From Serebra Learning Corporation
Communication Skills: Persuading with Numbers 


MAXIM TRAINING This course will help you handle the numerical information required for problem solving and decision making in the workplace. It will help you understand basic statistical methods, interpret simple data and focuses on how to interpret and use
Graphs and
Charts in both presentations and reports. There are some calculations so, to make the most of the course, it is recommended that
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Framing the Problem 
When you frame a picture, you intend for the viewer to examine everything within that border. Problem framing is similar in that you must not only consider what objectively makes up the problem itself but also what subjective tendencies influence your view of the situation. This course is designed to help you effectively frame problems so that you're sure your line of sight is aimed straight
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Progressing through the Complex Sale 
...le organization. So it's not surprising that these buying decisions are made by those at the top. But getting to these decision-makers isn't easy, which is why selling at an executive level is a more complex operation that requires all the resources of the highly skilled salesperson. This course is directed at supplying those resources. Salespeople who are tasked with selling at an executive
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Working with Your Customer s Key Players 
Strong customer relationships are essential for long-term sales success. In this course, you'll learn about the second major component of the
Strategic Account Sales (
SAS) approach--communication. You'll start by learning about developing coach relationships in your target account. A vital part of your sales effectiveness depends on finding contacts at target accounts that can become part of an
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Delivering High-Impact Sales Presentations 
...meeting you'll have with your client is when you show the decision makers that you have the right business fit for their needs. You've done a lot of hard work, so when the curtain goes up on your sales presentation, you want an award-winning performance. In this course, you'll learn about the third major component of the strategic account sales (
SAS) approach--presentation. First, you'll learn
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Gaining Access to Key Personnel at Your Target Accounts 
In this course, you'll learn about the second major component of the territorial account sales approach: communication. You'll start by learning about coaching relationships. A vital part of your sales effectiveness depends on finding a key contact in each target account that can become your internal coach for the sales process. Then, you'll learn about gaining access to the right level at your
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Delivering High-impact Territorial Account Sales TAS Presentations 
...g you'll have with your client. This is when you show the decision makers that you have the right product and business fit for their needs. You've done a lot of hard work, so when you make your sales presentation, you want it to practically close the sale for you. First, you'll learn how to plan and develop a high-impact presentation. You'll then explore ways to successfully deliver the
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Planning Your Field Sales Approach 
What factors mark the difference between mediocre and great field sales performance? One characteristic of highly effective field sales representatives is their ability to efficiently plan their sales approach for both existing customers and prospects, as well as managing their time and territories effectively. Planning
Your Field Sales Approach provides practical tools for determining call and
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Sales Communication Skills 


Communicating &
Managing:
Communication Skills, is the sixth of sixteen courses in this curriculum. After the completion of this course you will be able to list the background information that helps you to qualify prospects, list sources of prospects, identify guidelines for canvassing and list the criteria for identifying the decision-maker in an organization. The
PrimeSales curriculum engages
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Sales Gathering Information 


Starting the
Sale:
Gathering Information, is the ninth of sixteen courses in this curriculum. After the completion of this course you will be able to list the background information that helps you to qualify prospects, list sources of prospects, identify guidelines for canvassing, and list the criteria for identifying the decision-maker in an organization. The
PrimeSales curriculum engages sales
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Applying Your Field Sales Approach 
...ers' needs, determine sales opportunities, and access the decision makers--often in one or two sales calls. Sound impossible? It's not if the sales professional applies the essentials presented in
Applying Your Field Sales Approach. This course provides sales strategies to change your customers' perceptions of you from vendor to sales consultant by addressing these important factors: asking the
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Field Sales Skills Simulation 
You are a salesperson for a wholesale supplier of natural herbs and remedies called
Vita-Boost. With allergy season right around the corner, Vita-Boost's latest product,
Ally-Tabs, looks to be a promising product. These tablets are just as effective as a preventative measure as they are at treating symptoms. Since they are all natural, there are no side effects associated with taking the pills.
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Preparing for Outbound Sales Calls 
The most successful outbound sales calls begin long before the salesperson places the call. Successful inside selling is all about planning and being prepared. Being prepared means knowing what to expect from your customer and planning your responses. In this course, you will learn about the common perceptions customers have of salespeople. You will also learn the three premises of the inside
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Completing Outbound Sales Calls 
...this course, you will learn strategies for contacting the decision maker and for dealing with gatekeepers. You will learn the steps involved in a sales presentation, how to determine the most effective sales strategy for your sales call, and how to determine the customer's valuation of your product or service. In this course, you will learn the seven characteristics of effective sales
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Preparing for Inbound Sales Calls 
Do you think selling means waiting for the phone to ring? A successful inside sales agent begins planning long before the customer calls. Successful inside selling is all about being prepared, and that means thinking ahead on customer inquiries and responses you will give. This course identifies the common perceptions that customers have of salespeople. In the course, you will learn the three
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The Client-Consultant Relationship 
Getting to know your clients and their needs are the vital first steps to establishing productive working relationships. Understanding more about their organizations and what they expect from you will be essential if you are to provide a high-quality service that will excite them. You will also need to know how to recognize all the stakeholders and the real decision makers within an organization,
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Consulting with the External Client Simulation 
...mary responsibility of these consultants is to facilitate decision making for senior management. To do this, external consultants gather information using proven techniques, analyze current business situations with specific diagnostic methods, and make recommendations based on those processes. In this simulation, you are a consultant at
LocoMotion Think Tank. Your assignment is to advise
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A Workable Solution for Internal Clients 
... consultant is that of "making things happen."
But making decisions isn't always easy. There are so many options and you may encounter resistance to changes you propose during internal consulting assignments. How should you deal with this? And how can you be so sure that working practices won't simply revert back once you're "off the scene?" You don't want to be seen as a "visitor" who simply
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Call Center Telephone Sales 
How many times have you attempted to get your point across over the phone, only for it to end up unsuccessful? Would you like to improve your conversational skills? When you take this course, you will learn how to save your and your customer's time. Learn which principles and techniques of selling, professional presentation approaches, and telemarketing laws apply to you. Using your time
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Executing Monitoring Controlling and Closing a Project 
...ocess
Group involves bringing the project to closure; the decision to finalize the project and its phases or cancel the project will depend upon the situation. The three
Process Groups covered in this course entail many processes that are designed to manage progress, measure performance, take corrective action if need be, and document lessons learned. Competent project managers understand that
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Ethics and Professional Knowledge PMBOK aligned 
What does being ethical mean? How does one make the best ethical choice in a complex project management environment? What are legal requirements, and how can you spot the moment when conflict of interest has occurred? In today's world, project managers must have a clear comprehension of these ethical responsibilities. Project managers must also be aware of their professional duty to contribute to
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Accepting the Decision Implement Decisions 
This course helps learners to identify progress points and areas for future improvement at the conclusion of the problem resolution process. Professionals who want to resolve workplace challenges more effectively.
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The Role of Critical Thinking in Organizations 
...undation for all effective planning, problem-solving, and decision-making activities. Employees who can analyze and reason consistently and proficiently furnish a cost-efficient resource that results in a distinctive competitive advantage. Workers who are skeptical of quick fixes and operational dogma pay attention and generate productive ideas. They are intellectually competent to chart new
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Developing Fundamental Critical Thinking Skills 
...increasingly consequential as organizational planning and decision making become more distributed and reliant on written and verbal communication factors. Developing Fundamental Critical Thinking Skills coaches you through the acquisition of an array of critical skills that can help you improve your information processing and delivery agility. You also will learn how to maximize your
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Preparing a Business Case 
...thout a written business case, your chances of persuading decision makers within your organization to implement your new project idea, instead of a competing project, stand little chance. This course prepares learners interested in the development of effective business cases. You will learn what a business case is and when one is used, what research you need to do before you start to write a
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Writing a Business Case 
...ess case will help you justify resource allocation to key decision makers and secure funding for your project. Otherwise, you may be eaten alive by the competition In this course, you will learn how to plan, write, and present a business case to persuade key decision makers in your organization that your proposal is a winning initiative. This course will show you the principles for preparing an
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Effective Mentoring 
Perhaps your organization has asked you to help induct a new employee. Maybe a junior colleague has approached you for guidance. Or perhaps you want to "fast track" a rising star into a particular leadership position. Whatever the case, before you sign on as a mentor you'll want to learn all you can about the process, from how mentoring benefits you and your career to how you can best assist your
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Becoming a Manager 
What does becoming a manager involve? What skills are needed to be a good one, and what will others expect of you? These are all natural questions for anyone who is about to become a manager, or who has recently been promoted. Moving into a first management role represents possibly one of the biggest changes in your working life. The transition from player to manager is an exciting, but
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Leadership and the Knowledge Worker 
What are your company's most valuable assets? For many of today's companies, it's the knowledge and experience of their workers. Does your company know how to best use this intellectual capital? Is your company a nurturing environment for knowledge workers? In this course, you'll learn about intellectual capital, how to lead your company from the front line to retain and increase its intellectual
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Managing the Delegated Environment 
...e insight into several areas including change management, decision making, and developing performance standards. You will also acquire skills in supervising, empowering, and providing effective feedback in a monitored situation. By participating in this course, you will become a proficient manager of a delegated environment. Individuals who have the opportunity to distribute their workload;
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Hiring Considerations 
Recruitment is a complex and important activity for a manager. Effective hiring requires effective preparation. The recruitment process must be fair and safe, and there is plenty of legislation to trip up the unwary manager. Getting any part of this wrong is expensive, time consuming, and damaging to the good name of the company. This course will give you a brief overview of the major employment
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Selecting the Best Applicant 
...decisions is always difficult, and that applies particularly to choosing a new employee. This course will show you the most effective methods for evaluating and choosing the best applicants. It will show you how to analyze the information from the interview--by working in a focused framework--and how to compare candidates. You will examine and avoid the most common problems with decision
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Managerial Decisions and Capital Budgeting 
...decisions involve choosing between alternative courses of action and developing formal plans for future action. This course explains several methods of analysis that can help business managers to choose alternatives that offer the highest rate of return on investment or the greatest reduction in costs. In this course, topics such as capital budgeting and managerial decisions provide you with
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Overview of Managerial Accounting 
...ncial information to business managers and other internal decision makers of an organization. This course examines how managerial accounting information is gathered, and how it is used by business professionals to make effective decisions. Lessons such as fundamentals of managerial accounting, cost accounting concept, and managerial accounting approaches will provide you with the concepts,
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PrimeFinance Making Investment Decisions 
...decision points that support capital budgeting within an organization, and continues to explore how a range of techniques (including
CVP,
NPV, payback,
IRR, and
ARR) can be used to conduct short- and long-term project evaluations within this process. Department managers who need to take on budgetary responsibilities, input into business decisions and participate effectively in management
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Behavior Putting Your Best Foot Forward 
...o assume more responsibility and be more active in office decision-making. This course will show you some ways to assess yourself to ensure you're ready to work towards a new role. It will also show you some techniques for interacting with co-workers, subordinates, and superiors. In addition, you'll see how to project self-confidence and to become the kind of person to whom people give their
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Analyzing Cash Flow Statements 
...decision? They can be hard to make, especially since a bad decision can ruin a company. Fortunately there is a way to make a more informed and better business decision; by analyzing your company's financial statements. They contain information that can help you improve your company's efficiency and overall effectiveness. Cash flow statement analysis focuses on determining your company's ability
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Redesigning Your Organization Part II 
What do you do after you've created an idealized design for your organization? This course will provide you with the skills you'll need to successfully implement an idealized design in your organization. You'll study the groundwork for learning, including how to use adaptive learning and how to be an advocate for adaptive learning. You'll learn about democratic hierarchies, decision-making
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Strategic Decision Making 
The field of IT management continues to evolve as new methodologies and technologies are made available and adopted by the marketplace at large. Deciding what kinds of work your firm should outsource, whether to lease or buy, and the kinds of projects best kept in-house are matters of crucial concern to any IT manager. At the same time, an array of resource planning and management tools--CRM,
ERP,
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Six Sigma Reducing Variation to Improve Quality 
What, do you expect everything to be perfect? How would you respond if one of your employees said that to you? You might consider saying, "
Well, yes " In fact, striving for near perfect quality is reasonable and achievable. It's a matter of reducing variation through the use of
Six Sigma. "
Variation," or deviation from what the customer wants, may be inherent in the business world, yet by
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Six Sigma Listening to the Voice of the Customer 
Let the buyer beware. That old business maxim of caveat emptor once struck fear in the hearts of many wary consumers. Now there's a new reality:
Competition for consumer attention is intense across all industries and markets, so now it's the company itself which is being admonished to beware. That means businesses should be looking for the best way to gauge what its customers really need and want.
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Six Sigma DMAIC Analyzing the Data 
There's one thing that doctors, mechanics, and detectives sometimes share in common--getting to the source of something that's gone wrong in a system. Things go wrong in business systems too, and to get at the source of the problem, you have to dig down deep. This course is all about making sure
Six Sigma Green belts and team members dig deep enough, to where the solutions are simplest. In order
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Six Sigma DMAIC Analyzing the Process 
Imagine the perfect cup of coffee--it tastes and smells great, it's served at exactly the right temperature, and, best of all, it satisfies you every time. Because it's perfect, you find yourself returning again and again to the cafe that sells it. The perfect cup of coffee--or the perfect product or service--is what
Six Sigma is all about. To achieve Six Sigma, a product or service has to be 99.9
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Competitive Factors in Strategic Marketing 
...n existing one. Now you've got to present the case to the decision-makers to go forward. What kinds of topics should you include in your strategic marketing plan? In this course you'll learn exactly what to consider as you develop and present your plan, including market data and competitor capabilities. Then you'll want to plan out the target deadlines for each task required to make this plan
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Financial Analysis for Successful Marketing 
Whether you have a "head" for numbers, or a "dread" of numbers, no strategic marketing plan will be successful without a thorough financial analysis. The final course in this series takes a user-friendly, interactive approach to help you master the numbers game. You will analyze typical financial parameters associated with setting up a financial budget as part of an overall marketing strategy.
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A Manager s Introduction to Business Law 
This course introduces managers to the fundamental concepts of business law. It begins by exposing some prevalent legal misconceptions shared by management and establishes the true role that law plays in society and business. The relationship between business ethics and law is explained and how managers serve as vital role models for demonstrating ethical business practices. This course also
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Programming Logic and Techniques 
This course is meant for end users. It aims to teach users the basic concepts of computing and programming language, and the usage of programming methods and elements. People who want to have a fairly good knowledge of the concepts of programming logic and techniques.
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Fundamentals of C Programming 
This course introduces the C language and the concept of object-orientation to students. The students also learn about objects and classes and their relation to functions. Finally, the students learn how to create functions, pass arguments and return values. Programmers who have functional experience in programming using a structured language like C or
Pascal constitute the primary audience for
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OS 390 Managing DB2 Data Warehouse 
This course presents an overview of issues involved in managing a data warehouse. Included are discussions of inflowing data from a variety of sources, converting and storing data, synchronizing data in a distributed environment, and accessing data for decision-support. The course is designed for managers and technical professionals who are considering implementing a data warehouse using
DB2.
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Gathering Requirements 
This module outlines a formal five-phase approach to network design. . It can be used by an outside consultant or an internal
Information Services (IS) group. This network design process, as presented here, is very methodical. This level of detail helps ensure that the designer gathers all necessary information, considers all options, and keeps all key players well informed. Experienced network
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Organizational Crisis Management - Managing a Crisis 
This course focuses on management during and after a crisis. It starts by covering challenges presented by crises the importance of crisis recognition and immediate management strategies on sudden crisis outbreak. It then moves on to management of information decision-making and managing with regard to legal issues. The final section covers guidelines for managing specific crisis types for
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Microsoft Windows Server 2003 Designing Security Part 1 
The course covers designing a secure network infrastructure. Topics include assembling the design team modeling threats and analyzing security risks in order to meet business requirements for securing computers in a networked environment. The course encourages decision-making skills through an interactive tool that simulates real-life scenarios that the target audience may encounter. This course
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Project Management: Risk Management 
This program covers classifying project risks, how to distinguish business risk from insurable risks, how to know when to take risks and when to avoid them, and the actions included in project risk management. In addition, this program provides instruction on how to identify and classify risks according to their level of impact, and how to use specific tools in risk identification. This program
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e-Business Part 6: Working with Employees 


This course covers establishing acceptable use policies, email etiquette, company-employee communication and employee-employee communication. Finally, it needs to cover guidelines for building the
Intranet and establishing document sharing.
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MS Office 2000: Excel for Experts I 


This course teaches the student how to customize the
Excel interface, automate tasks and perform complex calculations. The student will also look at generating customized reports to facilitate analysis and decision-making.
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Sales Skills: The Fundamentals 
In
Sales Skills:
The Fundamentals participants will learn the six basic steps of the sales process how to understand their client's decision-making practices and the meanings of commonly used sales terms. In addition participants will learn how to establish credibility and how to take a proactive approach to sales.
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Conducting Meetings: Managing a Meeting 
Conducting
Meetings:
Managing a
Meeting enables participants to improve their ability as a meeting leader. They acquire the knowledge and skills they need to facilitate situation analysis brainstorming and decision making in a meeting as well as techniques for fostering creative thinking and for managing conflict among meeting participants.
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