Advanced Training Courses, Dates & Prices
| Dates/Sectors | Course Title | Learning Aim | Suitability | Course Price (+VAT) |
|---|---|---|---|---|
Tuesday 15th July
| Account Management Planning | Learn how to translate account knowledge into quality, strategic account plans that are relevant to the account and can be used as a working document to drive growth and value. | Suitable for all levels of sales professionals across all sectors owning and managing both corporate and agency accounts. | £300 per person |
Tuesday 22nd July Portland Place, London, W1
| Train the Sales Coach | Learn the structured steps and behaviour to undertake a successful Field Visit that will both evaluate and provide a learning experience for the sales person. | Suitable for Director of Sales and equivalent level across all sectors who are managing team performance. | £750 per person |
Tuesday 27th May Holborn Bars, London , W1
| Key Account Management | Learn how to manage relationships within the client Decision Making Unit and implement a strategic approach to developing business opportunities. | Suitable for senior Sales Managers and National Account Managers in the hotel sector /TMC/HBA sector / Travel Suppliers owning and managing key accounts. | £500 per person |
Tuesday 1st July West One, 9-10 Portland Place, W1B 1PR
| Key Account Management | Learn how to manage relationships within the client Decision Making Unit and implement a strategic approach to developing business opportunities. | Suitable for senior Sales Managers and National Account Managers in the hotel sector /TMC/HBA sector / Travel Suppliers owning and managing key accounts. | £500 per person |
Tuesday 17th June West One, 9-10 Portland Place, W1B 1PR | New Business Telesales | Learn how to plan and conduct a successful new business call that will qualify and secure a confirmed sales appointment. | Suitable for all levels of sales professionals making qualified sales appointments by telephone. | £500 per person |
Tuesday 10th June Denham Grove, Uxbridge, Bucks, UB9
| Consultative Selling | Learn how to conduct an effective sales appointment using a structured consultative approach that focuses on qualifying and matching relevant customer needs. | Suitable for all levels of TMC/HBA sales professionals involved in proactive selling face to face. | £500 per person |
Tuesday 5th August Theobalds Park, Cheshunt, Herts, EN7
| Managing & Developing Sales Teams | Learn the core behaviours and skills to drive sales effort to produce the maximum results through people management and development. | Suitable for Directors of Sales and equivalent in all sectors who are responsible for a sales team and have ideally attended the Train the Sales Coach course. | £750 per person |
Tuesday 5 August Theobalds Park, Cheshunt, Herts, EN7
| Creating Winning Tenders | Learn how to apply a strategic approach to the tender process so that every sales opportunity is maximised and success rates increase. | Suitable for TMC sales professionals in TMC/HBAs involved in the tendering process to secure new and existing accounts. | £250 per person |
Tuesday 12th August Holborn Bars, London , W1
| Rate Negotiation | Learn how to plan and engage in a rate negotiation that will create favourable movement and address travel procurement behaviour and tactics. | Suitable for hotel sales professionals involved in negotiating accommodation rates within the RFP process. | £500 per person |
| Tuesday 19th August Canary Wharf, 1 Westferry Circus, London EH14 4HA
| Key Account Management | Learn how to manage relationships within the client Decision Making Unit and implement a strategic approach to developing business opportunities. | Suitable for senior Sales Managers and National Account Managers in the hotel sector /TMC/HBA sector / Travel Suppliers owning and managing key accounts. | £500 per person |
Upon Application All Sectors
| Field Visit Coaching | Learn about individual sales performance through self appraisal, feedback and one to one coaching | Suitable for all levels of sales professionals involved in proactive selling face to face. Ideal for participants who have attended the Consultative Selling course | £800 per person |
Please note that ITM will provide reduced rates for companies wishing to place four or more staff on the same course - prices upon application.
Testimonials
"This was the only course that we could find that was concentrating on travel account management. We have put other staff on courses with ITM and they have always given very positive feedback. The training was very good and the method of training was tailored to the learning styles of the participants following a questionnaire, which each candidate completed prior to the training."
Vanessa Beesley, Director of Account Management, Business Travel Direct
"The training is very useful for sales and account managers. I found the trainer very approachable and understanding current business trends and needs in hotels. I would definitely recommend it to my colleagues in other Park Inns."
Agné Silva, Sales Manager, Rezidor Hotel Group
"Just a quick note to thank you for presenting the training course in an enjoyable and practical way, it was definitely a good opportunity to gain fresh ideas and learn more about a structured approach to the negotiation process. I also genuinely valued the feedback from the trainers and my fellow participants, which I have taken onboard and am keen to address going forward."
Craig Radford, Senior Corporate Account Manager, Flybe
To request a particular training course overview or a booking form please contact the ITM Secretariat on 01625430 472 quoting reference "Advanced Training Courses" and the specific reference.
All prices quoted are excluding VAT, travel, accommodation or other expenses other than material necessary for the training activities themselves on the day.
