Module 1 - “An Introduction to Professional Communications” -  (3 days)  Description  Dates  Venue       The telephone is often your first point of contact with new   customers and a medium through which a significant proportion   of the business relationship is conducted. Maximising its   effectiveness requires both planning and strong interpersonal   skills.  This challenging course is ideal for candidates who are   new to a sales and marketing environment.     May 10th – May 12th June 15th – June 17th     Level 3, 455 Bourke Street, Melbourne, VIC “Module 2 - "Solution Selling” - (2 days)  Description  Dates  Venue     This course is aimed at professionally trained sales people who   operate in environments that demand high investment in the   cost of sale, and where their individual success will have a   significant impact on the organisation’s bottom line profit. Whilst   the interpersonal skills required remain the same, solution   selling requires the salesperson to develop a much wider   appreciation and understanding of the selling world.   May 31st - June 1st July 13th - July 14th     Level 3, 455 Bourke Street, Melbourne, VIC  Module 3 - “Negotiation Skills” - (2 days)  Description  Dates  Venue     This course focuses on generating a “win-win” outcome   between you and your Client. We look at ways to increase   profits, whilst protecting your Gross Profit. Delegates are trained   how to trade in concessions and identify and deal with difficult   customer behaviour.  How do we maximise our power, reduce   the fear of threats, and make realistic walkaway decisions?     May 13th-May 14       Level 3, 455 Bourke Street, Melbourne, VIC  Module 4 - “Key Account Management” - (2 days)  Description  Dates  Venue     This course enables the team to gain a superior understanding   of your customers' buying processes. They aim to maximise   account penetration by learning how to analyse your   competitive position and plan an effective strategy. We will train   the graduates how to uncover and influence decision-making   criteria more effectively, and assist to develop strategies to   influence key decision-makers.         July 15th - July 16th     Level 3, 455 Bourke Street, Melbourne, VIC