2018 GCA Course Prospectus 2018 GCA Course Prospectus | Page 10

“ Our next generation of commercial courses target the development of commercial acumen and sales competencies for all GAC personnel involved in sales . They are designed to provide GAC employees with the skills to effectively engage with customers , meet their needs and secure more business .”

COMMERCIAL

Stuart Bowie

Group Vice President Commercial

The GCA Commercial Portfolio has been specifically designed to help sales personnel and sales managers understand the requirements to make any sales effort profitable , effective and efficient .

Everything from essential interpersonal skills , customer relations and sales abilities will be highlighted in the courses and combined into a fundamental framework for individuals to adopt into their daily sales practices .

LinkedIn For Sales ( LFS )

LinkedIn is the largest professional social network online today . With millions of users worldwide , and more joining every day , it represents an unrivalled platform from which business professionals can address their target audience . Using LinkedIn as part of your approach to sales will help you research contacts , make connections and develop deeper relationships . This self-paced course will take participants through the process of developing a profile that stands out , building strong and effective contact networks , and engaging with the LinkedIn community for maximum business advantage .

MODE e10 � DURATION 10-hour self-paced eLearning available for 6 weeks � TARGET Mandatory for all sales � LEVEL All � CSF5 10 hours

GAC Sales Fundamentals

( GSF )

GAC Sales Fundamentals ( GSF ) provides the opportunity for you to ensure your sales foundation is solid , strong and aligned to the GAC way of selling . With customers becoming more sophisticated and demanding when choosing their partners , we have a responsibility to present ourselves and products amongst the top names in our industry . This course will lead you through the GAC Sales Process , which represents the fundamentals of how to approach new sales opportunities . It will also introduce the GAC products and services , as well as the basics of building effective customer relationships , sales psychology , handling objections and making a positive first impression . GSF will set you up for success as a high performing GAC salesperson and will link you with other GAC salespeople as you learn together .

MODE e20 � DURATION 6-week eLearning � TARGET All new joiners , 0-3 years sales experience � LEVEL Basic � CSF5 20 hours

Advanced Sales Techniques

( AST )

Advanced Sales Techniques ( AST ) builds upon the core competencies established in GSF . It is aimed at experienced GAC salespeople who want to take their sales to the next level by enhancing their sales skills and introducing the concept of sales as a process-oriented discipline . This course will lead individuals through the process of analysing their own sales type , setting up the foundation of their sale , creating value propositions that deliver more than the customer expects , building trust , mastering objections and negotiations and finally going beyond the sale to delivering excellence .

MODE e20 � DURATION 6-week eLearning TARGET Prerequisite GSF , All new joiners with + 3 years relevant 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 .

MODE e20 � DURATION 6-week eLearning � TARGET All Prerequisite GSF and AST � LEVEL Intermediary � CSF5 20 hours

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