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St Albans, Herts, United Kingdom, 2011/09/21 - The secrets - as well as the benefits - of ethical, effective and professional selling are key themes of The Institute of Sales & Marketing Management (ISMM)’s annual conference, Successful Selling - ISMM.co.uk.
The conference takes place in the Jaguar Hall at the Ricoh Arena, in Coventry on 20th October.
Michael Portillo, the former Conservative MP and Cabinet Minister who is now a well-known broadcaster, will explore ‘The Importance of Selling in Today’s Economy’, outlining the sales profession’s contribution to the economy - estimated at around £3 trillion per year.
Alice Beer, a BBC journalist and presenter of the consumer programme, Watchdog, will be discussing ‘What makes an Ethical Sale?’ In particular, she will be using her experiences as an undercover reporter to expose unethical business trading and promote the value of good sales practice.
In a similar vein, Dr Graeme Codrington will examine ‘value-based selling’. This approach outlines how to ‘connect’ with people and so build more effective relationships with customers and colleagues of all ages and cultures.
In the conference’s opening address, Don Hutson will also emphasise value, rather than price, as the basis for sales negotiations. He will be revealing proven negotiation strategies and showing how to use them to gain sales and build value.
Sharon Drew Morgen will be discussing ‘Buying Facilitation’ – a new enhancement to the professional salesperson’s skillset. Other topics being discussed at the conference include how to use the internet to increase sales (a seminar led by Sean McPheat); effective sales presentations (Gavin Ingham), and ‘Tantric marketing – a fresh look at positioning’ by Guardian columnist, Guy Browning.
Stephen Wright, Commercial Director of the ISMM, commented: “Every sales professional at every level, in every size of company, should benefit from the wealth of ideas on offer at Successful Selling. Not only is the event an excellent networking opportunity but the presentations and break-out seminars are designed to help every delegate increase their sales effectiveness.
“The importance of the sales profession is growing among UK business - and the addition of Michael Portillo to the line-up helps to demonstrate the importance of our profession to the political scene,” he continued.
“Every delegate should leave the conference with new skills and learning to help improve their sales performance – in an ethical, efficient and professional way.”
Tickets for Successful Selling cost £268 for non-ISMM members and £216 for members of the ISMM. Tickets also include a three course lunch, parking and entrance to the Sales Exhibition, which is running alongside the conference.
About The Institute of Sales & Marketing Management (ISMM)
The Institute of Sales & Marketing Management (ISMM.co.uk) is the UK's association for sales professionals. Founded in 1911 to promote standards of excellence in sales and sales management and to enhance the status and profile of sales as a profession, the ISMM supports, represents and promotes the sales profession. It has been the authoritative voice of selling and the custodian of sales standards, ethics and best practice for many years.
The ISMM is also responsible for establishing benchmarks of professionalism in sales. It is the only membership body recognised by the UK Government regulatory body Ofqual as an awarding organisation to offer qualifications in sales, marketing and sales management.
The ISMM’s annual British Excellence in Sales & Marketing Awards (BESMA) are the most prestigious awards for the sales profession.