1. How to Book Telephone: 01932 844855 OR By E-mail: Send a message to: Business-School@Mercuri.co.uk Detailing your requirements and we will get back to you immediately Via our Website: www.mercuri.net Access the UK site and visit the section on Individual Competence Development By Fax: Send a fax to 01932 843288 By Post: Mercuri International (UK) Limited Priory Chambers 27 Church Street Weybridge Surrey KT13 8DQ Consultative Selling Part 1 3 days On this programme participants will develop the tools needed to carry out the sales process in the most effective way. Who Should Attend? All Sales People. Pre-Course E-learning module. Course Content Introduction and objectives. The Role of the Sales Person: Definition of selling, factors that influence sales results. RAC: Giving the salesperson effective sales planning tools based around the Results – Activity – Competence plan, incorporating the factors that will influence the sales results Quantity, Direction and Quality of activity. Sales Platform: Planning sales activity to achieve the sales results that are required for the future. Communication Tools: The process and objectives of communication and the things that can go wrong. How to avoid the problems. Effective Sales Dialogue: The structure of an effective sales dialogue, identifying the differences between product selling and benefit selling. Pre-call Preparation: Setting call objectives, developing a pre-call checklist. DAPA: A structure applicable to all sales situations. Defining Customer Requirements: Questioning techniques. Presenting the Solution: Presentation tools, use of sales aids. Objection Handling: Why we get them, how to react, creating the objection bank. Handling Price: Reducing price resistance, when and how to present price. Gaining Commitment: How to ask for commitment. Personal Action Plan and Assignment related to course topics. £1,235 plus VAT & accommodation 15 - 17 May 2007 Kettering Park Hotel 17 - 19 July 2007 Aztec Hotel 18 - 20 September 2007 Kettering Park Hotel 6 - 8 November 2007 Kettering Park Hotel 4 - 6 December 2007 Kettering Park Hotel Participants evaluation: 94% Consultative Selling Part 1 Our Business School courses are now a Blended Learning solution. This means each delegate has the added benefit of an e-learning module to study before attendance on Consultative Selling Part 1. They will have access to the module for up to 12 months after the course to act as reinforcement and refresher.

2. How to Book Telephone: 01932 844855 OR By E-mail: Send a message to: Business-School@Mercuri.co.uk Detailing your requirements and we will get back to you immediately Via our Website: www.mercuri.net Access the UK site and visit the section on Individual Competence Development By Fax: Send a fax to 01932 843288 By Post: Mercuri International (UK) Limited Priory Chambers 27 Church Street Weybridge Surrey KT13 8DQ Consultative Selling Part 2 3 days Designed for all salespeople this programme will develop the skills required to carry out all stages of the sales process with maximum professionalism. Who Should Attend? All Sales People. Pre-Course E-learning module. Course Content Review of progress since ‘Part 1’. Overview of the total sales structure. Booking Appointments via the Telephone: All aspects of telephone appointment making including live call to real prospects. Preparation before the Visit: Planning strategy and tactics Creating the right First Impression: Developing of positioning statements and simulation to allow participants to perfect the first 5 minutes of the sales visit and establish ‘best practice’ for positioning themselves and their companies and creating rapport with new contacts. Understanding Customer Requirements: Structuring the information gathering phase to understand customer requirements fully. Simulation of the process. Presenting Sales Solutions: Practical session on presenting the solution. Participants prepare and practice ‘Requirements – Feature – Benefits’ presentation. This session will allow participants to practice the different ways of gaining commitment. Handling Objections: Development of objection handling techniques and simulations to use the techniques and objection bank. Price Handling: Development of skills to handle early price challenges and price objections. Simulation exercise. Final Sales Simulation: Covering all the skills developed in the programme. Personal Plan of Action: An individual plan of action is prepared by each participant to ensure that the knowledge and skills developed during the course are applied in their work. Consultative Selling Part 2 £1,235 plus VAT & accommodation 19 - 21 June 2007 Kettering Park Hotel 4 - 6 September 2007 Kettering Park Hotel 30 October - 1 November 2007 Kettering Park Hotel 4 - 6 December 2007 Aztec Hotel Participants evaluation: 91% Our Business School courses are now a Blended Learning solution. This means each delegate has the added benefit of an e-learning module to study before attendance on Consultative Selling Part 2. They will have access to the module for up to 12 months after the course to act as reinforcement and refresher.