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The Commercial Project Manager
This introduction to commercial project management teaches a powerful approach
to working with the technology company sales team and the customer to drive commercial success.
It enables the participant to understand the sales process and to work as
a proactive member of the team. It also focuses on the profit impact of
good commercial project management on the business.
This module includes
- Introduction to commercial project management
- Overview of the sales process
- Call planning and reporting
- Questioning technique
- Effective listening
- Team selling
- The ExecKIT® consultative selling call model PROUD
OSCAR®
- PRepare
- Open
- Understand the pain
- Diagnose the problem(s)
- Overall Summary
- Credentials
- Advise
- Ratify and close
- Classifying and handling objections
- The project commercial lifecycle
- Pricing and costing
- Risk analysis and management
- Contract management
- Project negotiation
- Commercial reviews
- Identifying further opportunities
- Learning the lessons
The course will use substantial hands-on case study material and provide
opportunities to practice the new skills in role-play exercises.
If you are interested in finding out more about The
Commercial Project Manager contact
us
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