Course Areas
The following topics indicate the learning areas in which we specialise. Guidance is provided within sales, marketing and leadership as to which courses are suitable for the different job roles within these functions.
However, depending on your needs we can create courses by drawing on and tailoring existing courses, by merging modules from different course areas or by creating entirely new materials.
A number of our courses incorporate sophisticated business simulations and interactive tutorials as part of our learning approach. Details of our simulations can be seen below the course area listing.
Aligning Sales and Marketing
Aligning the activities of sales and marketing teams more closely is an area of increasing interest to companies, particularly those with direct sales forces selling to business customers...
Business Strategy
Imparta’s approach to strategy introduces the core theoretical concepts and analytical tools behind modern strategic thinking, and then goes beyond to provide practical experience in how to use those tools in a highly focused way...
Core Sales Skills (Creating Client Value)
A highly practical core sales programme based on advanced research into buyer-centric selling, delivered using a sophisticated learning and reinforcement approach that includes simulations, application coaching, planning tools and impact measurement...
Foundation Sales Skills for Face-to-Face or Telephone Selling
Using the same overall framework as Creating Client Value, our courses for foundation sales skills focus on core interpersonal skills such as rapport-building, questioning and active listening...
Generating Appointments
Our programmes typically cover the strategic issues of where to look for the best leads and how to approach them, and the tactical skills required to make a successful first contact.
Major / Strategic Account Management
These courses are to help those in experienced Account Management to improve their effectiveness by applying a structured account planning methodology and techniques...
Maximising Account Profitability
This programme area is designed for those who contribute to maximising the profitability of one or more client accounts...
Negotiating Client Value
Negotiation in the context of selling is very similar to selling itself, in that taking a customer-centric view and understanding the purchaser’s business situation, needs and decision criteria will have a huge impact on the outcome of the negotiation...
Retail Fundamentals and Channel Finance
Retail Fundamentals is an introductory programme that covers the key drivers of retail performance and how these can be influenced, both directly and indirectly...
Selling to the C-Suite
For individuals who sell to senior management, we offer advanced programmes which draw on Creating Client Value concepts...
Service to Sales Transition
In these courses the aim is to help service staff, particularly telephone-based staff, to transition to a more sales-orientated role...
Retail Sales
Selling skills are a major driver of conversion rates and therefore retail performance. However, given the high turnover in retail staff, you need a way to get them up to speed quickly and keep them there to improve average skill levels across the salesforce.
Retail Sales Management
Store managers play a key role in coaching and encouraging best practice behaviour among sales advisors. Our retail sales management programmes cover...
Creativity and Innovation
The ability to continuously innovate is one of the key characteristics of companies that outperform their sector over the long term. The main focus of this training is harnessing the talents of individuals through greater personal creativity, but it also considers how the principles and processes translate into group based idea generation and innovation in organisations.
Building Customer Loyalty
Building customer loyalty requires “joined-up” thinking across the whole company. We help to build this by providing participants with a structured view of the customer management concept and process...
Brand Strategy and Brand Development
Participants learn from a combination of frameworks, brand examples and exercises how to build a sustainable brand...
Customer Insight / Customer and Market Insight
We help companies engage the talents of their staff to generate insights, by defining what a real ‘insight’ is, providing a process that helps to generate them, and then identifying those of real value...
Customer Service
Providing excellent customer service is essential for any company aiming to create the customer loyalty that will led to repeat purchases, recommendations and less price-sensitive buyers...
Developing Outstanding Campaigns
We help participants build their marketing communications skills through a better understanding of the challenges and opportunities that exist in the changing media landscape, and how to track effectiveness...
Developing Propositions
We help companies outpace their competitors by developing the team skills to necessary to build strong propositions frequently, rapidly, and effectively...
Marketing Strategy and Planning
Our marketing strategy and planning programmes are aimed at integrating top down and bottom up planning to improve the quality of the overall strategic marketing plan, and to ensure that operational plans are aligned with it...
Marketing Fundamentals - Core Theory
This content area is for those new to marketing, or who want to broaden their skills to ensure they know how their area of activity fits within the overall picture...
Product Training
Imparta offers tailored programmes that use custom simulations and e-learning to combine product training with sales training...
Online Marketing
This course is for those who need to gain an up-to-date overview about the ‘online world’; to identify potential opportunities for their company and to consider how and when the online marketing channel could enhance their marketing mix.
Business Acumen
Imparta’s Business Acumen programmes are designed to help professionals, salespeople and managers to improve their general business understanding and skills...
Commercial Acumen / Finance for Non-Financial Managers
Our Commercial Acumen courses build greater awareness of the commercial impact of business actions and how different levels of financial decisions and measures are related...
Coaching
The ability to coach people is a critical skill for any manager, and of particular importance as a way of sustaining performance improvement in sales and marketing teams...
Delivering Business Results
These courses cover managing and meeting Key Performance Indicators, continuous improvements and step improvements, and the practical aspects of dealing with change...
Developing High Perfomance
Imparta’s high performance programmes are a personal journey in which individuals discover ways to enhance their own performance. They identify their own starting objectives and work towards these as an individual and a team member throughout the course...
Managing Change
This course provides participants with knowledge of – and experience in using – a focused selection of highly effective change processes and tools...
Practical People Management
These courses focus on sensitising managers to key behaviours that make a difference in how they can achieve the best from people by agreeing on definitions of ‘good management’ principles, then working in simulated situations to test their own behaviours...
Problem Solving Skills
Structured problem solving is taught as a core skill to consultants who are engaged to deal with complex issues involving large numbers of stakeholders...
Maximising Value From Suppliers
This course is for those working alongside suppliers and who need to ensure the company gets ‘best value’ from both new and ongoing relationships.
Are there any other course areas that you would like us to consider adding? Click here to tell us.
Simulations
Marketing CoPilot
Marketing CoPilot is Imparta's advanced software, designed to help marketing practitioners accelerate learning by combining an extensive tutorial - distilling core concepts and principles of marketing, finance and business strategy that underpin strategic marketing decisions - with the chance to apply these to build practical skills...
Strategy CoPilot
Strategy CoPilot® provides accelerated experience of applying the key strategy tools while in a realistic and engaging business setting. Strategy CoPilot® can be used as a standalone product or introduced in facilitated workshops which combine simulation experience with reflection on the real business issues...
Creating Client Value CoPilot
Creating Client Value CoPilot contains a comprehensive set of sales tutorials and advanced business simulations. An integral part of many of Imparta’s sales effectiveness workshops, it is also ideal for self-study and for reinforcement of learning...
