Training and seminars
The Periodical Training Council (PTC) offer PPA training courses to DPA members at the PPA member rate.
A selected number of relevant courses will be detailed on this page; if you would like to view the full programme please visit the PPA Training website
Upcoming courses
August 2010
Handling objections
Tuesday 17 August 2010
Time: 09.30 - 13.00
Venue: DPA Offices
Address: Queens House, 55-56 Lincoln's Inn Fields, London, WC2A 3LJ
Register: Booking Form
Although objections may seem insurmountable at times, there are only a few different types of objection. Delegates will discover how to identify these and overcome them.
Suitable for: Sales executives with up to 12 months' experience and those looking for new ways to overcome advertiser objections with confidence.
Course content:
* what is an objection?
* at what stage in the sales process are objections voiced?
* how to respond when an objection is fired at you – using probing
questions
* what are the different kinds of objections we face?
* recognising and classifying objection types
* how to deal with the price objection
* using a structured process to avoid confrontation and take a controlled
approach
Cost: £315 + VAT DPA members
£350 + VAT Non members
Register: Booking Form
Booking contact: Michelle Agyei
Email: michelle.agyei@ppa.co.uk
Telephone: 020 7400 7533
September 2010
Time and stress management
Thursday 16 September 2010
Time: 09.30 - 17.00
Venue: DPA Offices
Address: Queens House, 55-56 Lincoln's Inn Fields, London, WC2A 3LJ
Register: Booking Form
Suitable for: Anyone who would like reduce the stress they feel when juggling a busy workload, and who would like to maximise their time and organisational skills to work more effectively.
Course content:
* The relationship between time management and stress
* Defining positive and negative stress
* What causes stress?
* Recognising common stress and time management symptoms
* What shapes your time?
* Tackling time stealers
* Identifying strategies for coping with stress
* Using techniques when dealing with stress in others
* Time management techniques
* Action plans
Cost: £450 + VAT DPA members
£495 + VAT Non members
Register: Booking Form
Booking contact: Michelle Agyei
Email: michelle.agyei@ppa.co.uk
Telephone: 020 7400 753
An introduction to selling
Friday 17 September 2010
Time: 09.30 - 17.00
Venue: DPA Offices
Address: Queens House, 55-56 Lincoln's Inn Fields, London, WC2A 3LJ
Register: Booking Form
Suitable for: Sales executives with less than three months' experience who need an overview of sales call structure and basic communication skills
Course content:
* how to structure a sales call – an easy-to-follow model
* pre-call preparation – know what you need to know and do before picking
up the phone
* how to sound and feel like a true sales professional
* setting clear objectives and planning the call
* communication skills – understanding different styles and adapting
styles to match the client
* asking questions and using different techniques
* the art of active listening and building good relationships over the phone
* handling objections and selling the benefits – matching the clients’
needs, summarising and closing
* sourcing leads as a route to revenue
Cost: £415 + VAT DPA members
£460 + VAT Non members
Register: Booking Form
Booking contact: Michelle Agyei
Email: michelle.agyei@ppa.co.uk
Telephone: 020 7400 753
Effective telephone sales
Tuesday 21 September 2010
Time: 09.30 - 17.00
Venue: DPA Offices
Address: Queens House, 55-56 Lincoln's Inn Fields, London, WC2A 3LJ
Register: Booking Form
Suitable for: Sales executives new to media sales and who are looking for effective skills and techniques in telephone selling.
Course content:
* before the call – how to prepare
* starting the call
* finding out the customers' needs
* effective listening
* selling the benefits of the product
* handling resistance
* gaining commitment – getting the business
* using voice and positive language
Cost: £415 + VAT DPA members
£460 + VAT Non members
Register: Booking Form
Booking contact: Michelle Agyei
Email: michelle.agyei@ppa.co.uk
Telephone: 020 7400 753