Sales and Business Development

A modern professional sales / business development operation is the key, to growing your base of full cost recovery / commercial and funded customers.

Even with funded training provision, there will increasingly be a need to fully understand the needs of the employer, their business and the impact training or assessment will have on their operation. This is needed to ensure that they do actually commit to training, and when they do, that they choose your organisation as their provider.

Sales is no longer a set of clever techniques or smart answers to get people to say “yes”. When done correctly, it is a skilled and professional process that understands the employer need, matches it to your range of services, creating value in the eyes of the employer, resulting in a clear commitment to engagement.

Materials

Assessment Tools (1) | Case Study (1) | Guide (2) |

Assessment Tools (Showing 1 of 1 available)

•   Identifying potential customers for key account management  (120 KB)Downloadable file
  Team or individual exercise to identify customers who could be given key account status
  

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Case Study (Showing 1 of 1 available)

•   Smarter marketing to engage employers with Train to Gain  (283 KB)
  Released: 25/02/2008 Downloadable file
  York College evaluated its branding and improved its performance in engaging employers by improved use of its customer relationship management system and by evaluating several marketing campaigns.
  

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Guide (Showing 2 of 2 available)

•   Product guides for business clients: sample flier  (68 KB)Downloadable file
  A flier promoting the NVQ in IT User qualification produced by Colleges for Business Norfolk. See separate guide for generating content.
  
•   Product guides for business clients  (211 KB)Downloadable file
  This guide provides a template for course staff contributing information for marketing materials for employers on courses relevant to their employees.
  

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