2017
2017
COURSE
COURSE
COMMERCIAL
PROSPECTUS
PROSPECTUS
Advanced Sales Techniques (AST)
NEW
Advanced Sales Techniques (AST) builds upon the core competencies established in GSF. It is designed
to enhance sales skills, and introduce the concept of sales as a process-oriented discipline. The course
will focus on the value-added techniques in the GAC Sales Handbook including enhanced value propositions,
building trust, mastering objections and negotiations, and maintaining customer relationships after
closing the sale. This course will equip GAC salespeople with the ability to approach the sales
process strategically.
MODALITY: Facilitated | DURATION: 6–week eLearning | TARGET: Prerequisite GSF, all new joiners
with +3 years sales experience | LEVEL: Intermediary | CSF5: 20 hours
Profitable Customer Strategies (PCS)
NEW
Research has shown that it costs up to ten times more to acquire new customers than retain existing
customers. There is also much evidence to suggest that 80% of a firm’s income comes from 20% of the
customer base. Skills in Profitable Customer Strategies (PCS) are in high demand across the GAC World,
as we look to better leverage our extensive global customer base. The PCS course is designed to teach the
knowledge, skills and abilities to enhance business profitability through a range of techniques that will drive
increased income. Topics include customer analytics, customer pyramids, customer relationship building
strategies, customer business development and customer action planning. Pro-activity and connecting with
customers in a deeply meaningful way are key elements of this course.
MODALITY: Facilitated l DURATION: 6–week eLearning
TARGET: P rerequisite GSF and AST | LEVEL: Intermediary | CSF5: 20 hours
Key Account Management (KAM)
The Key Account Management (KAM) course focuses on strategically identifying and maximising the potential
of business relationships with key customers. This course will cover GAC’s KAM strategy, and the tools and
processes involved in developing KAM plans. A key focus of this course will be understanding the multidimensional framework of Key Account Management in the GAC context, and what needs to happen to ensure
successful KAM outcomes.
MODALITY: Facilitated l DURATION: 6–week eLearning
TARGET: P
rerequisite GSF, AST, PCS and Managers of sales teams | LEVEL: Advanced | CSF5: 20 hours
Tenders and Bid Management (TNB)
NEW
Tenders and Bid Management course is designed to cultivate the skills necessary for delivering tenders, bids
and proposals that win. Good proposals don’t happen by accident.
The best bids are those that are compliant, respond to the requirement, and best meet the customer’s
objectives. This course will include how to qualify a proposal, understanding what makes a good proposal,
implementing a GAC-specific tendering process, shaping the requirement and differentiating GAC so we stand
out in front of the customer.
MODALITY: Facilitated | DURATION: 6–week eLearning | TARGET: Prerequisite GSF, AST, PCS,
KAM and Manager of sales teams | LEVEL: Advanced | CSF5: 20 hours
GAC Sales Leadership (GSL)
NEW
Sales Leadership is a critical skill required to obtain the best results in executing GAC’s commercial sales
strategy. Sales leaders must drive sales, keep sales on track and motivate their sales teams for best results.
Topics in the GAC Sales Leadership course (GSL) include hiring the best sales people, psychology of sales
performance, sales team structures, internal teamwork and efficient selling and growth and coaching. This
course is for all personnel who are responsible for leading and driving sales, whether it is a large sales team,
a remote team, or one or two commercially active personnel in a small office.
MODALITY: Facilitated l DURATION: 6–week eLearning l TARGET: Managers | LEVEL: Advanced | CSF5: 20 hours
NOTE: Modalities and duration for each course are subject to change.
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