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Managing People : Reviewing a Coaching Experience ...ple you work with through effective coaching. If you have recently coached a person the experience may have been positive or not so positive. In this course you'll examine a set of questions to help you decide whether this person was the best coaching candidate: whether you, the business and that person benefited from the coaching experience and whether you overcame obstacles to coaching. You  more...

Progressing through the Complex Sale High-value purchases impact across the whole 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  more...

Presenting Your Proposition Even the most confident sales people can feel their self-assurance dissolve when required to make a formal sales presentation. This course is about giving you the confidence, not only to present, but also to get commitment from your customer. Demonstrating a structure that can be adapted to most situations, this course will equip you with the skills needed to deal with the most intimidating  more...

Negotiating to Mutual Benefit The key to being a skilled negotiator is understanding the difference between negotiating and giving money away. This course demonstrates the stages and rules that will gain you a win/win solution, and with it long-term business. If you follow the guidelines set out here, you will be able to handle customer strategies and still close the deal on terms that keep both your company and your customer  more...

From Executive-level Sale to Strategic Partnership Selling at an executive level doesn't stop when the contract is signed. To develop the business and prevent attack from the competition, major accounts need nurturing. This course illustrates how knowledge of various corporate cultures will give you a customer compatible approach that safeguards and maximizes your account revenue. Salespeople who sell at an executive level and obtain and maintain  more...

Preparing for the Executive-level Sale Simulation ...a national direct mail service provider. Your company has recently made a large investment toward the goal of becoming a "one-stop" shop with its new Fulfillment Division. You are charged with selling the new fulfillment service to your existing client base, as well as prospecting for new accounts. As you begin preparing to sell the new service, you discover that one of your clients,  more...

Progressing through the Complex Sale Simulation ... Corporation, a national direct marketing firm, which has recently opened its Fulfillment Services Division. You are charged with selling this service and have identified a potential prospect. In this simulation, the second of three in this series, you have gained access to the buying influences at MicroGalaxy, an electronic component supply company, which is evaluating the possibility of  more...

Closing Executive-level Sales Simulation ...on, a national direct mail service provider. Your company recently made a large investment toward the goal of becoming a "one-stop" shop and now offers fulfillment services. You are responsible for selling these new services to your existing client base, as well as prospecting for new accounts. You have previously identified, researched, and analyzed a promising potential client, MicroGalaxy  more...

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,  more...

Essentials of External Consulting ...f years of general management experience, or you may have recently acquired a management qualification. Perhaps you've now been asked to deploy your knowledge in an external consulting role. What do external consultants really do? Although they may work in a variety of disciplines, clearly the role means being an advocate or representative of your organization. For such a role, you'll need  more...

Evaluating Internal Assignments So, is it success or failure? It's crucial that you take time to review your project and confirm outcomes on completion. What has been achieved, and what didn't go as planned? And how have you performed personally? Of course, success depends on your ability as an internal consultant to continually develop in the role, increase your skills, and make overall improvements in your performance. This  more...

Essentials of Internal Consulting You may already have a reputation as something of an area specialist. Perhaps you've now been asked to deploy your knowledge in an internal consulting role. Or maybe you've always been attracted to this role and you would now like to find out more? What will it mean for you? What does an internal consultant do? How do you become one? And if you have just become one, what is expected of you? This  more...

Consulting with the External Client Simulation Modern corporations employ consultants for their experience, knowledge, and skills. The primary 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  more...

Evaluation and Review So, is it success or failure? It's crucial that you take time to review your completed project and confirm the outcomes. What has been achieved, and what didn't go as planned? And how have you performed personally? Of course, success depends on your ability as an external consultant to continually develop in the role, increase your skills, and make overall improvements in your performance. This  more...

Managing Delivery Delivering to clients is the most important thing you do as an external consultant. Everything else--the selling and the fighting to win the contract--stands for nothing if you fail to deliver outstanding results time and time again. To keep your reputation intact, delivering to time, quality, and budget is the very least that you must achieve. To ensure that clients remain enthusiastic about what  more...

Diagnosing and Planning Your success as a consultant depends on your ability to diagnose each situation correctly. You need to use your previous experience, and bring fresh ideas to every new contract. Frameworks and models help you to make an effective diagnosis. They help you to evaluate the strategic position of the client organization, which is vital. To deliver solutions that are relevant and appropriate to the  more...

A Workable Solution for Internal Clients One of the many challenges of working as an internal 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  more...

Establishing a Relationship with Internal Clients Even if your clients are internal to your organization, you still need to spend time getting to know them, and understanding what it is they require from you. When you are dealing with internal clients, there may be a temptation to think you know everything about them, and about the project. This course will stop you from making that mistake. It will enable you to understand your clients' needs  more...

Internal Consulting Skills What skills do you need to be a successful internal consultant? What skills do you have already, and which should you develop further? This course gives you the opportunity to review your existing abilities and ways of improving your current performance. Internal consulting is not only about your specialist or technical knowledge. It's about your ability to communicate. If you fail to get your  more...

Project IT Management Simulation - The Early Stages ...To further simplify the buying process, American Auto has recently embraced the idea of upgrading its web site's virtual showroom to allow for online purchasing of vehicles for national delivery. With the new web site, a customer will be able to choose the year, model, and options of their new vehicle and then purchase their vehicle without ever having to set foot in a dealer showroom. After  more...

Project IT Management Simulation - Design to Rollout ...To further simplify the buying process, American Auto has recently embraced the idea of upgrading its web site's virtual showroom to allow for online purchasing of vehicles for national delivery. With the new web site, a customer will be able to choose the year, model, and options of their new vehicle and then purchase their vehicle without ever having to set foot in a dealer showroom. After  more...

Critical Thinking Strategies Simulation ...recently been hired as the general manager at Retail Management Software (RMS). The company began as a small start-up company five years ago, developing software that helps retailers create, manage, and fulfill consumer demand. The founders and owners, Fred Chambers and Larry Busby, and their small team worked hard and developed great products. Recently, RMS' business has increased a great  more...

Becoming a Manager ...s 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 challenging, one. It takes most people out of an area in which they have been comfortable and successful for some time into more unfamiliar territory.  more...

A New Manager s Responsibilities and Fears Promotion to management is obviously welcome and something to celebrate, but when the initial excitement is over, you may begin to wonder about your new responsibilities. Your main focus is now on managing the activities of others and ensuring that the company's resources are used effectively. Apprehensions about whether you are able to do the job are natural--it merely indicates a healthy respect  more...

Moving into Management Simulation ...Recently your boss, Sonya Black, promoted you to Marketing Manager. Your main focus is now on managing the activities of others. You'll initially find that some of your coworkers' expectations of you have changed. Some of your former colleagues will have trouble accepting your promotion, and you will need to respond appropriately to their negative reactions. This will involve confronting and  more...

Leadership in Management Simulation ...dication, industry knowledge and hard work have paid off, recently earning you a promotion to manager of the department. But with the new title comes new challenges--some from sources you may never have expected. But challenges like these are all part of moving into management and assuming the mantle of leadership. This simulation is based on the SkillSoft series "Moving into a Management Role"  more...

Averting Problem Performance Simulation ...hannel. The six other writers for the show report to you. Recently, one of these writers resigned, so you need to hire a replacement. You will need to avoid hiring a problem performer by selecting the right person. Once you select that person, you'll need to communicate job requirements and provide resources in order to enable achievement. You'll also need to give the new writer performance  more...

360-Degree Performance Appraisal Simulation ...ler and service provider of computer networking hardware. Recently, the company decided to experiment with a 360-degree performance feedback system, hoping to replace the traditional manager-level review process. This simulation is based on the SkillSoft series 360-Degree Performance Appraisal and provides links to the following courses: MGMT0151, MGMT0152, and MGMT0153. Executives and Human  more...

Advanced Administrative Support Simulation ..., and report to Maxine Washington, Merchandising Manager. Recently, you were disappointed when Maxine turned you down for a promotion. During a meeting with Maxine, you'll have the opportunity to find out to why she didn't promote you. You'll need to listen actively and effectively to her constructive criticism. Also, you will need to deal with this criticism like a professional. After the  more...

Deployment Tasks for Microsoft Commerce Server 2000 To describe how to deploy Commerce Server 2000 IT professionals who wish to use Commerce Server 2000 to implement and design e-commerce solutions; students preparing for Microsoft certification in the Designing and Implementing Solutions with Microsoft Commerce Server 2000 exam  more...

Digital Payments To identify the main components of Internet commerce payment systems and to recognize new and recently outdated payment trends Computer professionals already engaged or seeking to be involved in network design, implementation, consultancy and support; IT and business managers who need to learn about current and future digital payment technologies; students investigating or researching digital  more...

Microsoft Commerce Server 2000 Design and Implementation Part 2: Users, Objects, and Catalogs This is the second course in a five part series that covers the importance of user authentication and how to set up identification, authentication, and profiling systems for anonymous and registered users. The course also focuses on catalogs in a Commerce Server Web site, the tools used to create one, and the skills required to build Web pages to browse and search catalogs.  more...

Fundamentals of Dreamweaver 3.0 ...recently web site developers used HTML coding while creating web sites. However writing HTML code for a large web site is a time consuming task. To ease the process of web site creation Macromedia's DreamWeaver was developed which is a graphical editor. DreamWeaver has taken the WYSIWYG web site development world by storm. DreamWeaver 3 provides many features that enables the student to  more...