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Sales professionals will learn how to improve profitability through identifying and developing customers into Key Accounts and introducing Key Account management strategies to manage them effectively for long term gain. 01/05/2013 Ramada hotel
Shaws Bridge
Belfast Sales professionals will learn how to improve profitability through identifying and developing customers into Key Accounts and introducing Key Account management strategies to manage them effectively for long term gain.
Export focused businesses from any sector involved in manufacturing or tradeable services. It is not necessary to be an Invest NI client business to participate. Targeting MD, Senior Managers and Sales Executives within small and medium sized businesses who are keen to understand key account management strategies and how they can impact on profitability.
Objectives
•Develop an objective method for analysing sales opportunities over the long term which can be consistently applied.
•Understand how to match opportunities to your competitive advantage to improve prospects in the sales pipeline and improve the accuracy of sales forecasting.
•Develop methods for mapping the purchasing authority within complex decision making units and develop techniques to build relationships with DMU members.
•Understand how to allocate sales resource appropriate to the opportunity represented by the Key Account to maximise return on investment.
•An objective method for analysing sales opportunities from customers over the long term to determine which customers should have Key Account status.
•Opportunity matching techniques to improve sales forecasting.
•New methods for deriving more value from existing accounts.
•Understand how to allocate appropriate sales resources to the opportunity represented by a Key Account in order to maximise return on investment.
•Improved quality of prospects and more accurate sales forecasting.
•Improved profitability from existing accounts.
•Improved utilisation of sales resources.
•Improved management of the customer base and more effective utilisation of time and sales resource.
•New methods for analysing customer performance.
•Ways of shortening the sales cycle and making better use of the customer relationship.
•Case study.
•Industry based guest speaker.
•Workbook and handout materials
Pre-Requisites- Work in a sales role
Outlines an effective approach to the identification, appointment and ongoing management of agents and distributors or other export partners.You will learn how to effectively prepare to meet potential partners,how to screen and select potential partners,the key issues in developing agreements and how to develop a partner support plan 08/05/2013 Ramada hotel
Shaws Bridge
Belfast Outlines an effective approach to the identification, appointment and ongoing management of agents and distributors or other export partners.You will learn how to effectively prepare to meet potential partners,how to screen and select potential partners,the key issues in developing agreements and how to develop a partner support planExport focused businesses from any sector involved in manufacturing or tradeable services. It is not necessary to be an Invest NI client business to participate.New/inexperienced exporters actively planning the development of export markets and experienced exporters considering the development of new markets will benefit from this workshop.Suitable for senior personnel wanting an understanding of setting up and managing in-market distribution channels or partnerships.
Objectives
•To provide an understanding of the factors that affect channel selection in export markets.
•To provide methods for evaluating overseas channel options and recruiting channel partners, particularly agents and distributors.
•To provide practical advice on motivating, monitoring and exercising control over channel partners.
•The factors that affect channel selection in export markets.
•Methods of evaluating channel options and identifying and assessing potential channel partners, particularly agents and distributors.
•Techniques for motivating and managing agents and distributors, setting targets, monitoring performance and dealing with non-performance.
•Informed approach to selecting and appointing representatives overseas – avoid appointing the wrong partner.
•Greater confidence in overseas representation.
•Higher expectations in performance.
•Valid and measurable performance criteria.
•Good command of the legal, contractual and management aspects of dealing with channel partners.
•Greater confidence and competence in managing the channel partner to mutual benefit.
•Case studies
•Extensive use of SME examples.
•Guest speaker
•Workbook and handout materials.
Pre-Requisites- Demonstrated capability and motivation to exploit new export opportunities.
Partner Brokerage Event 14/05/2013 - 15/05/2013 Convention Centre, Dublin. Following the success of the Boston Marketplace in October 2012, Enterprise Europe Network Ireland are delighted to support ECHAlliance in hosting eHealth Business Marketplace starting Tuesday 14 May 2013 at the Convention Centre Dublin. The goal of the ‘Marketplace’ is to create new business relationships, research, innovation and collaborations leading to innovative health improvements, job creation and economic developments.
In 2012 the Boston Marketplace generated over 10,000 online profile views of participants and organisations with initial contacts maintained.
Through the pre-arranged networking, delegates can look forward to:
- pre-event profiling (add business profile and view others profiles)
- request pre-arranged business matchmaking appointments
- high profile visibility via matchmaking website (over 10 000 views of previous event)
- listen in at the innovative Speakers’ Corner
Why participate?
- industry (large and SMEs) opportunity to identify sales potentials, licensing deals, joint ventures, world-wide distribution agreements
- research institutions opportunity to plan collaborative research, agree partnership arrangements for grant and other funding opportunities
- governments and healthcare providers opportunity to present their successes and challenges to an international audience and to hear about innovations and best practices already existing or in the pipeline
eHealth Business Marketplace takes place during eHealth Week and will also coincide with the EU-US eHealth/Health IT Cooperation Assembly on Wednesday 15 May in Dublin.
To register go to;
http://www.b2match.eu/eu-us-ehealth-marketplace-dublin/pages/home
Those involved in face to face sales will learn how to conduct negotiations at a very professional level and understand the rationale of Win/Win negotiating and negotiation management. 15/05/2013 Ramada hotel
Shaws Bridge
Belfast Those involved in face to face sales will learn how to conduct negotiations at a very professional level and understand the rationale of Win/Win negotiating and negotiation management.Export focused businesses in any sector involved in manufacturing or tradeable services. It is not necessary to be an Invest NI client business to participate.New and inexperienced exporters as well as experienced exporting companies.From MD to Sales Director to direct sales personnel – in fact for all those responsible for achieving results through the face - to - face sales process.
Objectives
•To demonstrate how effective negotiating and sales skills at all levels within a company can improve bottom-line profitability.
•Underline the importance of negotiation skills as one of the most financially productive business skills that an individual can possess
•How to conduct negotiations at a professional level.
•The key stages of the negotiation process.
•Understand the rationale of Win/Win negotiating and negotiation management.
•Use, recognise and counter negotiating techniques and tactics.
•More profitable business gain.
•The protection of accounts (and relationships) on a long-term basis.
•Understand the characteristics of successful negotiators.
•Recognise the need for preparation before negotiation.
•Recognise the importance of questioning, listening and summarising skills during a negotiation.
•Be better positioned to achieve negotiated outcomes that favour the company
Learning Aids This workshop includes simulations in which participants have an opportunity to apply negotiating skills - at an individual level and team level. The course is discussion-based to facilitate learning through experienced Instructor Led Training (ILT).
Pre-Requisites None
Enterprise Europe Network Ireland supported by Enterprise Ireland and Invest NI, invites you to participate at the brokerage event during ATWARM International Conference 2013 "Water - The Greatest Global Challenge" 14-16 May at The Helix, Dublin. 15/05/2013 - 16/05/2013 Dublin City University, Dublin Manage dedicated business contacts during the conference by joining our brokerage session which takes place on Day 2, Wednesday 15 May. A Brokerage Event is an ideal opportunity to find international partners for technology transfer, business co-operation and collaborative research, in pre-arranged 20 minute meetings in one location. You simply need to Register, present yourself, your company, your technology online and select partners of interest to you in advance of the event.
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Target Participants
This one day event will target a wide spectrum of innovative companies, universities and researchers from Europe in the Water and Environment sector interested in sharing new project ideas and finding collaboration partners.
The brokerage event takes place during ATWARM International Conference "Water - The Greatest Global Challenge" which will highlight innovations in water quality management that have been developed and demonstrated by a team of Marie Curie research Fellows under the FP7 Initial Training Network project, ATWARM (Advanced Technologies for Water Resource Management)..
InterTradeIreland's dynamic event to help SMEs, researchers and other organisations across the island prepare for Horizon 2020, the new EU funding instrument for innovation. Hear about the opportunities and supports available, meet potential partners and learn about the benefits of North-South collaborations in EU funded projects. If you want to get ready for Horizon 2020, this event is for you.
16/05/2013 Croke Park Conference Centre, Dublin Agenda
- Key note presentations from the European Commission, with insights and the latest information on Horizon 2020.
- Informative sessions on the supports to access Horizon 2020 in Ireland, Northern Ireland and Europe.
- Panel discussion and Q&A sessions around the opportunities in Horizon 2020 and the regional strategies to maximise SME participation.
- Opportunities to know more about specific funding instruments (Marie-Curie Actions, SME instrument etc)
- Networking opportunities and exhibition area.
Who should attend?
This InterTradeIreland event is targeted at those interested or involved in innovation, R&D and other research activities. At this event you will meet potential partners and learn about the benefits of North-South collaborations in EU funded projects. Participants will include:
- SMEs and Large companies
- Business associations and networks
- Researchers and academics
- Research organisations
- European Commission representatives
- Academic institutions
- Development agencies
In this workshop executives new to a sales role, or seeking refresher training, will be shown the core competencies of successful sales practitioners. Based on an 8 stage selling model, areas covered include pre-call planning, how to sell the features and benefits of a product, preparing effectively for meetings with buyers, handling objections and tips on closing deals. 22/05/2013 Killyhevlin hotel
Dublin Road
Enniskillen In this workshop executives new to a sales role, or seeking refresher training, will be shown the core competencies of successful sales practitioners. Based on an 8 stage selling model, areas covered include pre-call planning, how to sell the features and benefits of a product, preparing effectively for meetings with buyers, handling objections and tips on closing deals.
Export focused business from any sector involved in manufacturing or tradeable services. It is not necessary to be an Invest NI client business.Individuals who are new to the sales function, for example technical specialists who are taking on sales responsibility. Existing sales staff who wish to refresh their sales skills and enhance their personal performance will find the workshop beneficial.
Objectives
•Understand the qualities, attitudes and competences of today`s successful sales people.
•Understand how to present the benefits delivered by a product or service and to effectively communicate competitive advantage.
•Introduce an effective sales process and methodology that recognises and adapts to different sales situations.
•The practices, attitudes and competences displayed by effective sales people.
•An effective sales approach and methodology that can bring consistency of approach but can also be adapted to different sales situations.
•Preparing effectively for sales meetings.
•Handling objections on areas such as price.
•Tips and techniques for an effective sales performance in front of a buyer.
•Negotiating to a successful conclusion.
•Introduces an effective sales methodology that delivers consistency but is flexible to adapt to different sales situations.
•An understanding of the business and staff competences needed to be a successful sales organisation.
•Increased confidence.
•Acquisition of new sales tools.
•Introduction to an effective sales process.
•More effective, results-focused sales meetings.
•Case study.
•Industry based guest speaker.
•Role play exercises.
•Workbook and handout materials.
Pre-Requisites- Work in a sales role.
Energy Europe will be one of the largest energy focussed events this year. At the Bella Centre in Copehagen, up to 15,000 visitors are expected and there will be over 400 exhibitors.
THe EEN will host a large Partnering Event - Energy Match 23/05/2013 - 25/05/2013 Bella Centre Copenhagen ENERGY MATCH takes place during Energy Europe - the most important national and international marketplace within renewable energy. At ENERGY MATCH you have the the opportunity to meet new business partners.
The concept behind ENERGY MATCH is easy access to potential business partners at
pre-arranged meetings at the event. Beforehand, all you need to do is to register here with a brief profile and you are ready to book 1:1 meetings. Prior to the event on May 23-25 in the Bella Center in Copenhagen you will receive a meeting schedule, and you are all ready to meet new business opportunities
27/05/2013 - 31/05/2013 Contact Organiser Invest NI is organising a 5 day business mission to Copenhagen and Stockholm to take advantage of the business opportunities in these dynamic and important markets.
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