ISMM ACCREDITED

ELEARNING

GROWTH ENGINEERING

22-23rd November 2012

HOW TO DELIVER SALES TRAINING

WITH REAL IMPACT

WHO ARE THE ISMM?

Project title

23 August

2012

Corporate Members Include:

• Founded in 1911, the Institute of Sales and Marketing Management (ISMM) exists to promote standards of excellence in sales and sales management.

• The authoritative voice of selling and the custodian of sales standards, ethics and best practise.

• Responsible for establishing benchmarks of professionalism in sales. They are the only membership body recognised by UK Government regulatory body Ofqual as an awarding organisation to offer qualifications in Sales, Marketing and Sales Management.

ISMM QUALIFICATIONS

Level 2 - Level 3 – Level 4 Awards - Certificates - Diplomas

Growth Engineering are the ONLY company to offer ISMM Qualifications

through a FULLY online approach.

23 August

2012

OUR ISMM LIBRARY:

LEVEL 2 LEVEL 3 LEVEL 4

• Understanding laws and ethics of selling

• Understanding marketing

• Understanding buyer behaviour

• Sales targets

• Selling to customers

• Understanding selling to customers

• Telesales

• Preparing and delivering a sales presentation

• Handling objections, negotiating and closing sales

• Understanding influences on buyer behaviour

• Understanding customer segmentation and profiling

• Understanding sales and marketing in organisations

• Using market information for sales • Time and territory management for

sales people • Planning for professional

development • Prospecting for new business • Sales pipeline management

• Managing responsible selling

• Understanding segmentation, targeting and positioning

• Managing a sales team • Operational sales

planning • Sales negotiations • Analysing the marketing

environment • Finance for sales

managers • Writing and delivering a

sales proposal

AWARD WINNING

Video Presenters Challenging Quizzes

Role-plays & Scenarios The Discovery Method

ONLINE LEARNING

INTERACTIVITY & CHANGING BEHAVIOUR

• Sales is all about interactions with prospects, customers and buyers. Our interactive scenarios reflect this.

• Learners get an opportunity to practise and embed their knowledge. • Behavioural scenario type questions are key to building sales skills.

• We don’t ask what you know, we ask what you would do. • It’s not about what you know, it’s about how you use what you know.

OUR LEARNING METHODOLOGY:

THE DISCOVERY

METHOD

• Key innovation in adult learning

• Replicates learner-tutor interaction

• Encourages active participation from the learner

THE DISCOVERY METHOD

Input your own experiences

Analyse, reflect, discover

Create your own personal study guide Guide your own learning

23 August

2012

IT’S THIS EASY:

1. Log-on to the Academy. 2. Complete a unit of eLearning.

3. Complete an assessment. 4. Receive qualification.

1. 2.

3. 4.

THE TESTIMONY

“The ‘Discovery Method’ makes the process of eLearning a lot more engaging and interactive.” - David Butterfield, Head of Learning

Development, Aggregate Industries

“…It is a really good piece of e-learning — you do actually learn and I loved the way my worksheet built as I went

along. I have my printed copy on my desk and it’s a real piece of work! - Ian Rose, Training Manager, AXA Insurance

“It gives a really good basis of knowledge and understanding… The eLearning worked really well, I can see how it’s going to help me in terms of my role in the future.” – Debbie Timbrell, Sales Training

Manager, Aggregate Industries

“I must congratulate you on the design and functionality of the lessons you have produced.” – Sales Trainer, Panasonic

Twitter: @growthengineer

Facebook : Facebook.com/growthengineer

LinkedIn: linkedin.com/company/growth-engineering-ltd

YouTube: youtube.com/user/growthengineering01

CONTACT US: CONNECT WITH US:

Address: 44 Peascod Street,

Windsor, Berkshire, SL4 1DE

Telephone: 01753 840 331

Email: hello@growthengineering.co.uk

THANK YOU