30 Buyer courses delivered Live Online

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Duration 5 Days 30 CPD hours This course is intended for The primary audience for this course are Application Consultants, Business Process Architects, Business Process Owners/Team Leads/Power Users, Program/Project Managers, and Users. Overview Participants learn about the fundamental elements of materials management.Participants understand usage of the procurement processes for stock material, consumable materials, and services, the basic functions from purchasing, inventory management, invoice verification, service entry, and materials planning.Topic-specific exercises in the SAP system give participants the opportunity to gain first-hand practical experience of the above processes. This course will give students the fundamental knowledge and a comprehensive overview of the processes in procurement in SAP. After attending this class, students will understand the major business processes and functions in materials management. PROCUREMENT PROCESSES * Defining Processes and Organizational Levels in Procurement * Maintaining Purchase Orders * Posting Goods Receipts * Entering Invoices MASTER DATA * Maintaining Vendor Master Records * Maintaining Material Master Records * Using Entry Aids for Master Data Maintenance * Performing Mass Maintenance STOCK MATERIAL PROCUREMENT * Applying Conditions in Purchasing * Handling Requests for Quotations and Quotation Processes * Creating Purchase Orders with Reference * Maintaining Purchasing Info Records * Analyzing Material Valuation * Posting Goods Receipts for Purchase Orders * Entering Invoices with Reference to Purchase Orders CONSUMABLE MATERIAL PROCUREMENT * Purchasing Consumable Materials * Creating Purchase Requisitions * Creating Purchase Orders with Reference to Purchase Requisitions * Entering Valuated and Non-Valuated Goods Receipts * Creating Blanket Purchase Orders EXTERNAL SERVICES PROCUREMENT * Maintaining Master Data for External Services * Ordering Services * Creating Service Entries and Verifying Invoices AUTOMATED PROCUREMENT * Maintaining Data for Material Requirements Planning (MRP) * Maintaining Contracts and Source Lists * Performing Procurement Processes Automatically REPORTING AND ANALYTICS * Using Standard Reports * Performing Standard Analyses in the Logistics Information System INTRODUCTION TO THE SAP BUYER ROLE * Assessing the Buyer Role SELF-SERVICE PROCUREMENT * Examining the Functions of Self-Service Procurement

Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills. This course will help you: * Use the consultative sales process to achieve more cross-sales * Employ advanced rapport-building skills * Assess the buying preferences of a customer * Articulate the link between customer goals and needs * Identify your customer's needs and wants * Use advanced questioning techniques to gather information * Resist the temptation to tell when it would be better to ask * Identify communication preferences * Given various scenarios, present a product to the explicit need of a customer * Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers * Handle objections positively * Close the sale or gain commitment to further action 1 INTRODUCTION * Aims and objectives of the training * Personal introductions and objectives * Self-assessment of existing sales skills * Overview of content 2 UNDERSTANDING YOURSELF AND YOUR CUSTOMERS * Personal communication style and what this means in a sales situation * Wants versus needs * What motivates people to buy * Using social media tools such as LinkedIn * Managing your portfolio to maximise sales * Preparing to sell 3 THE SALES PROCESS * Overview of the consultative sales process * Review personal strengths and weaknesses as a salesperson * Habits of top-performing sales people * Common pitfalls * Articulate sales goals 4 BUILDING RAPPORT * 11 decisions that customers make in the first 9 seconds * Spotting buyer communication preferences * Building rapport with a wide variety of customers * Dealing with emotions * Keeping control 5 QUESTIONING AND LISTENING * Assumptions and how they trip us up * Structured questioning * Looking for cross-sales * Honing your listening skills * Identifying buyers' motivation * Using summaries to move the customer forward 6 PRESENTING PRODUCTS AND SERVICES TO CUSTOMERS * Choosing the right time to present * Using features, advantages and benefits * Tailoring your presentation of products and services to match buyer preferences and motivations 7 GAINING COMMITMENT * When to close * Dealing with difficult customers * 5 things to avoid when handling a customer objection 8 MANAGING YOUR BUSINESS * The link between service and sales * Using customer surveys * Winning back lost business 9 PUTTING IT ALL TOGETHER * Skills practice * Personal learning summary and action plans

The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: * Negotiate from a position of partnership, not competition * Deal more effectively and profitably with price objections * Identify and practise successful sales negotiating skills * Identify strengths and weaknesses as a sales negotiator * Understand different types of buyer behaviour * Learn to recognise negotiating tactics and stances * Apply a new and proven structure to their business negotiations * Identify and adapt for different behavioural styles * Be alert to unconscious (non-verbal) communication * Prepare and present a proposal at a final business negotiation stage * Project confidence and exercise assertiveness in all sales negotiations 1 PLANNING FOR SUCCESSFUL BUSINESS NEGOTIATIONS This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: * What kind of a negotiator are you? * Negotiation skills self-assessment and best practice * How to establish roles and responsibilities for both parties * How to identify and set objectives for both buyer and seller * How to research and establish the other person's position (business negotiation stance) 2 HOW TO STRUCTURE YOUR NEGOTIATIONS This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: * Learn and apply a formal structure to use when negotiating * How to establish short- and longer-term objectives and opportunities * How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations * Understanding of basic legal and organisational requirements 3 VERBAL NEGOTIATION SKILLS This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: * How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills * How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions * How best to propose and suggest ideas, using drawing-out skills 4 NON-VERBAL NEGOTIATION SKILLS This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: * Gaining rapport and influencing unconsciously * Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result * Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) * Recognising that business negotiations are precisely structured and agreements gained incrementally 5 PROPOSING AND 'PACKAGING' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: * How to identify the key variables that can be negotiated * The power and use of 'authority' within your negotiations * How to structure and present your proposal, ideas or quotation to best effect * The importance of when and how to identify and influence buyer's objections 6 DEALING WITH PRICE This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: * The three reasons that people will pay your asking price * How to set price in a competitive market * The key differences between selling and negotiating * Ten ways to present price more effectively and persuasively 7 GETTING TO 'YES': TACTICS AND STRATEGIES There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: * How to negotiate price and reduce discounting early in the process * How to recognise negotiating tactics and strategies in your customer or supplier * Key strategies, techniques and tactics to use in negotiation * The importance of follow-through and watching the details * How to deal with stalled business negotiations or competitor 'lock-out' 8 CASE STUDIES AND REVIEW This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: * Case studies * Question and answer * Planning worksheet * Negotiation 'toolkit' and check-list 9 PERSONAL ACTION PLANS Session highlights: * Identify the most important personal learning points from the programme * Highlight specific actions and goals * Flag topics for future personal development and improvement

Duration 2 Days 12 CPD hours This course is intended for This class is designed for individuals responsible for implementing a new B2B Commerce Cloud on Classic storefront or providing functional storefront maintenance in a support or administrative role. Overview Understand the different types of products and how to configure them. Set up different pricing strategies. Understand how to implement Marketing and Pricing Strategies. Organize your storefront by configuring Categories and Menus. Understand how the B2B Commerce Cloud handles Internationalization by setting up additional currencies and languages. Grasp Attribute Driven Commerce. Configure Facetted Searches. Take the next step toward a B2B Commerce Administrator Accreditation. Design, build, and launch a business-to-business (B2B) commerce solution that enables retailers, wholesalers, or distributors to purchase goods or services from your brand. In this 2-day class, our Commerce Cloud experts will walk you through how to set up and configure the essential elements required to manage a storefront, so you can deliver a buyer experience that satisfies your organization?s unique requirements. PLATFORM OVERVIEW * Understand the Features and Functionality of B2B Commerce SETUP * Administer Commerce Cloud * Adjust Sharing Settings * Configure the Storefront Secure Domain * Style Your Storefronts with Themes * Add Widgets to Storefront Pages * Leverage Indexing * Enable Caching for Storefront Pages B2B BUYERS * Manage Contacts * Create Buyer Users * Understand Community Licenses * Enable a User * Create Account Groups * Create Price Lists * Manage Storefront Access PRODUCTS * Add Standard Products to a Price Book * Create a Product Bundle * Create a Product Kit * Create an Aggregated Product * Create a Dynamic Kit * Create an Assembly Product MARKETING AND PRICING STRATEGIES * Show Related Products * Create Subscription Products * Set Up Promotions * Offer Coupons for Discounts on Storefront Purchases * Offer Tiered Pricing to Give Customers a Price Break * Configure Attribute Pricing * Configure Contract Pricing STOREFRONT ORGANIZATION * Show Your Featured and Spotlight Products * Plan Your Category Structure * Add a Menu Component * Create Page Sections * Customize Storefront Headings with Page Labels LOCALIZATION * Add or Change the List of Available Languages * Add or Change the List of Available Currencies * Localize Objects ADVANCED CONFIGURATIONS * Enable Effective Accounts * Split an Order with Line Level Independence ADDITIONAL COURSE DETAILS: Nexus Humans Salesforce Administer and Merchandise a B2B Commerce on Classic Store (B2B101) training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Salesforce Administer and Merchandise a B2B Commerce on Classic Store (B2B101) course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Some people naturally possess an ability to sell and others over time develop their own style. We have created a highly practical course to give you the confidence and ability to sell over the phone or face to face. We focus the exercises, theory and discussion on your own job role and experiences to ensure you can return to the workplace to deliver tangible results. This 2-day course is designed for individuals who are new to selling, those in a sales role but have not received any formal training, or professionals who would like to brush up and enhance their current selling skills and learn some new techniques. -------------------------------------------------------------------------------- Course Syllabus The syllabus of the Essential Selling Skills course is comprised of seven modules, covering the following: Module One Understanding the Customer * The importance of good customer care * Selling vs. selling attitude * The reasons people buy * Adopting a positive approach Module Two Self-Awareness * Understanding your selling style * Adapting your selling style to your customer * Understanding your customers buying style Module Three Effective Communication and Rapport Building * Why does communication need to be effective? * Actively listening to your customers' needs * Right question at the right time * The impact of positive and emotive language Module Four Taking a Consultative Approach * Different styles of selling * Taking a consultative approach to selling * Preparation techniques * Buyer behaviour and motivation * A selling approach to match the buyers mind Module Five Presenting the Solution * Selling the benefits * Sales tool kit * Unique sales points * Advanced questioning techniques Module Six Gaining Commitment * Recognising and acting upon buying signals * Dealing with customers concerns * No means no? * How to cope in stressful situations Module Seven Confirming the Sale * Confirming or closing? * Effective confirming techniques * Going the extra mile -------------------------------------------------------------------------------- BENEFITS FOR YOU AS AN INDIVIDUAL This course will increase your confidence and ability to sell, having provided you with tools and techniques to achieve maximum results. Delegates always leave with fresh ideas, energy and motivation to succeed. FOR AN EMPLOYER The attitude of the delegates and the results they deliver will speak for themselves. All techniques are easy to apply back into the workplace for an immediate impact. WHAT WILL I LEARN? By the end of the course, participants will be able to: * Appreciate the need for preparation before a sales appointment * Effectively identify and meet needs with advanced questioning techniques * Identify verbal and non-verbal buying signals * Construct professional answers to questions and possible objections * Present your products and/or services with the buyer in mind * Identify and use a selling style appropriate to capture the buyer's attention * Recognise and overcome major objection types * How to apply effective confirmation techniques with the buyer in mind REAL PLAY OPTION We offer an innovative solution to engage the learners and bring real negotiation and closing scenarios to life. We use actors who improvise scenarios which have been specified by the group. * The group is split the group into 2 sub-groups, one with the actor, the other with the trainer. * Each group has a brief and has to instruct their trainer/actor on how to approach the scenario supplied. * The actor and trainer perform the role play(s) as instructed by their respective teams; however during the action they can be paused for further recommendations or direction. * The outcome is the responsibility of the team(s) - not the performers. SCHEDULED COURSES This course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information please contact us.

This workshop is very practical in its nature and aims to give delegates an opportunity to not only learn about the key aspects of successful bid writing, but to also put them into practice. The workshop helps delegates understand what is most important to buyers and how to successfully convey they proposition to them. 1 WELCOME AND INTRODUCTIONS 2 THE MINDSET OF SUCCESSFUL BID WRITING * The mindset needed for successful bid writing * Thinking from the buyer's perspective and not your own 3 DECISION MAKING * The way buyers make decisions - rational and emotional * Understanding buying motives * Looking at how to present ideas against those motives * The idea of cognitive fluency * How to pitch an idea in a way that leads to a positive decision 4 TO BID OR NOT TO BID? * Writing a bid is a big commitment; a clear understanding of the chances of winning is required * Understanding of the implications of winning and the impact it will have on the organisation 5 UNDERSTANDING YOUR VALUE PROPOSITION * Framework to help identify unique proposition and how that fits in with the requirements of the bid 6 THE TENDER PROCESS * Understanding the process to enable a successful chance of winning the bid * Different types of tender processes * Evaluation of criteria and the impact on bid writing 7 WRITING SKILLS * Different ways of writing and structuring bids to ensure their messages gets across well in a way that will be looked on favourably by the buyer 8 SUMMARISE 9 CLOSE

This course will introduce you to the international sales negotiation process, outline the importance of pre-negotiation research, and explain why concession planning is essential to international sales negotiations. -------------------------------------------------------------------------------- This course will introduce you to the international sales negotiation process, outline the importance of pre-negotiation research, and explain why concession planning is essential to international sales negotiations. This course will then explore how to conduct pre-negotiations research by assessing the factors influencing buying decisions, determining the reason for a buyer’s interest in your product, and analyzing competitors to inform your concession planning. Finally, the course will outline how culture influences international sales negotiation, and why all of the above are key components when constructing an international sales negotiation plan.

Duration 2 Days 12 CPD hours This course is intended for The audience for B2B Commerce Developer is any individual who will participate in a new implementation who needs working knowledge and experience with B2B Commerce technical components. Attendees should have intermediate skills in: Object Oriented Programming (Apex or Java) Full-Stack Development (VisualForce, JavaScript, CSS and REST APIs, JSON, Handlebars, and jQuery) Salesforce Administration (Sharing Rules, Process Builder, and Object Relationships)This class is designed for individuals responsible for implementing the technical components of a new B2B Commerce Cloud storefront. You should have some experience with the following: Object-oriented programming (Apex or Java) Full-stack development (Visualforce, JavaScript, CSS and REST APIs, JSON, Handlebars, and jQuery) Salesforce Administration (Sharing Rules, Process Builder, and Object Relationships) Overview Identify where and what events require code extension. Effectively navigate and configure in B2B Commerce on Classic Admin. Implement UI, Logic Class, and Service Class Overrides along with Subscriber Code Integration. Create your own B2B Commerce on Classic solution and troubleshoot problem areas during the development cycle. Take the next step toward a B2B Commerce Developer Accreditation. Explore the Salesforce B2B Commerce platform on Classic and discover how and when to extend your events with code. In this 2-day class, our B2B Commerce Cloud experts will walk you through how to use code to customize the UI and extend functionality in your B2B Commerce Cloud on Classic storefront so you can deliver a buyer experience that satisfies your organization?s unique requirements. TECHNICAL OVERVIEW * Review Key Terms * Understand B2B Commerce on Classic Architecture and Technology Stack * Take a Tour of the UI * Understand B2C Commerce Cloud on Classic Admin Configuration vs. Code Extension STOREFRONT OVERVIEW * Implement B2B Commerce on Classic * Create a Storefront * Load Data * Enable Buyers USER INTERFACE * Review UI Best Practices * Familiarize Yourself with Key Terms * Explore UI Themes * Customize UI Layouts * Use Subscriber Templates * Use Page Includes * Manage Subscriber Pages EXTENSIONS * Override Handlebars * Extend My Account * Extend B2B Commerce Checkout Flow * Explore Global JavaScript Functions * Understand B2B Commerce Event Handling * Explore Handlebars Functions * Explore Localization Functions * Extend Utility Functions and Objects * Extend Global Extension Points CORE CAPABILITIES * Handle Cases Using Process Builder * Configure Payment Types

Take your sales people from average to high performance. Motivate and develop experienced sales professionals with some new insights and learning. Applying NLP principles, techniques and models, this workshop will introduce the core attitudes and behaviours that differentiate the excellent sales person from the average one. The programme will help participants: * Understand and adopt the mindset and beliefs needed for sales excellence * Build rapport and connect with buyers at a deeper and more personal level * Recognise some of the thinking and language patterns that make each individual unique * Ask powerful questions to further understand the unique world of the individual and how they make decisions * Apply tools and techniques to empathise with clients - seeing things from their perspectives * Tailor their sales approach to the individual buyer's style, and talk in their language * Influence with integrity and sell to organisations and individuals successfully 1 INTRODUCTION * Aims and objectives of the programme * Personal introductions and objectives * Workshop overview 2 AN INTRODUCTION TO NLP AND SALES EXCELLENCE WITH NLP * An overview of NLP and applying it to selling * The pillars of NLP * The NLP model of communication * The difference that makes the difference 3 BUILDING ENHANCED RAPPORT * Defining rapport and why it is important when selling * Going beyond the initial small talk * Building relationships with individual decision-makers * Matching and mirroring * Levels of rapport 4 UNDERSTANDING THE BUYER'S PERSONAL BUYING MAP * How we take in, filter and process information * How we judge others based on our own experiences of the world * The different ways in which we communicate when selling * Recognising and understanding the language and thinking patterns of others * Adapting your sales communication style to different buyers 5 MAKING SENSE OF THE BUYING PROCESS * How we filter information through our senses * Understanding how we see, hear and experience the world * Visual, auditory and kinaesthetic buyers * Listening for key insights * What different buyers want from you to help them to buy * Applying sensory awareness to the sales process 6 SUCCESSFUL SALES MINDSET * The connection between thoughts and actions * The sales beliefs of excellence * Identifying negative thoughts and beliefs that are holding you back * How to change your mindset * Adopting the sales beliefs of excellence 7 POWERFUL QUESTIONS * Reviewing and honing your questioning skills * Understanding the questions that great sales people ask * Avoiding assumptions * Clean language questions * Getting to the bottom of it - precision questions * Turbo-charging how you qualify 8 INFLUENCING WITH INTEGRITY * Understanding empathy * Stepping into the buyer's shoes * Speaking the buyer's language * Tailoring your sales approach to the individual * Match, pace, lead - how to take your buyer with you 9 PUTTING IT ALL TOGETHER * Personal learning summary and action plans