Online Sales eLearning

NEGOTIATIONS SKILLS FOR SALES PROFESSIONALS NEGOTIATIONS SKILLS FOR SALES PROFESSIONALS  more...

SALES FOUNDATIONS SALES FOUNDATIONS  more...

SALES TEAM MANAGEMENT SALES TEAM MANAGEMENT  more...

COMMUNICATION 101 COMMUNICATION 101  more...

SALES MANUFACTURING A SUCCESS MODEL SALES MANUFACTURING: A SUCCESS MODEL  more...

PROFESSIONAL SELLING IN THE KNOWLEDGE ECONOMY PROFESSIONAL SELLING IN THE KNOWLEDGE ECONOMY  more...

SELLING AT THE EXECUTIVE LEVEL SELLING AT THE EXECUTIVE LEVEL  more...

STRATEGIC ACCOUNT SALES SKILLS STRATEGIC ACCOUNT SALES SKILLS  more...

TERRITORIAL ACCOUNT SALES SKILLS TERRITORIAL ACCOUNT SALES SKILLS  more...

FIELD SALES SKILLS FIELD SALES SKILLS  more...

INSIDE SALES SKILLS INSIDE SALES SKILLS  more...

Excel 2002 Advanced Excel 2002: Advanced Microsoft Lesson 1: Sorting & Filtering Data Introduction Lesson Objectives Opening Excel Importing Data From A Web Page The New Web Query Dialog Box Selecting A Table Navigating Pages Web Query Options Saving A Web Query Placing Data The External Data Toolbar Editing A Query Data Range Properties Refreshing Data Running A Saved Query Full Screen View  more...

Oracle 11i Organization Forecasting and Integration Oracle 11i: Organization Forecasting and Integration Oracle To use organization forecasting for project planning and administration, and integrate Oracle Projects with Oracle Sales and Oracle Advanced Product Catalog to manage sales and product lifecycles  more...

Conflict of Interest Simulation ... assume the role of an HR generalist assigned to a branch sales office for KTW Home Supplies, a major manufacturer of consumer home goods. As the simulation opens, you will be approached by a salesperson who wishes to speak to you confidentially regarding a possible conflict of interest that she has witnessed. The simulation is based on the SkillSoft course, "Conflicts of Interest in the  more...

Field Sales Foundations ...Sales Foundations Many field sales representatives are set loose on their assigned territories armed only with a few sales tips and some information about the products and services they're selling. This course builds the foundation for a strategy that changes the customer's perception of the salesperson from a mere vendor to a consultant and true business resource. Field Sales Foundations  more...

Planning Your Field Sales Approach ...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  more...

Applying Your Field Sales Approach ...Sales Approach A unique quality of effective field sales representatives is their ability to assess their customers' 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  more...

Completing Your Field Sales Approach ...Sales Approach What does it take to successfully present valuable solutions and close sales while achieving a sense of accomplishment and trust between you and your customer? Completing Your Field Sales Approach highlights how to present sales solutions and close sales with your customers. Included in the course are steps and tips for overcoming customer objections effectively. You'll  more...

Preparing for Outbound Sales Calls ...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  more...

Initiating Outbound Sales Calls ...Sales Calls Fifteen seconds doesn't sound like very much time, does it? As an inside sales consultant, you will have a lot riding on what happens in those few seconds. That is usually all the time you have to make a solid, positive impression on your customer. Knowing how to initiate an inside sales call is a key to your success. In this course, you will learn the strategies for dealing  more...

Completing Outbound Sales Calls ...Sales Calls You might have heard the saying, "it ain't over 'til it's over." This is especially true with inside sales calls. To be a successful inside sales consultant, you need to know how to keep your customer's attention all the way through the close of the sale. In this course, you will learn strategies for contacting the decision maker and for dealing with gatekeepers. You will  more...

Preparing for Inbound Sales Calls ...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  more...

Completing Inbound Sales Calls ...Sales Calls Everything you do in an inbound sales call leads up to the completion of the sale. A successful inside sales consultant knows how to keep a customer's attention all the way through the close of the sale. In this course, you will learn the process for assessing a sales opportunity, the four factors used to qualify a sales opportunity, and strategies for qualifying a sales  more...

Building a Winning Sales Team ...Sales Team Championship teams win titles because they are comprised of members who are talented athletes possessing the right combination of skills, attitude, and enthusiasm to go out and win. The members of a winning sales team must also have the right skills, attitude, and enthusiasm to be successful. As a sales manager, how do you build an effective sales team? This course delivers  more...

Using Business Tools to Manage Sales Teams ...Sales Teams Managing your team is an important part of your job as a sales manager, but it isn't the only hat you wear. You also have to manage the business side of your sales manager position. For example, you have to know how to forecast sales accurately to determine the goals that your sales team will set. Like many sales managers, you've probably asked yourself, "How do I successfully  more...

Motivating a Winning Sales Team ...Sales Team Famous college football coach Lou Holtz said, "Ability is what you're capable of doing. Motivation determines what you do. Attitude determines how well you do it." As a sales manager, what can you do to make a difference in how your team members' use their abilities? How can you increase their level of motivation and create positive attitudes? In this course, you'll learn how  more...

Communicating in Sales Teams ...Sales Teams You already recognize that information is power, but do you understand the role that communication plays in disbursing information? The success of organizations in today's business climate depends on the fast, efficient dissemination of information, and that can only come about through effective communication. This fact is true at the corporate level, at the sales level, and  more...

Sales Communications Foundations ...Sales Communications Foundations William Safire, a columnist for the New York Times, said, "To communicate, put your thoughts in order; give them a purpose; use them to persuade, to instruct, to discover, to seduce." This is true especially for the sales professional. As a sales professional, you are a professional persuader. You must possess the communications skills to effectively  more...

Sales Communications Essentials ...Sales Communications Essentials For your value proposition to be perceived as credible and persuasive, you need to master how to craft and communicate your message. "Sales Communications Essentials" will help you cultivate the skills to successfully send your sales message. Think about it: sales professionals act as counselors by helping customers bring clarity to their wants and needs;  more...

Telesales Communications ...sales Communications Since Alexander Graham Bell said, "Mr. Watson, come here, I want you," to his assistant on March 10, 1876, the telephone has become the major person-to-person communications tool. It has taken a place of dominance in the sales industry. As a professional salesperson, it is vital that you have effective telesales techniques.As a communications medium, the telephone has  more...

Sales Manufacturing TM Identifying Sales Opportunities ...Sales Manufacturing(TM): Identifying Sales Opportunities William Penn (founding-father of Pennsylvania) said, "Method goes far to prevent trouble in business: for it makes the task easy, hinders confusion, saves abundance of time, and instructs those that have business depending, both on what to do and what to hope." For the sales professional, there is such a method that will make tasks  more...

Sales Manufacturing TM Sales Production ...Sales Manufacturing(TM): Sales Production The Sales Manufacturing(TM) model places all the small efforts involved in sales together into a comprehensible system for sales success. The Sales Manufacturing(TM) model represents the framework for building sales processes rooted in the proven best practices of the sales profession. The Sales Manufacturing(TM) machine challenges you to view  more...

Sales Math 101 Developing a Sales Plan for Success ...Sales Math 101: Developing a Sales Plan for Success Bernard Berenson, the prominent American art critic, said, "I would, I could stand on a busy corner, hat in hand, and beg people to throw me all their wasted hours." Would you like to recapture your wasted hours? Unfortunately that is impossible, but you can make the most of the hours in your day with the help of this course. Sales Math  more...

The Profession of Selling ...he following definitions relate to a successful career in sales: Principle - a rule or code of conduct; Strategy - a careful plan or method especially for achieving an end; and Skill - a developed or acquired ability. These three terms help describe the difference between sales as a profession, and sales as simply a job. "The Profession of Selling" course is designed to present the principles,  more...

Professional Selling in the Knowledge Economy Professional Selling in the Knowledge Economy Since the beginning of time, wealth and power have been associated with control of the dominant form of capital supporting the economy. With the dawn of the Agricultural Age thousands of years ago, wealth and power became associated with the control of land. Those who controlled the most fertile or strategically defensible lands dominated the  more...

Prepare for Success Prepare for Success The success of any executive-level sale is founded on the preparation that is completed before contact is made. Identifying what is likely to be required, and having that planned or in place in advance of the sale, are marks of a true professional. Based on practical methods and techniques, this course takes you through the initial stage of an executive-level sale, and  more...

Strategic Planning Strategic Planning Selling high-value contracts is fiercely competitive, with buyers setting stringent criteria by which to judge prospective key suppliers. Success at this level requires knowledge of these criteria and an awareness of what will be required to ensure that your proposition is viewed most favorably. Using "stripped down" project management techniques, this course outlines the  more...

Progressing through the Complex Sale 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  more...

Presenting Your Proposition ...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  more...

Negotiating to Mutual Benefit 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  more...

From Executive-level Sale to Strategic Partnership 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.  more...

The Strategic Account Sales Approach ...Sales Approach A successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help ensure predictable, repeatable, and measurable results. In this course, you'll learn about the strategic account sales (SAS) approach for successful sales. You'll start by gaining an understanding of the premises and strategy behind  more...

Understanding Your Customer ... about the first major component of the strategic account sales (SAS) approach: research. You'll start by learning about the key areas to research using the SAS approach and where to find business information sources about your client. Next, you'll explore researching your customer's business and key players and applying what you learn to the process of account planning. And finally, you'll  more...

Conducting Effective Sales Research Meetings ...Sales Research Meetings Researching your target accounts is important for understanding your customer's business. But only by conducting research meetings will you learn the "inside" information you need to truly understand the business fit between your company and your customer. In this course, you'll learn about bringing your research and communication skills together in strategic  more...

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  more...

Delivering High-impact Sales Presentations ...Sales Presentations The most important 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)  more...

The Territorial Account Sales Approach ...Sales Approach A successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help to ensure predictable, repeatable, and measurable results. In this course, you'll learn about the territorial account sales approach for successful sales. You'll start by gaining an understanding of the premises and strategy behind  more...

Understanding Your Target Customer s Business Understanding Your Target Customer's Business Imagine trying to sell a product or service to a customer that you know nothing about. Do you think it would be an easy process? Probably not. The better you know your customer, the better your chances for success. In this course, you'll learn about the first major component of the territorial account sales (TAS) approach--research. You'll gain  more...

Effectively Using Customer-focused Research Meetings Effectively Using Customer-focused Research Meetings In this course, you'll learn about bringing your research and communication skills together in territorial account research meetings. By conducting research meetings, you'll get the inside perspective you need to truly understand your customer. You'll start by learning how to prepare for an effective research meeting. Next, you'll explore  more...

Gaining Access to Key Personnel at Your Target Accounts ...out 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 target account and dealing  more...

Delivering High-impact Territorial Account Sales TAS Presentations ...Sales (TAS) Presentations In this course, you'll learn about the third major component of the territorial account sales approach--presentation. Your presentation is the most important meeting 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  more...

Business Ethics Simulation ...sales manager at the Gray & Becker tool company. The company makes and distributes consumer- and contractor-grade power tools to retail outlets. G&B has always been a leader in the tool industry and has maintained an impeccable reputation for quality, reliability, and safety. The latest tool produced by G&B is a rechargeable, cordless, and high-powered nailer designed for roofing and framing  more...

Diversity Awareness Simulation Diversity Awareness: Simulation You're employed as an account manager for NGF Integrated Products - a US-based circuit board manufacturer. As a result of expansion into new sales territories, your company has been broadening its workforce, and employee diversity is starting to be addressed more formally. As a participant in the new training initiative, you've been sent to a diversity  more...

Operations Management Product Service Management ...e. It involves a wide range of operations, marketing, and sales related activities. These activities encompass the entire range of product life cycle - from the conception of a new product or service idea, to its design and launch, and later through its growth, maturity, and decline stages. Operations aspects of product management are very vital to the success of new and existing products and  more...

Marketing Essentials Promotion ...s interested in your products and services? What kinds of sales and advertising strategies will you use? How will public relations support your promotional strategies, if at all? Promotion, a key aspect of the marketing mix, focuses on raising awareness about your product and service offerings among key customer target groups. This course will provide insight into how to design promotional  more...

SAP Enterprise Resource Planning ERP ...a, human resource-specific data, inventory, planning, and sales data. This data comprises what is known as the General Ledger, Accounts Receivable, and Accounts Payable. Understanding how to navigate SAP's menu structure to accomplish the entry of this data is central to one's ability to effectively use SAP ERP in an organization. This course introduces the SAP ERP menu system relating to the  more...

SAP Business One Introduction for End Users ...ides an entire set of core modules, including financials, sales, operations, customer management, and logistics, which enable a small-sized to medium-sized enterprise to manage all aspects of the business. This course provides an overview of the core functionality of SAP Business One including financials, sales, customer management, inventory, and reporting. In addition, the content is  more...

SAP Logistics Modules SAP Logistics Modules SAP The SAP Logistics modules help enable automation of supply chain operations related to logistics. Logistics refers to all the tasks a business performs in order to get a product or service to its desired location or state. This course discusses how the SAP Logistics modules enable Materials Management, Production Planning and Control and ultimately Sales and  more...

Professional Selling in the Knowledge Economy Simulation ..., strategies, and skills that - when integrated into your sales career - will help you reach your personal and professional goals. You are a salesperson for the Paper Docs Company, a leading supplier of all document imaging products and supplies including photocopiers, fax machines, and printers. As a new hire, you will need to make good decisions to position yourself for a long and prosperous  more...

Field Sales Skills Simulation ...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  more...

Sales Team Management Simulation ...Sales Team Management: Simulation During the course of this simulation, you will assume the responsibilities of a sales manager for Upper Crust Delectables--a thriving business that distributes gourmet baked goods to hotels and restaurants nationwide. Management has found a high degree of success with its sales force by employing a team approach, and you, a longtime employee of the  more...

Sales Communication Techniques Simulation ...Sales Communication Techniques: Simulation You have recently begun working as a sales representative for Clinical Protocols Software (CPS), Inc. CPS makes utilization review software. Your job is to sell a software product called Procedure Protocols Plus. CPS designed this product for managed care companies to use to evaluate proposed surgeries and make hospital length-of-stay  more...

Opportunity Development Simulation ... Simulation In this simulation, you will serve as a sales manager for Koshi Electronics, a manufacturer of business equipment whose product lines run from calculators to multifunction fax units and professional-grade copiers. With a combination of inside and field-sales personnel, Koshi sells its products strictly on a business-to-business level, focusing on three market segments:  more...

Business Contact Manager with Outlook 2007 ...h Business Contact Manager helps to save time and improve sales and marketing to ensure excellent customer service by providing customer and contact management in one central location. It allows you to easily manage all your contacts, customer information, and opportunities in one location making it easier to find and manage. It also allows you to create marketing campaigns and send them to  more...

SAP Customer Relationship Management CRM ...use this module to effectively plan and manage marketing, sales, and service campaigns as well as analyze related processes. SAP CRM supports the entire customer relationship cycle, beginning with customer contact, through to order fulfillment, customer service, and reporting. This course will focus on the marketing, sales, and service modules of SAP CRM and will introduce the learner to some  more...

Introduction to Sales ...Sales Sales is arguably the most important function in any business, yet it's one of the most difficult areas to master and manage successfully. There are several common questions people ask about sales. What is the difference between sales and marketing? Why do consumers and organizations buy, and what drives their purchase decisions? What are the key competencies required for effective  more...

Strategic Sales Planning ...Sales Planning Who are your target customers? What value propositions are you offering them and why? How do you plan effectively in order to maximize revenues and develop strong customer relationships? The use of strategic sales planning is one way to answer these important questions. Defining and developing an effective sales strategy is an essential part of any sales function and has a  more...

Preparing for Successful Sales ...Sales Selling can be a demanding, even daunting task. How do you develop a persuasive sales pitch? What makes for an effective sales presentation? What do you do when customers raise objections during a sales pitch? How do you close a sale? This course provides insight into the answers to these questions while it teaches you how to prepare for and deliver effective sales presentations  more...

Developing Strong Customer Relationships ... strong customer relationships is essential for sustained sales success. Understanding your customers' needs and what they value is arguably the most important aspect of successfully developing and nurturing these relationships. Building customer relationships, however, is not a simple task it requires strong communication skills and an in-depth knowledge about how your customers operate, their  more...

Working within the Sales Culture of Your Organization ...Sales Culture of Your Organization How is your sales team organized? Do you know the goals, principles, and culture that drive your sales efforts? To succeed in sales, you must understand the importance of your sales culture and how it influences your overall sales effectiveness. This course provides an introduction to sales cultures and highlights their importance in today's competitive  more...

Developing a Customer-Focused Sales Approach ...Sales Approach Many organizations base their sales approaches on their own products and services, the duration and scope of their sales cycle, and other internal considerations that do not effectively meet the needs of their customers. But wouldn't placing the customer at the center of the equation generate better results? The short answer is yes. A customer-focused sales approach is  more...

Negotiation Skills for Sales Professionals Preparing to Negotiate ...Sales Professionals: Preparing to Negotiate Effective sales negotiation skills are essential for any successful sales professional. However, being able to maximize the value of your proposal for both you and your customer isn't an easy task. This course provides direction on how to use a strategic negotiation process to strike effective, long-lasting, and profitable sales agreements with  more...

Negotiation Skills for Sales Professionals Value Exchange ...Sales Professionals: Value Exchange Negotiating concessions and exchanging value are integral aspects of any sales negotiation process. But when is the best time to make concessions? And how do you make concessions effectively so that you maximize the value of your proposal to the other side and maintain a position of power? This course provides detailed instructions on how to use  more...

Negotiation Skills for Sales Professionals Reaching Agreement ...Sales Professionals: Reaching Agreement One of the most difficult tasks in sales negotiations is overcoming barriers to agreement and closing the deal. Being able to understand and anticipate certain barriers is an essential skill for every sales professional. This course provides instruction on the following barriers to agreement: deadlock situations, a customer who doesn't trust you,  more...

Business Law Basic Concepts ...u in your daily activities. These include the function of sales and contracts, managing intellectual property, dealing with employment issues, and understanding your role in protecting your organization from liability. Although you don't have to be a legal expert, ignorance of the law is no excuse. By informing yourself, you can protect yourself and those around you from damaging legal issues.  more...

Getting the Job Offer You Want Learn the how to`s of getting the job offer you really want. It?s a jungle out there! Surviving in today?s tough job market is an upstream adventure-- whether you are just starting out, the victim of a layoff, or merely want to change careers. Traditional methods just don`t work any more. The complete course can either be taken as a whole or as three modules. Each module is designed to be  more...

Basic Internet Specialist Certificate ...who need a basic understanding of the Internet, including sales, administration, customer support, entry level, general office, tech support, and many more.Instructional materials and other support: Download of a textbook will be required. The link to order the e-book is here: http://courses.creatingwords.com/ebook.htm. This is supplemental material that will go along with your course. After  more...

Market Leadership in an E-Commerce Age This course will provide a detailed study of the principles of e-commerce. The students will be able to apply their understanding to organizational and life situations. Participants will work with the assumption that e-commerce and the information age have permeated every aspect of their daily lives. The course is expected to raise that awareness through self-assessments and begin to look at the  more...

Proven success in building an E-business Before you invest, learn the essentials of running an on-line business and avoid getting ripped off! This is an intense course designed to teach you the basics of building your own Internet business. If you think putting up a web site is all you need to do, you are DEAD WRONG! By taking this course you will learn how to control all of the costs associated with starting an Internet business  more...

Contract Law Contracts form the primary basis for commercial activity in society. Learn the A-Z basics of contract law. By creating rules about what constitutes contracts (basic contract law), society describes those agreements that help a society to conduct business. Specialized rules apply to sales and lease contracts. For this Basic Completion course, students will contact the instructor who will guide  more...

QuickBooks Pro 2000 Level 1 This introductory course takes the student through the basic accounting functionalities of QuickBooks Pro 2000. The course will also show basic QuickBooks users how to use Help features to assist them in answering their questions. This introductory course takes the student through the basic accounting functionalities of QuickBooks Pro 2000. The topics that will be discussed include creating a  more...

Closing the Sale ...sales people are unable to complete the only element of a sale that results in incomea closing. This course examines the issues related to preparing and setting the stage for a commitment to buy, looks at some of the reasons that this is such a tough step for many aspiring sales professionals, and gives techniques and methods for making sure it happens. IMPORTANT NOTE: INTERNET EXPLORER (IE)  more...

Creating an Effective Sales Team ...cription -- Leadership is the most important element of a sales forcea ™s success, and it has some unique challenges. In this course, a sales force leader will learn how to get a sales team organized, motivated, and focused on results. There are suggestions and tools for creating a cohesive team, developing a high level of commitment to goals, and coaching sales professionals for improved  more...

How To Master Sales Skills ...Sales Skills bundle will develop the most essential skills in sales personnel without extensive away-from-work classroom training. Based on fundamental best practices, these courses prepare new sales personnel to be effective. They create a common baseline set of processes for an entire sales organization, regardless of previous experience, to follow as standard procedures. IMPORTANT NOTE:  more...

Mastering Cold Calls Course description -- There are some specific strategies that can help a sales person become more confident and competent in making cold calls, and this course has them. It describes both the technical and the psychological techniques and methods to help you overcome your apprehension and conduct a call that gets results. IMPORTANT NOTE: INTERNET EXPLORER (IE) BROWSER REQUIRED - can`t use Netscape  more...

Negotiating for the Sales Professional ...sales professional knows how to meet customer needs while assuring reasonable terms and profit for his or her own company. This course has techniques for identifying customer expectations and determining how to meet them in a way that both parties are satisfied by the results. There are checklists and discussion guidelines to help a sales professional master this essential communication skill.  more...

Qualifying Sales Prospects Course description -- Everyone must manage the time and energy they have to get the most results for their efforts. For sales professionals, part of this efficiency comes from qualifying sales prospects. This course has tools, techniques and methods for making sure that you are following sound principles as you qualify prospects and determine where to invest your time for the best potential  more...

Telephone Sales Skills Course description -- This course identifies the specific selling techniques and strategies that sales people need to be effective over the phone. It gives suggestions for relieving the anxiety of picking up the phone; checklists to make sure you are prepared for that all-important conversation, and techniques for polishing your over-the-phone approach. IMPORTANT NOTE: INTERNET EXPLORER (IE)  more...

The Internet - Applying the Basics to your Business Conducting business research through the Internet Module 1. Introduction to the Internet In this module, the basics of starting out on the Internet are explained,especially for those participants who have never used a computer before. It is user friendly and in easy to understand language, so it is not confusing to the participants. The basic language of what the Internet is, what are search  more...

Selling With an Unfair Advantage: No Lying, Cheating or Deception This course will teach you all you need to know about QuickBooks Pro 2003. Beginning, Intermediate and Advanced titles are included in this engaging and comprehensive course. This course is designed to help business owners without previous accounting or QuickBooks experience to learn the basic, intermediate, and advanced terminology of accounting and to get quickly up to speed on QuickBooks and  more...

Influence Your Customer to Take Action and Buy Achieve the right personal chemistry throughout the selling process. Selling is a balance of give and take. You give your customer what they want to know about your product or service can do for them, and then they `take` it from you in exchange for a price. Most often referred to as closing, you ask them to make a decision by suggesting they take action. According to the old school of  more...

Selling the Way Your Customer Buys ...rvation and listening skills. At the core of an effective sales relationship is the ability to act as a consultant who solves problems. Whether you spend six months or six minutes with someone, today?s buyers expect you to show you care, to pay attention to their unique needs and to help them to buy rather than leaving them feel like they were sold. Big difference. As product differentiation  more...

How to Build And Maintain Rapport With Your Clients ...h your clients and get beyond small talk. Whether it`s a salesperson with customer, manager with employee, teacher with student or parent with child, rapport skills are the foundation for successful communications. As we think of rapport being a degree of harmony that we have with someone, it takes on powerful dimensions in developing relationships. And when a person is responsive to you and  more...

Boost Your Self-Confidence And Enjoy Selling Success Reinforce your self-motivation, understand how to improve your attitude and set goals. Selling success is part product and industry knowledge, part people and communication skills and part attitude and perspective. Strengthen your self-image, set and achieve goals that reach your company`s and your own expectations and reinforce your self-motivation to take control of what you can to reach your  more...

How to Ask The Right Questions To Maximize Influence And Minimize Objections ...doubts and concerns. Concerns orobjections are natural in sales. Be ready to recognize objections and allow them to be a way for you to demonstrate how what you have to offer can reduce or relieve the concern. Without questions you may be talking to a general audience and minimize your ability to make a sale. Know the variety of questions at your commandand put them into use. It?s a delicate  more...

Dramatically Increase Sales With Minor Web Site Changes and Adjustments! ...uickly exit from most web sites - before even reading the sales material. 2) How some sites have solved this problem. Also, you will learn how many Las Vegas casinos lure visitors in and entice them to spend their money. And how this knowledge can help you in setting up your own web site! And finally, I`ll give you a simple javascript code for your web site that you can use to increase your  more...

The Art of Professional Telephone Communication Turn your telephone calls into a selling advantage Business and telephone calls go together like salt and pepper. When you use the telephone you are at the disadvantage of not being able to see your customer. There are verbal skills and strategies you can use to turn the telephone into a selling advantage. Tuning in to key words will indicate buying style and presentation preferences. You want  more...

Winning Over Difficult Customers Strategies for getting the attention and cooperation of the difficult customer. Concerns, objections and difficulties in customers come in a variety of styles. They might be uncertain, angry, clammed up or just plain rude. If you and your customer could read each other`s mind there would likely be none or at least few of these encounters. The reality is your customer has previous buying  more...

The Cure For What Retails You This course explores how to increase retail sales. During this course, students will explore ways to increase their retail sales. The course works for all levels of retail sales from general sales staff to management but also addresses concerns of small business owners.  more...

Skyrocket Sales with Advanced Copywriting Strategies Apply proven techniques and methods to any business writing situation. Designed specifically for beginners or more advanced writers seeking training in the art and craft of copywriting. Purchase of supplemental material will be required for further reading. You can purchase that material by going here: &bookID=75  more...

Basics of Effective Selling ...ng is a complex and sophisticated process, but successful sales begin and end with the basic essentials. This course includes an overview of the selling process, and provides worksheets and checklists to take you from contact list through sales call and on to follow-up and referrals. There are tools for identifying the features and benefits of your product and service, doing a competitive  more...

Sales & Marketing in the 21st Century ...Sales & Marketing in the 21st Century are examined. Participants will examine the current strategies and practices surrounding sales and marketing in this 21st Century global economy. The majority of the work will be accomplished in an asynchronous (any time, any place) environment with synchronous elements scheduled periodically based on participant need and schedules. The textbook is:  more...

Build a Powerful Marketing Strategy--Instructor-Led ... your competition. In this course, learn to increase your sales through marketing. Professor Don Sexton of Columbia University Business School will show you how -- with real-world examples and video tutorials. Students may complete this course within a reasonable period of time. Contact Hours give an indication of how much time is needed to take this class. As an extra added value, registered  more...

Build a Powerful Marketing Strategy--Self-Directed ... your competition. In this course, learn to increase your sales through marketing. Professor Don Sexton of Columbia University Business School will show you how -- with real-world examples and video tutorials.Students may complete this course within a reasonable period of time. Contact Hours give an indication of how much time is needed to take this class. As an extra added value, registered  more...

Electronic Commerce - Security Issues This course is designed to give the student a good understanding of security issues surroungind Electronic Commerce (E-Commerce) including security threats, implementing security, and payment systems. This course gives the student a good understanding of issues realted to doing business over the Internet and how to protect a E-Commerce website. The course is self-paced and taught by a audio of  more...

Discover the Benefits of Self-Publishing! If you are considering self-publishing your book, this course will provide you with a systematic approach for accomplishing that task. You will learn how to format your manuscript so that it is ready for the printers; how to register your copyright, get your ISBN number, Library of Congress Number, and EAN; identify binding and paper options, and how to market your book and sell it. Course  more...

Understand Real Estate Finance: How to Work the Numbers on any Residential Deal--Instructor-Led ...rket value (or valuation) of a property: cost, comparable sales, and income. This course will cover all three of these approaches, with an emphasis on the income capitalization approach. The course is structured around a learning-by-doing approach, which means you`ll be presented with a series of assignments that simulate the real-world problems typically faced by real estate investors. You  more...

Travel Sales and Trends - Instructor Led Enjoy expected as well as surprising sales techniques and new approaches as you explore and practice them. Included you will find telephone business manners, listening skills, and tools for targeting the traveler.  more...

7 Steps to A Lot More Sales ...SALES course is a comprehensive marketing/sales training course designed to help business owners and marketing managers discover hidden sales opportunities within their business. Upon completion participants will be able to implement the 7 STEPS and new bonus step on Internet Marketing to unlock the hidden sales opportunities discovered for exponential increases in sales and profits of  more...

Accelerate your Business Growth--Instructor-Led A Trump U Course- Business is dynamic. If you`re not able to adapt and change your competitors will. Only the innovative survive. In this course, learn to grow your business with new products and services. Professor Don Sexton of Columbia University Business School will show you how -- with real-world examples and video tutorials. Students may complete this course within a reasonable period of  more...

Accelerate your Business Growth--Self-Directed A Trump U Course- Business is dynamic. If you`re not able to adapt and change your competitors will. Only the innovative survive. In this course, learn to grow your business with new products and services. Professor Don Sexton of Columbia University Business School will show you how -- with real-world examples and video tutorials.Students may complete this course within a reasonable period of  more...

Complaints And Angry Customers ...mplaints. The Complaints and Angry Customers course helps sales and service providers understand how to approach the more difficult and challenging situations they ™ll encounter. It provides participants with a 6 step method for handling complaints, communication strategies for staying in control and for soothing feelings that are running high. And it equips participants with a process  more...

Customer Astonishment: The Commitment to World-Class Customer Care ...ing methodologies. He has also served as a manufacturer?s sales representative and as a continuing education instructor at Babson College in Wellesley, Massachusetts. As a consultant and coach, Darby has worked closely with hundreds of leading organizations in 25 countries on five continents. Millions of individuals have benefited from his eye-opening, highly energizing keynotes and educational  more...

Customer Service for Bars and Restaurants-Online ...at business. From this online course employees will learn sales techniques, in addition to hospitality skills. Bar and restaurant consultant, Kellie Nicholson, stresses the value of a smile and a kind word for greater tips and the return of loyal customers. Customer Service for Bars and Restaurants-Online Restaurant owners understand how important customer service is for a pleasant dining  more...

Demanding Customers ...sales and service providers through a series of scenario based option paths. This will show the participant how to manage an angry customer, understand why a customer might be shy and help an undecided customer come to a decision. It will help to deal with a customer who isn ™t right, but who is a customer, and who with skill will still be one in the future. This course can be  more...

Electronic Commerce - Introduction This course is designed to give students a good understanding of the basics of Electronic Commerce (E-Commerce) This course gives the student a good understanding of the history of Electronic Commerce, How the Internet and the Web provide the infrastructure for E-Commerce, Tools and Software used to design, implement, and manage E-Commerce and E-Commerce web sites. This course is an "E-Learning"  more...

Electronic Commerce - Strategies ...E-Commerce)Stratetis, including marketing, promotion, and sales strategies. This course gives the student a good understanding of Marketing/Sales/Promition Strategies, Purchasing and Support Activities, ethical, legal and tax issues related to Electronic Commerce. This course is an "E-Learning" course. The course is self-paced and taught by a audio of an announcer reading the leading topic  more...

Electronic Commerce 3 Course Bundle ...d Software used to build and manage E-Commerce, Marketing/Sales/Promition Strategies, Purchasing and Support Activities, ethical, legal and tax issues, as well as security issues realted to doing business over the internet. This course is an "E-Learning" course. The course is self-paced and taught by a audio of an announcer reading the leading topic and paragraph of each section. The student  more...

Fair & Unfair Competition Rules ...ll of a company's business decisions hiring, marketing, sales, customer-relations, and research and development, among others and are important for employees to understand. Violations of these rules can be very damaging to a company generally and, in some cases, to individual employees. Unfair Competition The rules regarding what is fair and unfair competition affect virtually all of a  more...

Hotel Certificate Program - Instructor Led ... in a hotel. This includes instruction in hotel products, sales and customer service and ground transportation. The Hotel Certificate Program consists of four individual courses (see course list below). Each course includes instruction, student-instructor interacation through email and message boards, assigments and a final exam. Courses require 20- 30 contact hours for completion and are self  more...

Professional Bar Management ...lso learn ways to build customer relations and to promote sales for maximum profits. It is recommended that students also take the course "Bartending the Easy Way" for better understanding of the mechanics of bartending, the hub of the business. As a respected industry professional, Kellie Nicholson has condensed over twenty-five years of experience into an informative class that will teach  more...

Professional Bar Management Mastery Level Certification ...into areas of management that include inventory, profits, sales promotions, hiring and training employees, customer service and all staff issues. Unlike long-term hospitality programs, this practical and effective course acts as a supplement, concentrating solely on the bar area. Simplified and easy to comprehend, you will not waste time learning useless information and you will be prepared to  more...

QuickBooks Pro 2005 ...nts and manage your business. Learn inventory management, sales tax issues, task management, classifying transactions, bank statement reconciliation and more. Learn one-on-one with one of the industry's foremost experts on Intuit products, Matt Harward. Matt has been training and consulting on computer software and hardware for over 10 years. He has been an official corporate presenter for  more...

QuickBooks Pro 2006 ...nts and manage your business. Learn inventory management, sales tax issues, task management, classifying transactions, bank statement reconciliation and more. Learn one-on-one with one of the industry`s foremost experts on Intuit products. Course Instructor: Matt Harward. Matt has been training and consulting on computer software and hardware for over 10 years. He has been an official corporate  more...

Sales Management Strategies & Tactics ...Sales Managers and Workforce Employees aspiring to be Sales Managers. The course deliberates on how best to use Sales Force resources for achieving significant revenue and profit. Welcome to our Sales Management course This course is meant for those who have either risen to the rank of Sales Managers or have all intentions of raising themselves to this level. The course intends to add to your  more...

Sales Through Service Skills ...Sales through Service Skills equips participants with a process and the communication skills to identify, meet and beat their customers expectations. It will help them through the sales through service ™ process: first contact, explore customer needs, match the needs, close the deal and take the extra step. It will also help to analyze what the customer wants and needs by combining  more...

SalesPlus ...sales people bring a set of skills and attitudes to potential sales opportunities that result not only in sales but in developing customers who will continue to do business with them time and time again. Identifying potential sales opportunities, making the sale, and creating a customer relationship that will result in future business is the art of selling. By the end of this course you will  more...

Tour Operator Certificate - Instructor Led ...e ground transportation, air reservations, tour products, sales and customer service and air fares. The Tour Operator Certificate Program consists of seven individual courses (see course list below). Each course includes instruction, student-instructor interacation through email and message boards, assigments and a final exam. Courses require 20- 30 contact hours for completion and are self  more...

Travel Agent Certificate Program - Instructor Led ...leisure travel products, destination geography and travel sales and customer service. The Travel Agent Certificate Program consists of twelve individual courses (see course list below). Each course includes instruction, student-instructor interaction through email and message boards, assignments and a final exam. Courses require 20- 30 contact hours for completion and are self paced but  more...

Understand Real Estate Finance: How to Work the Numbers on any Residential Deal--Self-Directed ...rket value (or valuation) of a property: cost, comparable sales, and income. This course will cover all three of these approaches, with an emphasis on the income capitalization approach. The course is structured around a learning-by-doing approach, which means you`ll be presented with a series of assignments that simulate the real-world problems typically faced by real estate investors. You  more...

Build Your Own BIZ - Selling Skills ...ed to sharpen your selling skills and help you close more sales. It will also help you set sales goals and measure the effectiveness of your sales force. Build Your Selling Skills and Close More Sales This course is designed to sharpen your selling skills and help you close more sales. The class includes text and downloadable resources. Description of Course Selling Skills explores the  more...

Build Your Own BIZ Comprehensive Certificate ...e areas of Business Operation, Customer Service, Finance, Sales and Marketing, and Human Resources. FREQUENTLY ASKED QUESTIONS What is Build Your Own BIZ?? Build Your Own BIZ? is a comprehensive Web site that provides small business owners with timely expert advice, actionable templates, and mission-critical insights to daily challenges in the following areas: Business Operations, Customer  more...

The Retail Industry Overview Version 2 ...tment stores. Over the years, it has gone through various sales-channel shifts, from catalog sales to online selling. Yet, throughout these changes, the brick-and-mortar stores have remained strong. In today's retail environment, consumers want the best of all worlds, where quality, convenience, and low cost meet. This course provides a high-level overview of the expanding retail industry,  more...

Handling Organizational Change Simulation ... are facing a third-order change. In response to flagging sales, senior management has decided to move away from a traditional top-down management organization toward a team structure to spur innovation and creativity in its specialized card lines. This means the creative, marketing, and production departments will be working together in small groups on specific product lines, rather than  more...

360-Degree Performance Appraisal Simulation ...ou will assume the role of Northeast Regional Director of Sales for IpSwitch Components, a seller 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  more...

Lean Techniques ...turally, you inquire about purchasing the sample, but the sales person tells you that the store has a policy of prohibiting this. Why? Wouldn't it make sense to give the customer what he wants exactly when he wants it? Yes, but the furniture store is not a lean business. In fact, the furniture industry uses batch and queue processes that inconvenience the customer at every turn. In this course,  more...

Customer Service Agent Skills Simulation ...ges from toasters to central-air conditioning units. Post-sales support is critical to their operation, and KDA prides itself on superior customer service. For the duration of this simulation, the learner will assume the role of customer service agent generalist in the company's central call center. This simulation is based on the SkillSoft series "Customer Service Agent Skills" and contains  more...

Technical Support Agent Skills Simulation ...ertoire a high standard of customer-relations management, sales skills, and keen problem-solving ability. To test these skills, you will assume the role of a Level-1 TSA for Masterson Tool and Equipment. Through its catalog and web site, Masterson offers a wide selection of products that ranges from automotive diagnostic accessories and snow throwers to power tools and generators. This  more...

Call Center Communication Skills ...important for a successful career in customer service and sales. This is especially true in a call center environment. Call centers can be high pressure, fast-paced environments where you may have to deal with hundreds of people in one day. That is why it is so important to fine tune your communication skills. This course will examine handling different personalities, questioning skills, and  more...

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  more...

Cross-selling in a Customer Service Call ...r service agents have become a vital source of additional sales revenue for companies.To cross-sell effectively, you need to prepare for the cross-selling call. This course covers identifying various types of customer inquiries and controlling the call for an efficient sale.It also explains the best practices for selecting cross-selling prospects by gathering appropriate data, and assessing and  more...

Sales Skills The Fundamentals ...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. Learn To Ask specific questions to understand  more...

Sales Skills Prospecting Addressing Needs ...Sales Skills: Prospecting and Addressing Needs, participants will learn how to understand their client's decision-making practices. They will also learn how to research prospective clients, how to apply guidelines for making a sales call, and how to build a sales network. In addition, they will learn how to create win-win situations when finding solutions for clients. Learn To  more...

Sales Skills Overcoming Obstacles ...Sales Skills: Overcoming Obstacles, participants will learn how to identify a client's key issues, how to differentiate between benefits and features, and how to anticipate objections. Participants will also learn how to create and deliver an effective sales presentation that is geared toward their client's key issues, as well as how to overcome a customer's objections. Learn To  more...

Sales Skills Gaining Customer Commitment ...Sales Skills: Gaining Customer Commitment, you will learn how to establish credibility and develop relationships with your clients, as well as what questions you should ask clients when determining their needs. You will also learn the three stages of need, how to determine which stage of need a client is in, and how to help clients envision themselves benefiting from your product or service. In  more...

Sales Skills Developing a Winning Strategy ...Sales Skills: Developing a Winning Strategy, you will learn how to research market conditions and analyze your competitors using a SWOT matrix. You will also learn the steps of the consulting strategy and what questions you should ask when planning solutions for clients. In addition, you will learn the steps to take to help clients find solutions to their needs. Learn To  more...

Sales Skills Effectively Closing a Sale ...Sales Skills: Effectively Closing a Sale, you will learn how to focus on clients' key issues when speaking to them, why product demonstrations are beneficial, and why it is important to speak with satisfied clients. You will also learn how to recognize buying signals, how to respond to resistance, and what to do if a sales meeting becomes uncomfortable. In addition, you will learn when to close  more...

Professional Selling Over the Phone Preparation Strategies ...or preparing the teleselling workspace and maximizing telesales calls. The program provides processes for preparing telesales scripts and managing telesales calls. In addition, the program offers the student examples of communication techniques, such as implementing components of an effective voice, listening to feedback, and asking questions to increase sales. Learn To  more...

Professional Selling Over the Phone Prospecting ...ng offers the student examples of sources for finding telesales prospects and information to leave on prospects' voice mail. The program provides a process for maintaining a positive attitude and identifies the components of the soft sell. In addition, the program offers the student guidelines for building and maintaining relationships with prospects. Learn To  more...

Professional Selling Over the Phone Closing a Sale ...dback from customers, addressing rejection, resolving telesales objections, and closing a sale. In addition, the program offers the student guidelines for preparing to close sales with customers. Learn To Identify the guidelines for preparing to close telesales. Follow the process for closing a sale. Resolve  more...

Sales Management Building a Championship Sales Team ...Sales Management: Building a Championship Sales Team teaches students how to ensure the effectiveness of a sales team. The program covers how to be a successful sales manager, how to select sales professionals, and how to build unity in a sales team. The program also focuses on how to interview successfully, how to build relationships and trust within a sales team, how to train sales  more...

Sales Management Leading a Sales Team ...Sales Management: Leading a Sales Team, you will learn steps for choosing a territory strategy and what factors you need to consider when conducting territory reviews. You will also learn what forecasts sales managers usually develop, the four factors to define when referring to a forecast, and how forecasts are used. In addition, you will learn steps for conducting sales meetings and the best  more...

Sales Management Motivating Sales Teams to Win ...Sales Management: Motivating Sales Teams to Win, you will learn what you can do to motivate members of your sales team and factors to consider when evaluating motivation levels. You will also learn about various compensation practices to help you keep top performers, as well as how to identify opportunities to improve and how to address substandard performance. Learn To  more...

Consulting Skills Serving as an Internal Consultant ... In this simulation, you have spoken with sales reps and customer service supervisors, and determined that many customers are not receiving their orders on time, which is costing your division sales and customer loyalty. You have also discovered that the warehouse relies on hard copies of purchase orders instead of using an electronic inventory management system. You have  more...

Strategic Management Establishing Strategic Focus Strategic Management: Establishing Strategic Focus offers the student an overview of the information required to identify appropriate terms and language associated with strategic management, recognize benefits gained from a successful strategic plan, and learn why some organizations avoid implementing strategic management. The program describes the proper steps for effective decision making, and  more...

Strategic Management Analyzing Strategic Options ... President of Marketing, Deborah Cowan, Vice President of Sales, and James Cahill, Vice President of Product Development. It has recently come to your attention that one of your fiercest competitors, Menlow Enterprises, has gotten the jump on some new wireless application technology, and has started development on a series of new products. Icon was prepared for the introduction of this new  more...

Oracle Database 10g Administration Workshop II Part 4 ...nistrators, Technical Consultants, Support Engineers, and Sales Consultants. Deployment: Self-Study Language Options: US English Total Learning Time: 8 hours Objectives: Unit 1: ASM and Materialized Views Identify features of Automatic Storage Management (ASM). Identify features of Automatic Storage Management (ASM) architecture. Identify  more...

Oracle Database 10g Administration Workshop II Part 3 ...nistrators, Technical Consultants, Support Engineers, and Sales Consultants. Deployment: Self-Study Language Options: US English Total Learning Time: 8 hours Objectives: Unit 1: Flashback Technology Identify features of Flashback technology. Identify features of Flashback Database. Sequence the steps for configuring Flashback Database  more...

Oracle Database 10g Adminsitration Workshop I Part 3 ...nistrators, Technical Consultants, Support Engineers, and Sales Consultants. Deployment: Self-Study Language Options: US English Total Learning Time: 4 hours Objectives: Unit 1: Working with Databases Identify security practices and principles that are implemented in Oracle Database 10g. Identify advantages of revoking unnecessary privileges  more...

Oracle Database 10g Administration Workshop II Part 2 ...nistrators, Technical Consultants, Support Engineers, and Sales Consultants. Deployment: Self-Study Language Options: US English Total Learning Time: 8 hours Objectives: Unit 1: Using RMAN Match various RMAN commands with their features. Distinguish between the methods for issuing RMAN commands. Identify features of the BACKUP command.  more...

Oracle Database 10g Administration Workshop I Part 4 ...nistrators, Technical Consultants, Support Engineers, and Sales Consultants. Deployment: Self-Study Language Options: US English Total Learning Time: 4 hours Objectives: Unit 1: Undo and Lock Management Identify benefits of undo data. Identify features of undo segments. Identify undo management tasks that a DBA should perform to use Undo  more...

Supply Chain Management Using Models ...model for inventory management. Identify key inputs to Sales and Operation (S&OP) planning. Identify characteristics of Advanced Planning and Scheduling (APS) model. Unit 3: Distinguishing the Firm and its Business Allies Identify benefits of the Supplier Relationship Management (SRM) process. Identify steps in the SRM process. Identify key concepts related to the  more...

SAP R 3 v4 0 MM Warehouse Management ...duction. Confirming transfer orders. Goods issues for sales orders. Picking for a delivery. Manual WM procedures. Creating transfer requirements. Transferring stock. Unit 3: Inventory Management in Warehouse Management Duration: 1 - 2 Hour(s) Inventory procedure. Continuous and annual inventory. Carrying out a continuous inventory. Carrying out an annual  more...

SAP R 3 v4 0 Retail Organizational Structures and Master Data ... Overview of SAP Retail. Processes. Purchasing and sales. Merchandise logistics. Unit 2: Organizational Structures Duration: 1 Hour(s) Organizational units. Purchasing organization. Logistics organizational structure. Sales organization. Organization of financial accounting. Model organization. A model retail company. Unit 3: Site Master Data  more...

SAP R 3 v4 0 Retail Order Management via Distribution Center ...arning Time 6 Hour(s) Course Contents Unit 1: Sales Order Management Duration: 2 Hour(s) Introduction. The Retail Process. Basic scenario and related processes. Request for Quotation. Sales Order. Promotion Orders. Standard orders. Unit 2: Merchandise Logistics Duration: 2 Hour(s) Materials Planning. Stock Overview. Planning for Articles.  more...

SAP R 3 v4 0 Profit Center Accounting ...on of SAP standard reports for period accounting, cost of sales accounting and return on investment. C ontent Emphasis Skills-Based A udience This course is primarily designed for potential users, interested in learning about the benefits of Profit Center Accounting within R/3. Target groups are project members, part of the Profit Center, employees within centralized or  more...

SAP R 3 CO Cost Object Controlling ...t control, staff in external accounting, development, and sales and distribution. Prior exposure to the following courses is recommended: - 12272 Working with SAP R/3 - 12861 CO-OPA Internal Orders T otal Learning Time 6 Hour(s) Course Contents Unit 1: Principles of Cost Object Controlling Duration: 2 Hour(s) Basic principles. Components of cost accounting.  more...

SAP R 3 v4 0 Profitability Analysis - Basics Course Overview The purpose of this course is to provide a thorough understanding of Profitability Analysis. L earn To: Understand the basic principles behind Profitability Analysis. Discuss basic data that is used in Profitability Analysis. Options for generating plan data and making postings. Basic reports and form reports. C ontent Emphasis  more...

SAP R 3 and the Euro ...ategy. Effects on company areas. Purchasing and sales. Business objectives. General and special objectives. Conversion scenarios. C ontent Emphasis Informational A udience This course has been primarily designed for Managers and employees who are responsible for the EURO project and those who require an understanding of the business implications of  more...

SAP R 3 SD Overview and Master Data ... Organizational structures. External organization of sales. Internal organization of business. C ontent Emphasis Skills-Based A udience This course has been primarily designed for employees working within: management, logistics, and sales, using the modules sales support, sales, shipping, billing and Sales Information System. The course is also appropriate for R/3  more...

SAP R 3 SD Sales and Shipment Processes ...e is to provide practical skills in the use of R/3 SD for sales and shipping processes. Students will learn to process inquiries, quotations, orders, shipping and billing. They will acquire essential skills to work with the Sales Information System. The course exploits practical scenarios to illustrate the content. The course shows how to process sales documents and looks at the functions used  more...

SAP R 3 v4 x SD Order Processing ...Sales and Distribution module, this course will help you to understand the stages involved in the ordering cycle which include receiving the initial order through to delivery and invoicing. You will also learn in detail how to create and process orders. L earn To: Sales Order Processing. Order Entry. Order Header. Order Items. Schedule Lines. Order  more...

SAP R 3 Supply Chain Management ... A udience Management for Logistics, Production, Sales & Distribution, MRP, Marketing, Service and Purchasing and other areas touching the Supply Chain Management in the areas of Company Management and Controlling IT, Management and IT Employees Project Managers, and Project resources preparing for Supply Chain projects. Employees with appropriate background interested in other company  more...

SAP R 3 FI AR AP Account Document Posting and Periodic Processing ...ial Balances Display Screen. Account Balance. Product Sales. Line Items. Displaying the Document. Display Currency. Displaying-Changing Items. Starting the Program. Displaying Line Items. Changing Line Items. Changing the Document. Fixing Cash Discount Rates. Checking the Changes. Selecting a Display Variant. Totaling. Reversals. Introduction. Posting a Reverse  more...

Introduction to E-Commerce ... system platforms. Identify e-commerce advertising and sales strategies. Identify online customer feedback functions. Identify options and schemes for e-commerce payment handling. Identify the features of the virtual organization. Identify the components of a Web infrastructure. Identify the benefits of using extranets in a B2B e-commerce environment. Identify key issues  more...

Oracle 11i10 Project Foundation Fundametnals Part 6 ...and uses of organization forecasting, utilization, Oracle sales integration, and advanced product catalog integration. Learn To: Identify features of organization forecasting. Identify activities that are prerequisites for organization forecast processing. Identify features of calculation processes for forecast amounts. Identify the features of utilization. Identify  more...

Oracle 11i10 Order to Cash Order Entry Overview ... order header information. Identify steps for creating sales credit splits at the header level of a sales order. Identify characteristics of order line statuses. Perform a Web page-based search for an item in Order Management (OM). Identify options for entering line information. Identify options for entering sets. Identify key concepts in the assignment of a fulfillment set  more...

Oracle 11i10 Order to Cash Order Creation Setup ... covers the essential and optional steps for setting up a sales order. Learn To: Identify key issues in working with a Blanket Sales Agreement (BSA). Create a Blanket Sales Agreement (BSA). Identify features of internal requisitions. Audience: The target audience is Functional Implementers and Implementation Consultants for Oracle eBusiness Suite applications.  more...

Building an E-Commerce Business Case ...e Revenues. About B2B Consumer Transactions. About Sales and Services. About Online Customer Relationships. About the Virtual Value Chain. Audience: This course is intended for Managers and technical staff who are in a position to provide e-commerce recommendations to executives. Deployment: e-Learning/Self-Study Accreditation CEU credits: 0.70 CEUs  more...

Designing for Cisco Internetwork Solutions Part 4 ...sional) certification. The course is also targeted at pre-sales and post-sales network engineers involved in network design, planning and implementation. Deployment: Self-Study Accreditation: CEU credits: 0.80 CEUs Language Options: US English Total Learning Time: 8 hours Objectives: Unit 1: Network Security Solution Evaluation (1 hour)  more...

Designing for Cisco Internetwork Solutions Part 1 ...sional) certification. The course is also targeted at pre-sales and post-sales network engineers involved in network design, planning and implementation. Deployment: Self-Study Accreditation: CEU credits: 0.80 CEUs Language Options: US English Total Learning Time: 8 hours Objectives: Unit 1: Network Design Preliminary Information (1  more...

Designing Cisco Internetwork Solutions Part 2 ...sional) certification. The course is also targeted at pre-sales and post-sales network engineers involved in network design, planning and implementation. Deployment: Self-Study Accreditation: CEU credits: 0.80 CEUs Language Options: US English Total Learning Time: 8 hours Objectives: Unit 1: Basic Campus Switching Design (4 hours)  more...

Designing Cisco Internetwork Solutions Part 3 ...sional) certification. The course is also targeted at pre-sales and post-sales network engineers involved in network design, planning and implementation. Deployment: Self-Study Accreditation: CEU credits: 0.80 CEUs Language Options: US English Total Learning Time: 8 hours Objectives: Unit 1 : Network IP Addressing Design (2 hours)  more...

Oracle Database 10g Administration Workshop II Part 1 ...nistrators, Technical Consultants, Support Engineers, and Sales Consultants. Deployment: Self-Study Language Options: US English Total Learning Time: 8 hours Objectives: Unit 1: Manageability in Oracle Database 10g Match goals of Oracle Database 10g manageability features with the methods of achieving them. Identify features of the Oracle  more...

Oracle Database 10g Administration Workshop I Part 1 ...ministrators, Technical consultants Support Engineers and Sales Consultants Deployment: Self-Study Language Options: US English Total Learning Time: 4 hours Objectives: Unit 1: Oracle Database 10g Workshop Identify features of a Relational Database Management System (RDBMS). Match the different types of integrity constraints with their  more...

CIW E-Commerce Designer Part 1 Foundations Course Overview The aim of this course is to help prepare students for the CIW: E-Commerce Designer exam. This course presents students with both theoretical and practical instruction on E-Commerce Designer foundations. The instruction can be divided into three main parts: E-Commerce Foundations, B2B Frameworks and Law and the Internet. Learn To Identify the factors that drive  more...

CIW E-Commerce Designer Part 2 Product Marketing Course Overview This course presents students with both theoretical and practical instruction on E-Commerce marketing. The instruction can be divided into two main parts: Web Marketing Goals and Online Product Marketing. In the Web Marketing Goals section, the student will be given an overview of marketing goals and strategies. This will include an examination of the various types of marketing  more...

CIW E-Commerce Designer Part 3 Site Usability Course Overview The aim of this course is to help prepare students for the CIW: E-Commerce Designer exam. This course presents students with both theoretical and practical instruction on E-Commerce site usability. The instruction can be divided into three main parts: Site Usability, Consumer Service Methods, and Site Management. Learn To Identify the reasons for considering usability in  more...

CIW E-Commerce Designer Part 4 Site Implementation Course Overview The aim of this course is to help prepare students for the CIW: E-Commerce Designer exam. This course presents students with both theoretical and practical instruction on E-Commerce site implementation. The instruction can be divided into two main parts: Site Creation Methods and Site Development. Learn To Identify the features of independent online storefront creation  more...

Strategic Sales Series The Strategic Sales Series includes the following courses: Strategic Sales: Gaining Access to the Executives Strategic Sales: Building the Executive Relationship Strategic Sales: Developing Executive Proposals To review individual course descriptions, please return to the previous page and select the desired title(s).  more...

Strategic Sales Gaining Access to the Executives ...g the executive. Audience: This course is for senior sales professional that are tasked with selling enterprise solutions at an executive level. Also, this series is appropriate for salespeople wanting to move up into selling complex sales solutions and for sales managers responsible for managing and coaching recently appointed senior sales people. Deployment: e-Learning  more...

Strategic Sales Building the Executive Relationship ... primary behavioral styles you may encounter in executive sales, and you will learn how to build your credibility when selling at the executive level. Additionally, you will identify the types of questions you should ask when diagnosing a prospect?s need, and you will discover how to create a custom solution based on those needs. Finally, you will understand how you can keep an executive  more...

Strategic Sales Developing Executive Proposals ...ritten proposal, the questions to answer before writing a sales proposal, and the components necessary to include in a written proposal. You will also learn the steps to follow to create a winning proposal. Finally, you will identify ways to differentiate your proposal from those of the competition and understand the keys to successfully presenting a proposal. Learn To: Identify ways  more...

PowerPoint XP Curriculum ... any environment will benefit from these courses, as will sales people. Learners should be computer literate and work in a people-centric environment They should be involved with customers, groups or teams to the extent that they may be called upon to make a presentation on a topic. Learners will need a basic knowledge of either Microsoft Office 97 or 2000 programs and be familiar with Windows  more...

PowerPoint XP Proficient User ... any environment will benefit from these courses, as will sales people. Learners should be computer literate and work in a people-centric environment They should be involved with customers, groups or teams to the extent that they may be called upon to make a presentation on a topic. Learners will need a basic knowledge of either Microsoft Office 97 or 2000 programs and be familiar with Windows  more...

PowerPoint XP Expert User ... any environment will benefit from these courses, as will sales people. Learners should have knowledge of either Microsoft Office 97 or 2000 programs and be familiar with PowerPoint and working with presentations. It is recommended that learners complete courses 74040 PowerPoint 2002 Fundamentals and 74041 PowerPoint 2002 Proficient User courses, or have equivalent experience, before taking  more...

Sales Management Series The Sales Management Series includes the following courses: Sales Management: Building a Championship Sales Team Sales Management: Leading a Sales Team Sales Management: Motivating Sales Teams to Win To review individual course descriptions, please return to the previous page and select the desired title(s).  more...

Sales Skills Series ...Sales Skills Series includes the following courses: Sales Skills: The Fundamentals Sales Skills: Prospecting and Addressing Needs Sales Skills: Overcoming Obstacles Sales Skills: Gaining Customer Commitment Sales Skills: Developing a Winning Strategy Sales Skills: Effectively Closing a Sale To review individual course descriptions, please return to the previous page and select the  more...

Self Development Developing Rapport Through Communication ...of Icon's veteran Customer Service team leaders. As a new Sales Team Leader, you are trying to build strong working relationships with some of the established leaders of the department. In order to achieve a good relationship with Kathy, you will need to adapt to her while communicating, encourage her to communicate with you, handle any conflict that may arise, and ask for clarification. Unit  more...

Time Management Overcoming Challenges ... In this simulation, you will meet with Susan Cole, a Sales Manager in Icon's Telecommunications Department. In her years at Icon, Susan has become very adept at minimizing unnecessary distractions and making her meetings very productive. Through Kathy's questions and your answers, you will increase your understanding of ways to minimize interruptions from visitors and co-workers, and you  more...

Time Management Developing a Plan Time Management: Developing a Plan helps students understand time management by helping them determine how they currently spend time, offering ways for them to spend time more efficiently. The program covers how to evaluate the use of time, how to identify goals and set priorities, and how to develop an overall time management plan. The program focuses on the Pareto principle and how it affects  more...

SAP R 3 Variant Configuration Master Data ...iences are targeted for this course: Middle management in Sales and Distribution, Development, Design, and Production; Project managers and members of project teams from Development, Design, Sales and Distribution, and Production; Organizers and employees from IT; Employees with relevant background knowledge who are interested in Variant Configuration from Purchasing, Materials Planning, and  more...

SAP R 3 Variant Configuration Config Scenario ... Logistics master data. a Price determination in sales. a Price determination in purchasing. a Fixed product variants. a Simulation and configuration scenario. a Simulation. a Single level production order. Audience The following audiences are targeted: Middle management in Sales and Distribution, Development, Design, and Production. Project  more...

SAP R 3 FI General Ledger Posting Periodical Processing In this course, SAP R/3 FI: General Ledger Posting and Periodical Processing, you will learn to post an invoice to G/L accounts, to change and reverse a posting, to post an incoming and outgoing payment and how to select and assign open items. Furthermore, you will learn to display and change balances and items, select line items and to carry out tasks that occur at regular intervals. Learn To:  more...

SAP R 3 PP Production Planning SOP ... in the R/3 System as well as learning how to plan in the Sales and Operation Planning and Material Requirement Planning levels. Furthermore, the trainer will be shown the functions of standard SOP and of flexible planning. Learn To: o Production Planning in SAP R/3. o Introduction to the MRP II Planning Concept. o Representation of Planning Levels in R/3. o R/3 Integrative Options.  more...

SAP R 3 PP Program Planning MP MRP ...dentify the integration points with Materials Management, Sales & Distribution, Financial Accounting and Controlling modules. Furthermore, the learner will identify the costing elements and their use in calculating planned costs; define the basic organizational units in Production Planning; define routing, operations and work centers and their inter-relationships as well as identify the  more...

SAP R 3 v4 6 AR Accountant ...o Balance display. o Displaying and changing items. o Sales and open items list. Audience The audience for this course includes employees who need to learn how to use the R/3 System, employees of the Financial Department, with emphasis on AR Accountants, and members of project teams (organizational and conceptual phases). There are no prerequisites for participating in the course.  more...

SAP R 3 v4 6 AP Accountant ...o Balance display. o Displaying and changing items. o Sales and open items list. Audience The audience for this course would include those who need to learn how to use the R/3 System, Financial Department employees with emphasis on AP Accountants, and members of project teams (organizational and conceptual phases). There are no prerequisites for participating in the course. Deployment  more...

SAP R 3 v4 6 SD Custromer Service Representative ...e 4.6. The student will be given an overview of the basic sales processes and how Sales and Distribution is integrated and organized in the R/3 System. Additionally, this course describes the master data used by sales employees. Furthermore, the student will be introduced to the activities involved in the role of the sales employee in the R/3 System. Learn To: o Getting started with SAP R/3  more...

Customer Relationship Management CRM ...e. o CRM Basics. o SAP CRM Applications. o Internet Sales. o Telesales (Customer Interaction Center). o Service Interaction Center. o Mobile Client in SAP CRM. o Marketing Planning & Campaign Management. Audience The audience for this course would include students who need to learn how to use SAP CRM Members of project teams (organizational and conceptual phases). There are no  more...

Business Travel Safety Domestic Travel ... Simulation Overview: In this simulation, you are a Sales Manager at Icon International. Walter Jenkins, a new Account Executive in your department, is preparing for his first out-of-town sales call. Walter is a recent college graduate, and this will be his first trip as an Icon employee. As his manager, it is your responsibility to make sure that Walter is prepared for his trip and  more...

Business Travel Safety Forming a Corporate Travel Safety Program ...rview: In this simulation, Icon has decided to expand its sales into markets in Asia and South America. As a result of this decision, some employees will need to travel extensively. To prepare for this increase in travel, and in light of recent international emergencies, it has been decided to develop a travel safety program. You are meeting with Robin Carlson, a Human Resources Specialist,  more...

Business Travel Safety Safety Measures for Travelers ...t at Icon International. You have just been employed as a Sales Manager in Icon and as the position requires a large amount of traveling Robin wants to be sure you have a good understanding of travel safety and the precautions a traveler needs to take. She will ask you a number of questions in relation to travel guidelines for women and safety for women during transportation, to gauge your  more...

mySAP CRM 3 0 Overview ...AP CRM Applications. o Customer Interaction Centre. o Sales Component. o Service Component. o Marketing Management. o Further Topics. Audience The course is intended for those who need to acquire knowledge about Customer Relationship Management, and mySAP CRM 3.0 in particular. It is intended for end-users as well User Support and Project Team members. Participants should have  more...

Organizational Skills Time Management Develop the skills you need to manage your time effectively in Organizational Skills: Time Management. You will use various time management techniques to meet your own deadlines as well as help your employees meet theirs. Learn To Understand the importance of time management. Recognize the myths of time management.  more...

Creativity Innovation Increasing Personal Creativity ...g with Robin Carlson, Icon's Director of Existing Account Sales. Robin has been labeled a top performer at Icon, and she is considered by many to be one of the most creative employees in her division. Through a series of questions and Robin's answers, you will learn about how you can follow steps to mentally prepare to be creative, how to increase you creativity, and what you should do  more...

Financial Management Financial Planning Forecasting This course will provide a basic introduction to financial planning and forecasting and how this process is important in the firm meeting its financial goals. We will describe the planning process (also known as budgeting) and how the plan, once established, is implemented. Learn To: Identify key aspects of strategic and business plans. Identify guidelines for creating a financial  more...

Emotional Intelligence Developing Emotional Intelligence Skills ...feedback, building positive work environments, and during sales. Learn To Identify the five abilities of Emotional Intelligence. Identify the benefits of Emotional Intelligence at work. Apply guidelines that will enable you to be assertive. Apply the LISTEN process when  more...

Effective Presentations Essentials of Persuasion ...lbert, an Account Executive responsible for international sales. You will assist them with planning a presentation to introduce the IWNS at the International Exhibition. Icon's research shows that the majority of companies attending the International Exhibition are multinational corporations with large operational structures. Unit 3: Organizing a Persuasive Presentation (0.5 - 1 hour)  more...

Effective Presentations The Presentation Process ... three of you are meeting to discuss upcoming on-location sales presentations about Icon's Worldwide Network Solution. It is your responsibility to answer their questions about delivering presentations to large groups and to help them overcome their nervousness about giving their presentations. Unit 3: Delivering the Presentation (0.5 - 1 hour) Use seven aspects of  more...

Advanced Interpersonal Communication Building Relationships ...eft the position. You will meet with Roger McAlister, the Sales Manager for Industrial Casing Products. Roger does not report directly to you, but you will work closely with him to address quality and sales issues with the products. You have approval from upper management to look into reducing the number of different styles of cases your group manufactures to increase efficiency. You need to  more...

E-mail Etiquette Using E-mail to Communicate Successfully E-mail Etiquette: Using E-mail to Communicate Successfully gives students an overview of the essentials of communicating via e-mail. The program covers how to take advantage of both the header and text box when creating an e-mail message, the benefits of considering your recipient, how to manage e-mail volume, and the importance of following netiquette guidelines. The program focuses on how to  more...

Listening Skills Listening Challenges ...g Body Language. Audience All managers, supervisors, salespeople, and administrative staff. Anyone who listens professionally. Deployment Options e-Learning Accreditation NASBA credits: 3 CPE Credits CEU credits: 0.30 CEUs Language Options US English Total Learning Time 2 to 4 hours Objectives Unit 1: Overcoming Listening Problems (1 hour) Identify  more...

Call Center Mgt Managing Motivating Your Staff ...plan to reduce turnover with Dean Kramer, the Director of Sales. Your next goal will be to establish a new training program for the call center. You will then meet with R.J. Lynch and Jennifer Webber, two Call Center Supervisors, to discuss implementing a new training program for all call center employees. Unit 2: Motivating Call Center Employees (0.5 - 1 hour)  more...

Customer Relationship Mgt Fundamentals of CRM Customer Relationship Management: Fundamentals of CRM introduces the student to the benefits of creating customer loyalty, developing a market intelligence enterprise, and incorporating customer relationship management into your company. The program also details the three steps a company can take to create customer loyalty, the four marketing tiers, the four types of CRM, and the four steps of the  more...

Customer Relationship Mgt eCRM ...tify eCRM opportunities for automating a company a a s sales processes. Identify the types of eCRM users. Identify ways a company can customize its eCRM marketing efforts. Identify ways eCRM enables companies to achieve CRM goals. Audience This series is intended for managers, supervisors, customer  more...

Recruiting Retention Staffing Your Organization ...anning for an upcoming hiring period within Icon a a s Sales Department in Chicago. To promote a new line of products, Icon is supplementing VinTech a a s current sales force with one hundred additional employees. During this first team meeting, you will need to create a human resource plan and a job description. However, be careful to avoid common mistakes when analyzing a job and  more...

Human Resource Law Understanding Privacy Rights ... at the end of this unit, you will meet with Dean Kramer, Sales Representative for HRL Solutions. You have had a number of training sessions with Dean, and this meeting has been organized as a final testing session. Unit 3:Privacy and E-communications (1 - 2 hours) Identify the laws that govern e-communications. Match the exceptions to  more...

Decision Making Problem Solving Decision Making Fundamentals Decision Making & Problem Solving: Decision Making Fundamentals teaches you a variety of decision making techniques. You will develop the skills that are necessary to make important decisions with various people and ensure the results of your decisions. Learn To Devise objectives given the background information. Establish  more...

Leadership Development Goal Setting ... In this simulation, you are meeting with the Sales, Product, and Information Systems Managers of your organization's Dallas branch to discuss an important deadline that was recently missed. This office has been failing to meet sales goals, and a customer-billing problem has resulted in lost income. Unit 4: Setting Strategic Goals (0.5 - 1 hour) Use goal  more...

Leadership Development Motivation ... your Customer Service Manager has received feedback from sales representatives and several customers. They are regarding the attitude of an employee in the Technical Support Department. Unit 3: Motivating an Overachieving Employee (0.5 - 1 hour) Identify the three major methods of redesigning a job. Use job rotation, job enlargement, and job  more...

Women in Leadership Leadership Roles Styles ...will meet with Rebecca Helton, a senior manager in Icon's Sales department, to discuss how gender roles in leadership have changed. Rebecca worked her way up through the ranks at Icon and was one of the fist women to attain a senior management position. Today she will test your understanding of both the old and new construct of leadership in business as well as myths associated with women in  more...

Women in Leadership Becoming a Leader ...meet with Mary Winford, Product Manager, and Dean Kramer, Sales Manager. The product, referred to now by its development title of OS9, is a new operating system that is different from previous Icon products and its competitors. In the course of creating the operating system, the development team has developed a software program that enables software created for other systems to be run on OS9.  more...

Strategic Decision Making Making the Right Decision ...uld end up costing the company at least that much in lost sales and lowered customer perception. The objective of your team, is to make a recommendation that is in the best interests of Icon. The goal of this meeting is to generate additional options to help ensure the team has the options available to make the best possible decision. Unit 2: Selecting an Option (0.5 - 1 hour)  more...

Business Problem Solving The Problem Solving Process ...ion Manager, the plant's Quality Control Manager, and the Sales Manager for the I-Grill line. The four of you need to create an information collection plan and identify the root cause of the quality problem. Unit 2: Committing to a Solution (0.5 - 1 hour) Select the parts of the second phase of the problem-solving process. Select process-based  more...

Essentials of Management Negotiating Skills ...y. Audience This course is for managers, supervisors, sales people, and others who need to develop their negotiation and persuasion skills for required business ends. Deployment Options e-Learning Accreditation NASBA credits: 3 CPE Credits PDU credits: 3 PDUs CEU credits: 0.30 CEUs Language Options UK English Total Learning Time 2 to 3 hours Objectives  more...

Essentials of Management Succeeding as a New Manager ...st time to discuss their progress on each of Icon's major sales accounts. Nathan Iverson, Melissa Brown, and Luis Encinias, all Account Executives, have concerns and productivity issues that need to be resolved. During this simulation, you need to deal with their concerns and respond in an appropriate manner. Additionally, you need to confront a rumor that the Account Executives' sales quotas  more...

Essentials of Management Creating a Positive Workplace ...e in your department. Six months ago, Charles was the top sales person in the department and a good team player, but he is currently having trouble with his accounts. As his new manager, you need to determine the reason for the decline in his job performance and encourage him to behave positively. Unit 3: Addressing Negative Attitudes (0.5 - 1 hour) Understand the  more...

Value Chain Management Managing the Transition to a Value Chain ...at Icon International. You are about to be appointed Area Sales Manager for Icon's sales team. Icon is about to merge with an IT company, ITWare, which has its own software sales team. As Area Sales Manager, you will need to convince management that your team members are ready for the change and that they are aware of their roles and responsibilities. Unit 2: Managing Transition to the Value  more...

Change Management Adapting to Change Change Management: Adapting to Change develops participants' ability to effectively handle organizational changes. It familiarizes them with the three phases of the transition process, enabling them to understand their own-and others'-needs and responses at each phase. Learn To Distinguish between change and transition. Understand the  more...

Facilitation The Effective Facilitator ...re responsible for creating a plan to increase the team's sales volume during the next quarter. Although you are a member of the team, you will facilitate this meeting to encourage new thinking on the problem. Unit 3: Facilitative Strategies (0.5 - 1 hour) Facilitate a meeting using verbal strategies. Facilitate a meeting using nonverbal  more...

Total Quality Management Fundamentals ...u will meet with Don Hamilton, Regional Vice President of Sales at Icon International. You are a consultant hired to study the effects of the recent loss of sales, and you have worked with Don on previous occasions. Don has called this meeting to make sure that you do not say anything that disagrees with his policies. He also wants to ensure that you are capable of conducting the study to his  more...

Correcting Performance Problems Disciplining Employees ...had problems correctly completing the order forms for his sales transactions, which could be deemed as a failure to meet Icon's quality standard. If you determine there is sufficient cause to take action with Eric, you must work with Carla to prepare for the disciplinary interview. A good decision regarding the disciplinary action and thorough preparation will demonstrate to Carla and her  more...

Managing Performance Establishing a Peformance Plan ...Monica Washington, a newly-hired Account Executive in the Sales Department. You will need to discuss with her the various responsibilities of her position as they are outlined in her job description and establish a good foundation on which to base her performance plan. Unit 2: Conducting a Performance Planning Meeting (0.5 - 1.5 hours) Identify reasons why creating a  more...

Total Quality Management Implementation and Tools ...urance Director, Don Hamilton, Regional Vice-President of Sales, and Nathan Iverson, an external consultant. Unit 2: Basic Tools of Quality (0.5 - 1 hour) Identify reasons for measuring key process variables. Recognize the characteristics of a Pareto analysis. Identify the uses of a cause and effect diagram.  more...

Business Ethics Managerial Business Ethics ...imulation, you will meet with Caroline Harris, a District Sales Manager, and Maggie Roberts, a Senior Account Executive, to discuss hiring options for an open Senior Account Executive position. One candidate for the position, Jeff Rayburn, is currently employed with Icon's biggest competitor. Jeff has promised to bring a number of key accounts to Icon if he is hired. The second candidate,  more...

Business Ethics Organizational Ethics ...for highly effective firms. As the Sales Director for Icon's Computer Hardware and Software division, you will meet with Customer Service Manager, Deborah Cowan, Marketing Director, John Cunningham, and Product Manager, Terry Jones, to discuss a production-related ethical dilemma. Icon has been advertising an introductory special on a personal computer scheduled to be  more...

Negotiating Preparing for a Negotiation ...roline Harris, who has been promoted to Vice President of Sales. Since Empire is considering purchasing a large computer network for a new branch, it is essential that you and your team be as prepared as possible heading into the negotiation. To do this, you need to identify your objectives, determine your variables while protecting those objectives, and follow the correct process for  more...

Managing Change Implementing the Change Process ...ation Overview: You will meet with Icon a a s District Sales Manager. She will ask you a number of questions about how to develop change visions and how to communicate those visions to employees. Unit 3: The Change Process (1 - 1.5 hours) Identify aspects of a change that should be considered when analyzing a situation. Analyze a change  more...

Managing Change Overcoming Change Obstacles ... Simulation Overview: You will meet with the District Sales Manager at Icon International. Through her questions and your answers, you will gain a better understanding of the obstacles to change. Unit 2: Creating a Change Environment (0.5 - 1.5 hours) Identify why you need to approach change creatively. Identify guidelines for developing  more...