ISMM Endorsed Training Providers Directory
Provider
Course
Aims/Objectives of the course
Target audience for the course
Website URL
Email address
Phone number
Sales Training Online Ltd
www.salestrainingonline.com
To provide quality sales training to people on their desktops anywhere in the world.
Anyone who wants to understand how selling works
www.salestrainingonline.com
enquiries@salestrainingonline.com
+44 (0)1494 774440
Provider
The Recruitment and Employment Confederation
Course
REC Sales Courses
Aims/Objectives of the
course
The REC deliver a wide range of sales courses, including:
•Negotiate and Close the Sale
•Proactive Business Development
•Progressive Sales Techniques
•Successful Account Management
•Telephone Sales
•The Perfect Client Meeting
Target audience for the
course
Website URL
www.rec.uk.com/academy-for-business/training/a-zcourses/sales-courses
Email address
info@rec.uk.com
Phone number
0207 009 2170
Provider
Celsius
Course
Diploma of Professional Sales
Aims/Objectives of the course
This is a 3 module programme over 8 days. An introduction to professional sales,
solution sales and key account development, and negotiation skills. This is an
intensive yet fun and practical course working through all the basics of sales to
account development, solution sales and negotiation skills.
Target audience for the course
Targeted at those people who want to or who are embarking on their sales career.
The course is also particularly useful for seasoned sales professionals who would
like to recap previous learning and iron
out bad habits.
Website URL
www.celsiusrecruitment.co.uk
Email address
info@celsiusrecruitment.co.uk
Phone number
0161 905 8315
Provider
Huthwaite International
Course
Spin® Selling Skills
Aims/Objectives of the
course
Target audience for the
course
By the end of the programme, each participant will: have analysed the strengths
and weaknesses of their present selling style; be able to describe the psychology of
customer needs; be able to describe the key behaviours, or skills, used
effectively by salespeople in their interactions with customers; have a framework
for planning sales calls in terms of these behaviours; have frequently practised
using the skills to develop customer needs in a way that greatly reduces the
likelihood of objections; have a strategy for dealing with difficult customers who
raise objections or have low reaction levels; have measured objectively their
performance and created an action plan for continued development of their skills
after the programme.
Any employees involved in the sales of goods or services. In addition to sales
executives and sales managers, the programme can be very beneficial to
engineers, technical specialists or sales support staff who are involved in the selling
process or who may be exposed to selling opportunities in the course of their work
with customers.
Website URL
www.huthwaite.co.uk
Email address
webinfo@huthwaite.co.uk
Phone number
+44 (0)1709 710081
Provider
Reed Learning
Course
Key Account Management
Aims/Objectives of the course
This course helps you to manage new and existing accounts effectively in a competitive market
where clients can be increasingly demanding. You will learn best-practice techniques to engage
with clients, negotiating, reporting and providing high levels of service when managing multiple
relationships.
Target audience for the course
Newly appointed account managers who wish to learn the most profitable way to manage their
accounts. Also ideal for experienced account managers who would like to refresh and perfect
their technique.
Website URL
www.reedlearning.co.uk
Email address
More.info@reedlearning.co.uk
Phone number
0800 132 448
Provider
Reed Learning
Course
Leading and Building a Sales Team
Aims/Objectives of the course
Target audience for the course
This course defines the unique challenges of leading rather than just managing a sales team.
Delegates will learn to organise day-to-day tactics of each member of their sales force to ensure
they exceed sales targets. You will learn how to facilitate sales through motivating individuals
and creating synergy in the team.
This course is ideal for new and experienced sales managers who lack formal management
training and aspire to be more effective in their role..
Website URL
www.reedlearning.co.uk
Email address
More.info@reedlearning.co.uk
Phone number
0800 132 448
Provider
TLSA
Course
Essential Sales Skills
Aims/Objectives of the course
Essential Sales Skills has been designed to help participants achieve three objectives; these are
to:
1. Develop new, and refresh existing, sales skills.
2. Test the application of these skills through practical projects.
3. Earn an accreditation that is endorsed by the ISSM.
Target audience for the course
Sales Professionals, Relationship managers, Business executives and new Business Developers
Website URL
www.tlsa.co.uk
Email address
sales@tlsa.co.uk
Phone number
0845 600 1556
Provider
TLSA
Course
Leading the Sales Team
Aims/Objectives of the course
Leading the Sales Team has been designed to develop sales leadership and management skills.
The objectives of the programme are to help you discover:
1. The skills and qualities of a Professional Sales Leader.
2. The potential and limitations of each team member.
3. The right leadership style to produce the best performance from each member of the team.
4. How to create a skills analysis and coaching plan for each member of the team.
5. How to create a sales management structure that will identify opportunities and development
areas.
6. The principles of sales performance coaching.
7. How to create and implement effective field coaching programmes.
8. How to plan and implement team meetings that stimulate, motivate and educate.
9. How to run effective one to one meetings.
10. The impact of these skills and behaviours, utilising the ‘Leading the Sales Team’ computer
simulation
Target audience for the course
Professional sales leader
Website URL
www.tlsa.co.uk
Email address
sales@tlsa.co.uk
Phone number
0845 600 1556
Provider
Sterling Chase Associates
Course
Black Belt Selling
Aims/Objectives of the course
This is a 3 Step Programme divided into 10 modules to teach a new concept in
selling using the innovative ‘Selling From the Left®’ methodology. The programme
covers the theory of consultative selling and gives the learners a wealth of practical
tools and examples as they progress through the programme. The course is
designed so each module builds on the last taking the delegate through the sales
journey step by step from the initial introductory call to the close (and beyond). At
the end of each module the delegate has the option of completing a selfassessment quiz to benchmark his or her knowledge.
Target audience for the course
Website URL
http://www.sterlingchase.com/black-belt-selling
Email address
enquiries@sterlingchase.com
Phone number
08453713099
Provider
Meta-Morphose
Course
Meta-Morphose Diploma in Sales
Aims/Objectives of the course
There’s no doubt about it. A professional qualification not only proves your ability, it also
demonstrates that you are serious about your chosen career.
Stand out from the crowd
Target audience for the course
For graduates and graduate-calibre people
Website URL
http://www.meta-morphose.co.uk/index.asp
Email address
info@meta-morphose.co.uk
Phone number
01242 253253
Provider
Course
Keystone Associates
Best Practice in Sales Management
Aims/Objectives of the course
To have delegates gain and improve their knowledge and skills and to have them:
Understand how to recruit, motivate and manage their sales team in today’s challenging
environment
Learn how to tailor reward and incentive packages to maximise profitability and meet
corporate objectives
Explore a range of performance management tools to enable them to effectively manage
their sales teams
Recognise how high performance sales teams become a source of competitive advantage in
their company
Gain an insight into the importance of coaching and mentoring the sales team
Learn how to match their management and leadership styles to their team in order to
maximise profitable sales
Explore a range of sales management tools including sales forecasting, CRM and PRM
strategies
Understand the essential tools successful sales managers use to achieve results
Target audience for the course
Sales Managers / Directors / Team Leaders
Marketing Managers / Directors
Key Account Managers
Sales Negotiators
Business Development Managers
Sales/Marketing Consultants
Channel Managers
Telesales Managers/Supervisors
Website URL
Email address
Phone number
www.keystone-associates.co.uk
peter@keystone-associates.co.uk
0115 9170664
Provider
Hellenic Management (Greece)
Course
Certificate in Advanced Sales & Marketing
Aims/Objectives of the course
The programme gives participants the ability to:
a) Obtain a holistic approach on practice and knowledge that will help them upgrade
their positions – they will develop a more professional role in their sales related
responsibilities
b) Enforce their learning so as to be able to solve the difficult problems they deal with
in their daily working life
c) Enrich their knowledge on related topics so as to assist them in taking the right
decisions
d) Become holders, after successfully completing the exams, of a high caliber certificate
that will demonstrate their commitment to their sales profession.
Target audience for the course
Sales professionals, sales executives as well as other professionals who seek for a
successful career in the world of sales
Website URL
www.eede.gr
Email address
euaffairs@eede.gr
Phone number
0030 210 21 12 00
Provider
Lammore
Course
The Single Sales Principle
Aims/Objectives of the course
Target audience for the course
Associated modules: Steps of the sale, Negotiation skills, Objection Handling, Positioning
your product, Making sales presentations
This programme is designed for sales people and sales managers. It is typically for B2B
sales environments. Group size is normally between 8 & 12 people.
Website URL
www.lammore.com
Email address
mark@lammore.com
Phone number
08000 436599
Provider
The Sales Activator Ltd
Course
The Sales Activator® toolkit
Aims/Objectives of the course
Reinforce and develop skills required for a consultative sales approach
Improve the quality and quantity of sales activities
Encourage the sharing of best practice
Motivate salespeople to become more accountable for their own ongoing development
Deliver a sustainable increase in their sales results
Target audience for the course
Website URL
http://www.salesactivator.com/
Email address
lorna.leck@salesactivator.com
Phone number
0844 247 7789
Provider
Touch Business Solutions Ltd
Course
Sales Techniques (Introduction to Sales)
Aims/Objectives of the course
This course provides the Essentials of Sales and the ‘Techniques’ to required sell
and sell successfully. It serves as an Introduction to sales in its many forms or as
a Refresher course. The course provides Confidence in Selling and how to control
a sale from start to finish and this leads us on to our final aim; to teach the sales
process and how to close and overcome objections.
Target audience for the course
Ideal for any salesperson within his/her 1st or 2nd Sales role or for a Refresher
course.
Website URL
www.touchbusinesssolutions.co.uk
Email address
info@touchbusinesssolutions.co.uk
Phone number
07964 864746
Provider
Pareto Law
Aims/Objectives
of the courses
Fundamentals of Selling – An intensive workshop where candidates understand and demonstrate the fundamentals of successful selling. This
course is designed to develop new skills in the areas of understanding personality types and advanced communication skills, qualifying leads
and making appointments, handling resistance and ultimately deal with negativity often associated with a career in sales.
Professional Selling Skills – The course aim is to increase sales through an explanation of the benefits of consultative selling and understand
how to effectively apply the 9 steps of the buying process with a proven advanced questioning model. An essential framework for sales
success, the programme promotes a modern and consultative approach to sales, whilst ensuring that attendees gain a full understanding of
core sales skills.
Ethical Negotiation Skills – Focused on understanding and developing a structured approach to the negotiation process, this programme is
designed to give delegates the ability and confidence to deal with issues such as price and discounting in a sales situation.
Account Management – This programme focuses on how to manage accounts to maximise their potential. It tackles how to deal with the
political element of decision making and provides delegates with a unique insight into organisational cultures and how to adapt their sales
techniques to suit different companies.
Live Telephone Selling – This unique course tackles the full spectra of cold calling head on, combining live cold calling with a side-by-side
coaching workshop. The calls are analysed by the trainer, who will offer guidance and advice on how to improve motivation, confidence and
effectiveness.
High Impact Presentations – Take the fear out of any presentation and present the way you were meant to. This course is aimed to motivate
and inspire individuals to present with confidence and create the WOW factor that will definitively give you the competitive edge in the market
place. This course allows you to understand the crucial difference between a normal presentation and a sales presentation and know how to
persuade rather than inform.
Sales Leadership and Management – How many of your top sales people become your top sales managers? This course is unique and an
essential programme for sales managers of all levels that are both new to the role and also those who need a refresher and an opportunity to
share ideas and best practices with other managers in the same position.
Target audience
for the course
Fundamentals of Selling – Sales professionals looking to develop ground level skills and techniques within a consultative sales framework.
Professional Selling Skills – New or experienced sales professionals looking to develop skills and techniques within a consultative sales
framework.
Ethical Negotiation Skills – This course is ideal for anyone responsible for or involved in negotiating in a business context either within an
organisation or externally with clients, suppliers or other third parties.
Account Management – All those, both new or experienced, who manage accounts and relationships with existing customers and who is
responsible for maintaining and growing accounts whilst protecting them from competitor threats.
Live Telephone Selling – New or experienced sales professionals looking to develop skills to build confidence and belief and to understand the
benefits and results that can be derived from cold calling.
High Impact Presentations – All those, both new or experienced, who need to make positive lasting impressions on any type of audience
whether buyers, colleagues or business contacts. Although predominantly designed for sales people, this programme is appropriate for anyone
required to create and deliver compelling presentations.
Sales Leadership and Management – This programme is essential for all team leaders or managers who are committed to developing their
leadership skills which will enable them to build, motivate and lead teams to maximise performance both short and long term.
Website URL
www.pareto.co.uk/sales_training.aspx
Email address
info@pareto.co.uk
Phone number
0500 36 38 40
Provider
PROTRAINING
Course
Selling for Success
Aims/Objectives of the
course

Target audience for the
course


Website URL
www.protraining.ae
Email address
info@protraining.me
Phone number
+971 4 3468835
AIM
To achieve consistency of sales and customer service across all
areas of sales staff.

To encourage delegates to improve their sales capabilities and
professional selling skills which should then lead to improvements
in product offering and thereby assist in achieving individuals and
team sales targets.
OBJECTIVES
By the end of the course delegates will be able to:

Identify traits and behaviours of effective sales people

Understand the sales cycle, plan the various selling activities

Understand the value of relationship and trust building

Apply ways to build rapport with different people

Use the key steps of selling process through activities, exercises
and demonstrations

Identify opportunities for selling-up and selling-on and cross
selling

Implement ways to overcome sales barriers and close the sale.
Additional Modules:

Understand how to deal with sales pressure

Identify ways of exceeding their sales targets
This course is aimed at frontline sales people
This course is aimed at delegates new to selling or delegates
with limited sales experience
Provider
Sentinel Management Consultants
Course
Selling & Negotiation Skills: The Total Commercial Call™
Programme
Aims/Objectives of the
course
Selling & Negotiation excellence in one integrated commercial system.
We work globally with the biggest FMCG suppliers, who negotiate daily with the World’s
top multiple retailers, and our clients tell us that they see a 30 fold return on their training
investment in the first 10 weeks alone! – David Sables, CEO Sentinel Management
Consultants
Total Commercial Call™ Overview; Bringing negotiation and selling techniques together,
with 5 days of intense training, typically spread over a 12 week period in order to hone new
skills properly in the real world at either ‘Foundation’ or ‘Advanced’ level.
Intensely trained by experts – experienced Blue Chip Buyers & Sellers, our Total
Commercial Call™ programme consists of two, two day workshops - Situational
Negotiation™ and Specific Proposal Selling™, followed by a one day ‘Embedding’
workshop, where we further develop and sustain practical skills. Each workshop uses
delegate’s real life challenges as case studies, providing realistic role play, and real
solutions.
Situational Negotiation™ focuses on the behaviours in negotiation rather than the
‘relationships’ they represent.
Learn how even the toughest negotiators can be tamed and all of their tactics disarmed in
order to create lasting rapport.
Coached by people who have done the job – buyers and sellers, researched to deal with
the latest market conditions
Specific Proposal Selling™ focuses your whole ‘sell’ on the proposal you need to deliver.
Our selling model will set you up to succeed, by focussing your messages on the needs your
customer.
Keep control during the whole meeting through objection management, disarming and
negotiation techniques.
Gain internal alignment and focus with preparation tools and techniques to maximise
confidence and performance.
Ultimately, make more money for your business, faster - by building more value in your
deals, never giving without return and getting agreement more quickly.
Target audience for the
course
Sales Directors, Controllers, National and Key Account Managers
Website URL
www.sentinelmc.com
Email address
info@sentinelmc.com
Phone number
01344 724 610
Provider
ExecutivePoint Global
Course
Executivepoint B2B Telesales Training Course
Aims/Objectives of the course
Identify a key call structure required for effective outbound calling.
Recognise common pitfalls and measures to overcome these.
Demonstrate effective profiling, pitching and techniques used to improve these.
Identify the main differences between personal and business sales calls.
New executives will also be effectively trained in Excel, Microsoft word,
compilation of meeting sheets, reporting on target boards, use of Linkedin and
Adobe as well as all the other processes in place to support new executives.
Additionally, new executives will be trained around data mining and company/
individual profiling, competitor analysis, scripting, handling of common
objections, unique selling points, purchase indicators and closing techniques.
Target audience for the course
Graduates, new starters to telesales and existing telemarketers looking to
increase/ improve their skills
Website URL
http://www.meetingpoint-uk.com/
Email address
ian.brigden@meetingpoint-uk.com
Phone number
0844 504 7536
Provider
MarketMakers
Course
Sales Element (MarketMakers Business School)
Aims/Objectives of the
course
Scripting For Success
•
Creating an effective script on any campaign
•
Using assertive techniques with Gate Keepers
•
Dealing with Gate Keeper Objections
•
Understanding how to create a ‘hook’
•
Understanding key techniques for creating discussion and interest
Advanced Objection Handling
•
Using an effective and professional technique to overcome objections
•
Being able to overcome the 6 key objection areas
•
Transferring the techniques to any campaign
Closing Techniques
•
Recognising buying signs
•
Understanding the timing of your close
•
Understanding “the three golden rules before closing”
•
Using ‘trial closes’ with ease
•
Understanding the 4 ‘classic’ closes
•
Using objections to help close the sale
•
Understanding the ‘recommendation’ close
•
Understanding the ‘thermometer’ close
•
Closing with success
Target audience for the
course
Account Executives, Senior Account Executive, Account Manager, Senior Account
Manager, Client Manager & Client Director
Website URL
www.marketmakers.co.uk
Email address
casss@marketmakers.co.uk
Phone number
0845-4291161
Provider
Sales Experts House (Egypt)
Course
The Money Maker
Aims/Objectives of the course
SEH is a performance improvement firm dedicated to help corporations elevate
their sales productivity, operational sales performance and drive measurable,
sustainable revenue growth
Participants will be able to judge on situations independently under overall
direction and guidance.
Participants will be capable to respond to all customers' needs efficiently by
selling the appropriate solutions.
Target audience for the course
Primary Target
• Indoor Sales Agents
• Customer Service Agents
• Call Centre Agents
• Telesales Agents
Secondary Target
• Team Leaders
• Team Supervisors
• CS Managers
Website URL
www.sehegypt.com
Email address
training@sehegypt.com
Phone number
+20 2 266 733 86 --- +20 122 322 14 88