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
If you are interested in finding out more about The Commercial Project Manager contact us
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
If you are interested in finding out more about The Commercial Project Manager contact us
