Understanding the Salesman
Understanding the Salesman
eb_course

Target audience: Buyers. Purchasing project managers. Objective: To put the salesperson at ease and let him talk to obtain ‘relevant’ information in the negotiation. Benefits: Improve the impact of your negotiation meeting. Save time by directing your meetings effectively. Obtain … Read More

Structuring your Argument
Structuring your Argument
eb_course

Target audience: Inexperienced buyers. Prerequisites: Basic purchasing training and one year’s negotiation experience. Objective: To structure your buyer presentation to lead the seller to an agreement which is profitable for both parties. Benefits: Move your negotiation forward effectively. Ancitipate the … Read More

Conflict in Purchasing
Conflict in Purchasing
eb_course

Target audience: All buyers. Prerequisite: At least one year’s experience in negotiation. Objective: To manage conflict in purchasing negotiation. Benefits: Understand the objective and subjective aspects in a conflict. Identify practices for safeguarding your interests in conflict. Use three tools … Read More

Impact of Emotion in Purchasing
Impact of Emotion in Purchasing
eb_course

Target audience: Inexperienced buyers. Prerequisites: Basic purchasing training and one year’s negotiation experience. Objective: To master positive and negative emotions in the purchasing negotiation process. Benefits: Follow the progress of each negotiation methodically. Remain calm when faced with sellers. Reduce … Read More

Buying Negotiation: Analysing the Situation
Buying Negotiation: Analysing the Situation
eb_course

Target audience: Inexperienced buyers. Prerequisites: Basic purchasing training and one year’s negotiation experience. Objective: To carry out a diagnostic of a purchasing situation in order to prepare your purchasing negotiation more objectively. Benefits: Make the right strategic and tactical decisions … Read More

The Keys to Communicating by Telephone
The Keys to Communicating by Telephone
eb_course

Target audience: All professionals who have to manage phone conversations: secretaries, assistants, technicians, office-based sales associates, etc. Objective: To improve your telephone communication and become more comfortable in professional phone calls. Benefits: Understand the stages of a phone conversation. Optimise … Read More

Providing Sales Support by Telephone
Providing Sales Support by Telephone
eb_course

Target audience: All professionals who have to manage phone conversations with customers: quality department, sales associate, accountant, after-sales service, etc. Prerequisite: Some practical experience in customer relations. Objective: To be an effective sales liaison between a company and its customers. … Read More

Writing Minutes
Writing Minutes
eb_course

Target audience: All secretaries and assistants. Objective: To take the essential information from a meeting a write an appropriate brief. Benefits: Overcome the difficulties of note-taking. Write a good meeting brief. Highlight useful information in a appropriate manner.

Motivating your Sales Team for Action
Motivating your Sales Team for Action
eb_course

Target audience: All sales managers. Objective: To use individual motivation to ensure performance. Benefits: Understand how motivation works. Give positive feedback to maintain performance.

Using Ambition to Build Loyalty in Sales People
Using Ambition to Build Loyalty in Sales People
eb_course

Target audience: All sales team managers Objective: To identify one of the three motivational and performance levers of the best sales associates: ambition. Benefits: Recognise and value the performance of each of your sales executives. Create motivating challenges that enable … Read More