SALES NEGOTIATION
Two-day training course for sales engineers and assistants of a large industrial company.
EFE was approached by a large industrial company to set up a course on sales negotiation, for its sales engineers and assistants.
The objectives
The attainment target of this two-day course was to enable participants to improve their sales negotiation efficiency through:
• Sales techniques and different methods of handling objections
• Mastering negotiation tools and methods
• Practical application of the knowledge acquired, according to the three types of market of the participants
Our teaching approach
After kicking off the session with a role-play exercise, to enable the instructors to gauge the level of the participants, the course alternated theoretical points explored through case studies with specific situations experienced by the participants. In agreement with the client, EFE opted for an active, participatory teaching method based on:
• Case studies and group work to analyse the main sales negotiation tools, adapted to the client's business sectors
• Role-plays and scenario enactments designed to help participants fully grasp the sales negotiation methods learned.
Assessment of the course
This course was given a quality rating of 100 %. The participants particularly enjoyed the role-play exercises in the contexts of their jobs and appreciated the ability of the instructors to adapt to their professional contexts and specific problems.
Following this course, other sessions are planned in the course of 2006.
CRIMINAL LIABILITY IN GOVERNMENT CONTRACTS
Training 450 officers from a joint local authority
EFE was approached by a joint local authority to run a training course on criminal liability in government contracts for its category A and B officers, who are involved in the awarding or performance of contracts.
The objectives
The objectives of this course were:
• To master the basic issues linked to the criminal liability of civil servants and councillors
• To determine the people who are likely to become criminally liable
Our teaching approach
EFE designed a course in response to the client's constraints and requirements:
• Risk areas in relation to government contracts: the offence of favouritism under Article 432-14 of the Criminal Code, particularly associated with preparing specifications, advertising, analysing bids, adding clauses and subcontracting
• The risks linked to the technical performance of contracts: endangering others, unintentional faults
• Corruption, influence peddling, forgery and the use of forgeries, the illegal acquisition of interests, tax avoidance and embezzlement, the concealment and fraudulent use of corporate property
Within the framework of this project, in agreement with the client, EFE decided to alternate between legal content and active methods designed to aid assimilation of the main concepts, issues and problems, while encouraging interactivity and work around case studies.
For this, the instructor used concrete examples provided by the client. Based on typical blockage scenarios, he guided the participants in finding a methodology to resolve them. By combining these different teaching tools, it was possible to:
- Immediately apply and test the know-how that participants had gained,
- Show the different practices and their limits,
- Facilitate interactivity and exchanges within the group.
Assessment of the course
This course was given a quality rating of 98 %.
The participants particularly appreciated the ability of the instructor to adapt to their specific contexts and particular requirements.
For more information, contact our sales department
Tél. : +32 (0)2 533 10 20 - e-mail :