (previously known as Level A & B) are fully accredited to the new British Psychology Society (BPS) testing standards and are available via a number of flexible, cost-effective formats.

Uniquely with Talent Q you do NOT have to first complete Level A before doing Level B. If you prefer, you can save time and cost, skip Level A and fast-track to do Level B.

Further Enquiries Bookings

If you are interested in booking onto Assessing Ability or Assessing Personality in Organisations or would like further information about which course format is best for you please contact:

Dom Crotty M.Sc
Senior Client Partner
Mob: ++353 (0)87-2230188
IMI Campus
Sandyford Road
Dundrum
Dublin 16

domcrotty@talentq.co.uk

www.talentq.co.uk

Course Content Assessing Ability in Organisations (Level A).
This course is fully accredited by the BPS, and awards Occupational Test User: Ability Certification (previously known as Level A).

Participants gain the key skills and knowledge needed to effectively use and administer ability tests in the workplace. Such tests include Verbal, Numerical and Logical reasoning tests that are widely used to support selection & recruitment as well as Learning & Development. Participants will receive training in the use of Talent Q’s Elements suite of ability tests.

This course is divided in to three parts.
• sessing ability at work: This section cover the essentials of psychological testing, historical and contemporary perspectives on ability in the workplace, job analysis techniques, fairness and diversity in testing and advances in adaptive testing techniques.

• ychometric theory: This part of the course covers the fundamentals of psychometric theory, including the statistical concepts that underpin all psychometric assessments. These statistics help us understand test results as well as being able to evaluate how useful and appropriate any given test is.

• actitioner skills: The final part of the course focuses on developing the practical skills required to be an effective practitioner. This includes the administration, interpretation and feedback of Talent Q’s Elements ability tests (verbal, numerical and logical reasoning).

Assessing Personality in Organisations (Level B)
This course fulfills the BPS requirements to award Occupational Test User: Personality Certification (Previously known as Level B)

The course include specific qualification training in the use of Talent Q’s Dimensions personality assessment questionnaire and related reports.

This course is divided in to three sections:
• Personality at work: This covers the theories that inform our understanding of personality, the various methods used to assess personality in the workplace and the background to the Dimensions personality questionnaire. It also illustrates the importance of fairness and diversity in assessment and the key responsibilities of the practitioner in assessment contexts.

• Psychometric theory: This part of the course covers the fundamentals of psychometric theory, including the statistical concepts that underpin all psychometric assessments. These statistics help us understand assessment results as well as being able to evaluate how useful and appropriate any given personality questionnaire is.

• Practitioner skills: The final part of the course focuses on developing the practical skills required to be an effective practitioner. This includes the administration, interpretation and feedback of Talent Q’s Dimensions personality questionnaire.

Financial Support Skillnet Funding Awailable
Enrolment and Start Dates Comment Blended Learning
Subjects Taught Assessing Ability in Organisations (Level A)

This course is fully accredited by the BPS, and awards Occupational Test User: Ability Certification (previously known as Level A).Participants gain the key skills and knowledge needed to effectively use and administer ability tests in the workplace. Such tests include Verbal, Numerical and Logical reasoning tests that are widely used to support selection & recruitment as well as Learning & Development. Participants will receive training in the use of Talent Q’s Elements suite of ability tests.

Assessing Personality in Organisations (Level B)

This course fulfills the BPS requirements to award Occupational Test User: Personality Certification (previously known as Level B) and provides participants with the key skills and knowledge needed to assess personality in the workplace.

Personality questionnaires are an effective predictor of performance at work, providing valuable support for both individual and group development. They offer powerful insight into what drives an individual’s behaviour and personality and how they prefer to interact with others at work.

Participants will learn how administer personality assessments and how to use a variety of related interpretive reports to support individual and group learning & development across a wide range of applications that includes team building, conflict management, leadership assessment and development, communication skills, sales and negotiation skills.

The course include specific qualification training in the use of Talent Q’s Dimensions personality assessment questionnaire and related reports.

Comment Benefits

1.Cost-effective – High quality, accredited assessment training at a price to suit you

2.Flexible – Our blended learning approach allows trainees to work at their own pace, avoiding lengthy absence from the workplace

3.Pragmatic – Throughout all our training courses we draw on real-world examples of how our clients have used and applied psychometric assessment for the recruitment and development of talent in their organisations

4.Supportive – Our team of chartered occupational psychologists are on hand throughout your training, providing advice, support and expertise

5.Comprehensive – From introductory workshops through to experienced practitioner courses, Talent Q’s comprehensive training portfolio is suitable for all levels of assessment expertise.

Number of Places 20
Course Fee (Level A)Assessing Ability in Organisations (16-20 hours self-directed learning plus half-day classroom-based assessment)
TLS Member: €1,020
Non-member: €1,200 (Usual Price: €1440)

(Level B)Assessing Personality in Organisations (20-24 hours self-directed learning plus half-day classroom-based assessment)

TLS Member: €1,275
Non-member: €1,500 (usual Price: €1770)

Combined courses (Level A & B): (36-40 hours self-directed learning plus 1-day classroom-based assessment)

TLS Member: €2,100 - Save over €1000
Non-member: €2,500 (usual Price: €3110)

Course Web Page: 
http://www.trainerslearningskillnet.com/Accredited_Psychometric_Testing-recordid-236-objectid-1152-z-event_summary.htm
Available to Job Seekers: 
No
Certified: 
No

Consultative Selling including Marketing & Negotiation

Network: 
Trainers Learning Skillnet
Location of Course Cork
Waterford
Dublin
Trainer IITD Training Provider
Methods of Assessment Assignment for course participants.
Outline, in your own words , two types of customer behaviours which you have encountered or have researched.
Recognise the main characteristics of each class of behaviour
Outline the tactics to be used in dealing with each class of behaviour
Outline how the sales consultants behaviour would be adapted to retain control of the sales situation.

To comply with 11.2 of the FETAC guidelines, the assignment above will be used for this course.

The assignment will have a maximum value of 25% of the overall course marking.

The assignment may be presented in a variety of media, for example written, audio, graphic, visual or any combination of these. Any audio or video evidence must be provided on tape.

It is expected that the assignment will be carried out following the classroom part of the course with assignments due for submission within 14 days of the final course day.

Learning Outcomes Following the course the learner should be able to;
• Understand how to set realistic sales call objectives
• Acquire the ability to open a sales call effectively
• Develop an awareness of how to analyse customer behaviour
• Acquire the skills to identify and present benefits of a solution that address the personal and business needs of the customer
• Understand how to uncover and deal with customer objections
• Appreciate the need for sales call closing strategies
• Measure your performance – “You can’t manage what you don’t measure”
• Understand new ways of marketing –“Is the website being replaced by Social Media” ? “Who is looking and where”?
• Negotiate clever – What is “collaborative selling” – is that coming as a next generation in sales?
• Work effectively as a sales manager
Further Enquiries Contact the Network Manager
Trainers' Learning Skillnet
4 Sycamore House,
Millennium Business Park,
Naas, Co. Kildare

T: 045-881166
E: info@trainerslearningskillnet.com

Course Content Course Outline
The Economy – Enough said!!
Post Celtic-Tiger Ireland -We prefer to look at the current challenge of a difficult economy as an opportunity to create a different and fresh approach to selling. Consultative selling looks at building a long-term, high trust relationship between seller and buyer by exactly meeting their needs as opposed to a one-size-fits-all method.

We offer an approach that balances the art and science of sales. The art of sales focuses on the people skills that create genuine dialogue for building high trust. The science of sales focuses on a repeatable, consistent process for initiating, qualifying, measuring, winning and growing sales.

Enrolment and Start Dates Comment 05 March 2013 - Cork
11 June 2013 - Galway
02 October 2013 - Dublin
FETAC Code B30154: Consultative Selling
Subjects Taught Course Content – 4 days
Day 1-
• The introduction and opening of the process
• The benefits and limits of small talk
• Looking and listening for important behaviours

Day 2 -
• Understanding what the customer needs – not what you want them to have.
• Understanding and dealing with the customers objections.

Day 3 –
• Closing the sale – when to bring it all together
• Measuring your performance – the key of sharing best practise or closing your gaps.

Day 4 –
• Marketing – Looking at what is best for the business
• Negotiating – Unchartered waters in the current climate – the need for a collaborated approach.

Duration 4 Day (2 day per week over 2 Weeks)
Number of Places 12
Course Fee €495 (non Skillnet Members)
€420 (Skillnet Funded Members)
Course Web Page: 
http://www.trainerslearningskillnet.com/Consultative_Selling_(incl_Marketing_Negotiation_Skills)-recordid-213-objectid-1152-z-event_summary.htm
Available to Job Seekers: 
Yes
Certified: 
Yes

Project Management - EPICway

Network: 
Trainers Learning Skillnet
Location of Course Dublin, Cork & Waterford
Trainer Agnition
Methods of Assessment This course allows participants to bring their own project and work to develop their own Project Charter following the EPICWay© roadmap. Self-study is required, during which you must write and complete your own Project Charter as part of the accreditation requirements.
Learning Outcomes This two-day FETAC Level 6 (one module) accredited course is beneficial to project managers, aspiring project managers and anyone who needs to develop a project plan quickly and efficiently.
Download Application Form http://www.trainerslearningskillnet.com/Project_Management__EPICway__FETAC_Level_6-z-book-action-add-objectid-1152-recordid-217.htm
Further Enquiries Contact the Network Manager
Trainers' Learning Skillnet
C/o IITD
4 Sycamore House
Millennium Business Park
Naas, Co. Kildare

T: 045 881 166
E: info@trainerslearningskillnet.com

Course Content The course will cover the following:
What is project management, what is a project, how is success measured?
• Evaluation: What, where, when, how and who? Writing the Project Brief. Establishing the basis for change control and getting agreement / buy-in from all stakeholders. Establishing high-level estimates.
• Planning: Building the Project Charter; Objectives; Scope; Estimation; Milestones; Schedule; Project Organisation; Documentation; Risk Management; Change Control; Approval; Refine estimates; Allocate work; Using project management tools; Risk assessment and contingency planning; Managing change.
• Implementation: Using your Project Charter to dictate the pace and nature of the project implementation. Managing people, processes and priorities; Staying on track; Converting your Communications Plan into an implementation blueprint; Using project management software.
• Completion: Lessons Learned; End project review; Post-project benefits analysis.
Enrolment and Start Dates Comment This is a two day non consecutive training programme.
14th & 21st March 2013.
FETAC Code L32198: Project Management
Duration 2 days, 9.00am - 5.00pm.
Number of Places 15
Course Fee Course fee (TLS member): €395.00 per participant
Course fee (non-member): €475.00 per participant
Course Web Page: 
http://www.trainerslearningskillnet.com/Project_Management__EPICway__FETAC_Level_6-recordid-217-objectid-1152-z-event_details.htm
Available to Job Seekers: 
Yes
Certified: 
Yes

Convert Website Visitors to Sales

Network: 
ISME Skillnet
Location of Course Dublin, Waterford, Limerick, Cork.
Trainer Sandra Hennessy
Learning Outcomes At the end of the day you will:
• Be able to evaluate your websites effectiveness
• Understand the key steps to ensuring your website is found online and convert a large percentage of visitors
• Learn the principals of building an effective website.
Further Enquiries Liz Carroll. Email: liz@isme.ie. Tel. 01 6622755
Entry Requirements Work experience
Course Content This workshop is designed to take you through the step by step process for turning website visitors into clients from being found, generating click through, developing interest, promoting enquiry and closing the sale.

Hand-outs:
Each participant will receive a copy of the presentation with details of all sites and tools covered throughout the workshop and a list of tasks that need to be completed on their website to ensure it complies with best practice guidelines.

Enrolment and Start Dates Comment 13 June 2013. Booking Essential - Contact liz@isme.ie.
Subjects Taught Course Content:
• Planning – identifying your USP’s/benefits, navigation, structure, content, imagery, identifying your website goals etc
• Getting found – SEO and other methods to drive traffic to your website, SEO checklist
• Generating click through – what does your search engine listing say about, it is generating clicks. Are your third party links driving quality traffic to your website?
• Developing interest – navigation rules, good content, technical issues etc
• Promoting enquiry – landing pages and clear call to actions
• Closing the sale – on-site and off-site sales processes and procedures
• Tracking – using Google analytics to monitor and analyse traffic
• Briefing your website developer
Duration 1 day
Dublin, 9.30am - 5.30pm.
Number of Places 10
Course Fee €215 ISME Members.
€295 non members.
No charge to Job Seekers.
Available to Job Seekers: 
Yes
Certified: 
No

Executive Sales

Network: 
ISME Skillnet
Location of Course Waterford
Dublin
Cork
Trainer Eugene Daly
Learning Outcomes On completion of this programme, participants will be able to :-
 Know and apply the inner game of selling
 Set and achieve stretch sales goals and targets
 Understand the importance of establishing and developing rapport
 Apply NLP techniques to the sales process
 Define different buyer types using the DISC Theory
 Apply the principle of contribution in the sales process
 Understand the framework for progressing the sale
 Create an effective elevator sales pitch
 Script and apply structured sales presentations
 Handle sales objections effectively
 Apply creative sales closing techniques
 Understand and apply winning edge theory
 Generate continuous referrals
Further Enquiries Liz Carroll. liz@isme.ie. 01 - 6622755
Entry Requirements Work Experience
Course Content Aim:
The overall aim of this 2 day customer centred training programme is to equip participants with comprehensive skills, knowledge and competencies so that they can sell effectively into their respective markets.

Participant Profile
This course is targeted at persons in SMEs who are directly responsible for face to face selling. It is seen as particularly beneficial for sales staff who have had no formal training or for those who need a refresher.

Enrolment and Start Dates Comment Booking Essential
Contact liz@isme.ie
Duration 2 days, 9.00am - 5.00pm.
Number of Places 15
Course Fee €350 ISME Members.
€450 non members.
No charge to job seekers.
Course Web Page: 
http://www.isme.ie/searchlist-all-all-all-1-20.html
Available to Job Seekers: 
Yes
Certified: 
No

Management Development Programme

Network: 
ManagementWorks
Learning Outcomes Before the end of each module each participant will complete a monthly coaching focus sheet which will clearly define the top 4 goals to be achieved within the following 4 weeks. It will also have a top learning’s goal. Each mentoring session will last an hour and be focus on the meeting of these goals. The responsibility to attend the mentoring sessions remains with the SME and not the coach.
Further Enquiries Liz Cassidy - West & North
Phone:0876816404
Email:l.cassidy@skillnets.com
or
Brian Colleran - Dublin & East
Phone:0872928900
Email:b.colleran@skillnets.com
or
Enda Hogan - South
Phone:0868372388
Email:e.hogan@skillnets.com
Course Content This programme will be delivered over an 8 month period. Each module will be delivered in a workshop format over one full day a month. During the workshops participants will be encouraged to share challenges and brainstorm solutions.
Enrolment and Start Dates Comment Start date: 27th February 2013 Dublin City Centre
Start date: 11th February 2013 Kildare
Start date: 30th January 2013 Waterford
Start date: March 20th 2013 Cork
Duration 1 day a month for 8 months
Number of Places 12-20
Course Web Page: 
http://www.managementworks.ie/business/management-team-development-programme
Available to Job Seekers: 
No
Certified: 
No
Syndicate content