This one-day training session is designed to raise awareness of key commercial risks and how to address them in practical terms. Topics covered include: evaluating opportunities for level of risk; pricing; volumes; specification and warranty; liabilities; intellectual property and payment terms.
Confidentiality, supply and development agreements are all addressed in the context of stages in the relationship and business with customers, and with the focus on practical issues.
There is a section on preparing for negotiations, which links effectively to other sales/negotiation training material.
The course is aimed at: Key Account Managers; Sales and Commercial Managers; Product and Marketing Managers; Sales Engineers; Technical/Technical Sales Managers and their teams, and will also benefit Customer Service Managers.
It is equally relevant for specific sector and general business and should be an integral element of induction training for new starters in the above roles.
The training is a mixture of presentation, case studies and group participation. Delegates will leave with a comprehensive 'tool kit' of material to apply in practice.
The material has been prepared, based on real customer experiences worldwide, over the past 5 years with additional inputs from third party commercial and intellectual property lawyers and liability insurance specialists.