Mercuri International Sales Academy Open Programme prospectus 2014 UK

1. MI SALES ACADEMY
S ALES M ODULES 2014

2. The MI Sales Academy
Welcome!
The MI Sales Academy has been designed around the modern business and for the modern business professional.
It achieves this by providing a flexible, modular approach to people development.
Based on practical and highly effective Mercuri methodologies, proven for over 50 years with thousands of clients, the
content of each module has been specifically designed to address the real life challenges facing sales professionals in
the 21st Century.
The Academy will support the long term development of your people in two key ways:
1. For those who require very specific development each module will focus on a core number of related topics which
will be covered in detail. Each will be supported before and afterwards with related e-learning modules.
2. For those who require a long term development programme we will link various modules together to create a
personal learning path, covering the critical topics in a time schedule tailored to the individual. We will also link
various related e-learning modules in order to create a fully blended learning experience.
Please contact Mercuri on 0330 9000 800 and one of our consultants will be able to guide you on the most appropriate
modules for your learning path based on your learning requirements.
We look forward to welcoming you or your team member to the Sales Academy and wish you and them every success
on the development journey.

3. Essential Selling Skills
Who Should Attend?
The Agenda
This programme is for those people who are new to the sales
role and need to understand the basic principles of
professional selling
Introduction and Objectives
Setting the objectives for the participants.
The Key Outputs:
A comprehensive framework for planning and achieving
sales success.
A highly effective and clearly defined methodology for
dealing with customers.
A solid foundation on which to develop your sales career.
The Role of the Salesperson
Examining the different aspects of the role and how they impact
on the sales result.
Understanding the Sales Process
Defining the key steps of the sales process.
Understanding the Buying Process
Understanding what makes people buy and why.
Preparation and Planning
How to use sales tools to structure the sales call.
The Schedule:
26-27 February 2014
11-12 June 2014
24-25 September 2014
(2 Days)
Kettering Park Hotel
Kettering Park Hotel
Kettering Park Hotel
Effective Communication
How to apply questioning and listening skills to uncover customers
requirements.
Presenting the Solution
How to present your offer convincingly.
Objection Handling
How to deal with the customers objections.
Closing the Deal
How to achieve the best result.
Personal Action Planning
How to implement the key learning points.

4. Consultative Selling
Who Should Attend?
The Agenda
This programme is for all sales people who wish to develop
a highly effective, successful and professional approach to
selling.
Introduction and Objectives
Setting the objectives for the participants.
The Key Outputs:
(3 Days)
Professional Positioning
How to communicate the value your company offers to your
customers.
A comprehensive sales approach that engages and
motivates the customer to buy.
Improved skills that enable you to manage your sales
approach more effectively.
More confidence to succeed in your sales career.
Impact and Influence
How to adapt your behaviour in order to change the behaviour of
your customer.
The Schedule:
Information Gathering Skills
How to consciously use your skills and techniques to uncover
customer requirements.
4-6 February 2014
29 April – 1 May 2014
3-5 June 2014
9-11 September 2014
21-23 October 2014
Kettering Park Hotel
Kettering Park Hotel
Kettering Park Hotel
Kettering Park Hotel
Kettering Park Hotel
Managing Meeting Dynamics
How to maintain control during a meeting.
Compelling Business Communications
How to create an impact through the way you communicate.
Powerful Solution Presentations
How to present your offer to make it more compelling.
Effective Objection Handling
How to deal with the customer and the objection they have raised.
Gaining Commitment and Team Selling
Using all available resource to achieve the best result.
Personal Action Planning
How to implement the key learning points.

5. Sales Activity and Pipeline Planning
Who Should Attend?
The Agenda
This programme is for all sales people who wish to develop a
highly effective, successful and professional approach to
selling.
Introduction and Objectives
Setting the objectives for the participants.
The Key Outputs:
A comprehensive sales tool box for driving selling activity.
A highly effective dashboard for managing selling activity.
A framework for planning and achieving sales growth.
The Schedule:
4-6 March 2014
13-15 May 2014
24-26 June 2014
7-9 October 2014
18-20 November 2014
Kettering Park Hotel
Kettering Park Hotel
Kettering Park Hotel
Kettering Park Hotel
Kettering Park Hotel
(3 Days)
Planning for Sales Success – The Sales Platform
How to build a personal sales plan that will deliver results. How to
effectively manage selling activity.
Selling Strategies
How to select the right approach that will secure the business.
Managing Existing Customer Relationships
How to maintain and grow existing business. Using tools to monitor
customer relationships.
Managing the Sales Pipeline
How to manage opportunities through the pipeline and improve the
conversion of new business.
Finding New Sales Opportunities
Exploring where to find new opportunities within existing customers.
How to source new leads.
Effective Approach Strategies
How to make your first contact with a prospect more effective.
Telephone Appointment Making
Making contact with prospects using one of the effective approach
strategies.
Personal Action Planning
How to implement the key learning points.

6. Professional Presentation Skills
Who Should Attend?
The Agenda
This programme is for anyone who needs to be able to
present convincingly and with confidence.
Introduction and Objectives
Getting the participants to present their personal objectives for the
course.
The Key Outputs:
Each individual will keep a copy of their own presentations
throughout the 2 days, including the feedback provided.
In addition, each person will take away their personal
checklist for delivering effective presentations.
The Schedule:
24-25 September 2014
Kettering Park Hotel
(2 Days)
Understanding Communication
Exploring the process of communication and how to adapt your
message to have more impact.
Planning the Presentation
How to build the essential components of an effective presentation.
Personal Projection
How to adapt your voice and words in order to have maximum
impact.
Non-verbal Communication
How to use body language to enhance your presentation. Using the
full range of personal attributes.
Managing Your Audience
How to apply different techniques to engage with the audience.
The Use of Audio and Visual Aids
How to present your offer to make it more compelling.
Personal Action Planning
How to implement the key learning points.

7. Professional Negotiation Skills
Who Should Attend?
The Agenda
This module is for those in a sales, management or buying
role who would be directly involved in sales negotiations.
Introduction and Objectives
Setting the objectives for the participants.
The Key Outputs:
The Negotiation Process
Defining negotiation and setting out the various stages of the
negotiation process.
A clearly defined and efficient negotiation process.
A series of highly effective negotiation tools.
A defined framework for improving the returns on
commercial agreements.
The Schedule:
19-20 March 2014
15-16 October 2014
Kettering Park Hotel
Kettering Park Hotel
(2 Days)
The Preparation Phase
How to analyse the components of your offer. Identifying the
strengths and weaknesses on both sides.
The Discussion Phase
How to evaluate the components of your offer in relation to the other
sides requirements.
The Proposing Phase
How to put forward your options in line with your original objectives.
The Bargaining Phase
How to trade the variable components in your offer in order to
achieve the best outcome.
Agreeing to agree
How to ensure that both sides are committed to the agreement.
Personal Action Planning
How to implement the key learning points.

8. Key Account Management
Who Should Attend?
The Agenda
This programme is for experienced sales people who have, or
will soon have, responsibility for managing strategic
relationships with key customers.
Introduction and Objectives
Setting the objectives for the participants.
The Key Outputs:
(3 Days)
What does KAM feel like?
This examines the emotional aspect of dealing with key customers
and how each treats the other.
A comprehensive toolbox for driving efficient selling activity.
A clearly defined process for creating stronger and more
profitable relationships that are secured from competitor
activity.
A defined set of methods and activities that will increase the
wallet share from key customers.
The Mercuri Key Account Model
This model brings together all of the essential elements of KAM,
both at a strategic level and operational level.
The Schedule:
Managing Information and People
This section examines the critical information needed to effectively
manage your way around the decision making process.
20-22 May 2014
14-16 October 2014
Kettering Park Hotel
Kettering Park Hotel
Selection Criteria
How to define your key accounts. The criteria that determines
those that need specific attention.
Objectives and Strategies
How to ensure your activities are aligned to a clear goal that will
deliver what you need from your key customers.
People
How to build the right key account team.
Solutions
The impact of their demands on your offer.
Planning and Measurement
How to build and monitor the key account plan.
Personal Action Planning
How to implement the key learning points.

9. M E RC U R I I N T E R N AT I O N A L ( U K ) LT D
S U I T E 1 0 0 1 C R A N MO R E P L AC E
C R A N MO R E D R I V E
SOLIHULL
W EST M I D L A N D S
B90 4RZ
T EL: 0330 9000 800
W W W. ME RC U R I . CO . U K