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NestleUniversityCalendar 2013-17.01.2013

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Published by , 2015-07-28 20:27:15

NestleUniversityCalendar 2013-17.01.2013

NestleUniversityCalendar 2013-17.01.2013

2013

CALENDAR

Table of Contents
Click on a course title to jump to that entry

Course Information and Booking Process ………………………………………………......... 4
FOUNDATIONS
Foundations for a Winning Company ………………………………………………………... 5
PE/PDG Orientation ………………………………………………………………………….. 6
HR Fundamentals ……………………………………………………………………….…….. 7
PRODUCTIVITY
Effectively Managing Difficult Dialogue ……………………………………………………. 8
Pull Conversations ................................................................................................................ 9
Leading Effective Meetings ……………………………………………………………......... 10
Impact Presentations ……………………………………………………………………….... 11
Project Management …………………………………………………………………………. 12
Managing Time and Email with Outlook ……………………………………………………..13
TEAMWORK
Effective Intelligence Workshop ………………………………………………………..…... 14
Myers Briggs Workshop …………………………………………………………………..…. 15
LEADERSHIP
Everyday Coaching …………………………………………………………………………... 16
Career Coaching for Managers ……………………………………………………………… 17
Selecting for Success ………………………………………………………………………..... 18
Situational Leadership ……………………………………………………………………...... 19
Leading Teams at Nestlé …………………………………………………………………….. 20
Leading Change at Nestlé ………………………………………………………………….... 21
Nestlé Canada Values 360° Feedback……………………………………………………..…. 22
IS/IT
Business Warehouse (BW) Introduction ………………………………………………….... 23
Decision Support (DS) Help Clinics ………………………………………………………... 24
Microsoft Office Applications Training ………………………………………………….…. 25
Microsoft Office Applications Webinars …………………………………………………..... 26

Table of Contents

MARKETING
Brand Building the Nestlé Way: Virtual House E-Learning………………..…………….. 27
Know Your Consumer Deeply: Immersion Session……..………………………………….. 28
Know Your Consumer Deeply: Consumer Portrait…….………………………………….... 29
Know Your Consumer Deeply: Consumer Target Assessor- E-Learning………………..... 30
Creating Engaging Brand Experiences: Brand Engagement Pilot 1 (Ultimate Brief)........ 31
Leading Business Development: 3 Year Strategic Brand Plan Workshop……………........ 32
Leading Business Development: 3 Annual Brand Plan Workshop……………................... 33
Pricing the Nestlé Way Workshop………………………………………………................... 34
GLOBE Brand Planner for System Planners: Session 1 - Entering a Plan .………………. 35
GLOBE Brand Planner for System Planners: Session 2 - Status and Approval ………….. 36
GLOBE Brand Planner for Approvers (Offline & Online Approvers)……………………. 37
Purchasing for Marketers …………………………………………………………………… 38

SALES 39
Sales 101 ……………………………………………………………………………………… 40
Sales 201: Structured Commercial Selling ………………………………………………….. 41
Sales 202: Selling Strategically ………………………………………………………………. 42
Sales 203: Negotiations for Customer Development ………………………………………. 43
Sales 204: Manage Customers Profitably Development …………………………………... 44
Prime: Presentation Reports and Insights Made Easy……………………………………. 45
Sales 303: Advanced Negotiations: The Complete Skilled Negotiator Workshop……….. 46
Sales 403: The Strategic Negotiator Workshop…………………………………………….. 47
Trade Insight……….…………………………………………………………………………

MEDICAL NUTRITION SALES
Professional Selling Skills …………………………………………………………………… 48
Winning Health Account Strategies ………………………………………………………… 49

SUPPLY CHAIN
Introduction to NQMS ……………………………………………………………………… 50
Supply Chain Orientation …………………………………………………………………... 51

Nestlé University Additional Services ……………………………………………………… 52
Competency Grid ……………………………………………………………………………. 53

Course Information and Booking Process

What Courses are Available?
Welcome to the 2013 Nestlé Canada Course Calendar. This outlines the course offerings for
Corporate and Functional Training (IS/IT, Marketing, Sales, Medical Infant Nutrition Sales,
Supply Chain).
How Do I Book One of These Courses?
The first step is the PE/PDG discussion between yourself and your Line Manager. This discussion
should clarify the training need and define how attending the training course will be supported by
coaching and other on-the-job support (70:20:10 learning principle).
There are then 2 ways of booking depending on the type of course:
Courses by Invitation (Mandatory Courses) – Attendees will be automatically invited to attend
courses which are mandatory due to their job/role, (e.g., Foundations for a Winning Company,
PE/PDG Orientation). Attendees will normally be allocated a date and must make every effort
to attend.
Open Courses – This includes all other Corporate Employee and Management courses. Attendees
can view forthcoming dates and make their bookings in alignment with their PDG development plans
by emailing the contacts listed, subject to Line Manager approval.
What if I Need to Cancel a Booking?
For all courses you need written approval from your Line Manager before you can make
a cancellation.
Cancellation charges commence 4 weeks before the course.
Cancellation fees are 50% of per person cost at 4 weeks before the course, rising to 100% of
per person cost 1 week before the course.
Please note for courses that are free to attend there will be a charge of $50 if you cancel 4
weeks before the course, rising to $100, 1 week before the course.

Foundations For a Winning Company (By Invitation)

Course Description:
A great kick-start for new hires, this introduction to Nestlé brings you up to speed on our company
and our culture. During the full-day workshop you’ll learn about our values, our vocabulary, our
businesses, our initiatives and all the major players. It’s also a great opportunity to get face-to-face
with senior management.
Who is this course for?
New starters will automatically be invited to a session. For those outside of Ontario, attendance
is at Manager’s discretion.
How long is the course?
This is a 1-day course.
What should I expect?
By the end of the course you will have:
• Insight into the roles that different functions have in achieving NCI's must-win battles.
• Key initiatives that are going on within our market and across the Nestlé world.
• An opportunity to meet other new Nestlé Canada employees.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Attendance at this course is by invitation. Please contact Olivia Sharp if you believe you should have
been invited to attend but have not been.

PE/PDG Orientation (By Invitation)

Course Description:
An Orientation to Nestlé Canada’s Performance Management system.
Who is this course for?
New starters will automatically be invited to a session.
How long is the course?
This is a 1-hour course.
What should I expect?
By the end of the course you will be able to:
• Complete every stage of our performance management and development processes effectively.
• Use our automated performance management system efficiently.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Attendance at this course is by invitation. Please contact Olivia Sharp if you believe you should have
been invited to attend but have not been.

HR Fundamentals (By Invitation)

Course Description:
As a new or seasoned manager, you need to understand our Nestlé Human Resources (HR)
best practices. This course will give you an orientation to a number of HR processes, including
employment law, health and safety, Performance and Career Management, developing people, and
compensation philosophy.

Who is this course for?
All Line Managers.

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Provide your team with appropriate guidance on a number of important HR processes.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: There is no charge for this course.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

APR 25 JUN 11 AUG 1 OCT 31
Home Office Home Office Home Office Home Office

Effectively Managing Difficult Dialogue
(Open Enrollment)

Course Description:
Most people find it difficult to engage in conversations involving disagreement, disappointment and
conflict. It sometimes seems easier just to let it go and not say what you want to say. Wouldn’t you
like to be able to say what you feel needs to be said without putting your relationships on the line!
Imagine what it would be like to do this with your most important clients, your boss, your colleagues
and the people who report to you. The good news is that is possible with the right set of skills.

Who is this course for?
Anyone who manages important interpersonal relationships, where it is critical to be able to openly
discuss and resolve situations involving disagreement, disappointment or conflict, while maintaining
or enhancing the strength of the relationship.

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Identify situations involving difficult dialogue.
• Apply the steps required to engage in dialogue that is candid, authentic and respectful.
• Use specific dialogue starters to enable you to engage in difficult dialogue.

Pre-course work
Identify a situation involving difficult dialogue to work on during the training session Meet with your
Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $150 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

MAR 26 JUN 19 SEPT 4 NOV 13
Home Office Home Office Home Office Home Office

“Pull” Conversations (Open Enrollment)

Course Description:
A Pull Conversation is a way of speaking directly and deepening relationships to get to the reality of a
situation and reveal the best solutions. This popular program is a blend of theory, science, experiential
training and practice simulators. You’ll learn the quickest way to get sustained results, reduce mistakes,
and avoid wasted time and effort. In doing so, you’ll build trust and cohesiveness and generate an
environment of innovation.

Who is this course for?
Anyone who has direct reports or interacts with colleagues, clients or projects, especially if you need
to influence without authority.

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Navigate a conversation model and mindset that blends deep inquiry with respectful directness.
• Understand and manage the impact of human physiology on difficult situations and relationships.
• Build relationships that will lead to better solutions and create less friction.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $250 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

APR 9 OCT 3
Home Office Home Office

Leading Effective Meetings (Open Enrollment)

Course Description:
When you lead a meeting well, you make more progress and save everybody time. In this workshop,
you’ll understand the basic values, principles and behaviors you need to excel in that role. You’ll also
get some powerful tools and techniques to develop your confidence and keep meetings on track. As
an added benefit, you’ll receive personal feedback and coaching.

Who is this course for?
Anyone who has to participate, facilitate or lead groups of people in meetings, whether its your own
team meeting, a management meeting, a project group or one off meeting.

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Understand the role of the leader, facilitator and participant.
• Have a comprehensive understanding of meetings management best practices.
• Understanding how to prepare effectively, manage engagement and contribution.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $100 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

MAR 28 SEPT 26
Home Office Home Office

Impact Presentations (Open Enrollment)

Course Description:
What does it take to give the kind of presentation that has an impact? Find out in this popular
workshop that teaches you how to structure your presentations for impact and results. If you’ve ever
struggled with establishing credibility or engaging your audience, this workshop can help. You’ll learn
creative ways to move from good to great and deliver presentations with style and confidence.

Who is this course for?
Anyone who is new to giving presentations, or has delivered a few and wants to improve.
This course will provide delegates with an awareness of how to create and deliver impactful
presentations both internally and with customers.

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Create impactful presentations that will enable you to achieve your objective.
• Deliver presentations in a more professional and influential manner; thereby achieving greater

impact.
• Manage your personal impact, making an emotional connection with your audience.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $150 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

FEB 21 MAY 8 JUL 23 AUG 29 OCT 16
Home Office Home Office Home Office HDC Home Office

Project Management (Open Enrollment)

Course Description:
Get on top of your projects with the help of this new workshop. It will give you some valuable
resources, like tools that track key project information from concept to completion in an organized,
systematic format. You’ll get the skills you need to get the job done with available resources, on time
and to specifications.

Who is this course for?
Anyone who is new to Project Management, busy managers supervisors or team members who are
responsible for, or involved in delivering projects and business initiatives. It its particularly relevant if
you have a specific project that you are working on now, or are about to commence.

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Scope a project and set achievable goals. Understand key roles and responsibilities in a project.
• Identify and manage project risks. Monitor co-ordinate and control projects.
• Deliver projects in full, on time and within budget.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $250 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

MAY 23 OCT 30
Home Office Home Office

Managing Time and E-Mail with Outlook
(Open Enrollment)

Course Description:
Most of us have hundreds if not thousands of e-mails in our in-box. Currently, we are using our
in-box as a to-do list, a filing cabinet, or a garbage can. The consequences of this are that things
slip through the cracks, we spend too much time “living” in our in-box, increased stress levels, and
a sense of being out of control. This course will give you tools to control your in-box, manage your
time, take control of your day, prioritize your activities, and easily file and retrieve important
information

Who is this course for?
Anyone looking to improve personal productivity, and work more effectively

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Increase your productivity by 68 minutes per day.
• Convert e-mails into tasks and make better decisions for improved results.
• Manage information more effectively.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $150 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

APR 24 JUL 25 SEPT 24
Home Office Home Office Home Office

Effective Intelligence Workshop (By Request)

Course Description:
In this valuable workshop, your team will learn ways ho harness its immense brain power.
By understanding the implications of the Effective Intelligence Team Profile and gaining an
appreciation for different ways of thinking, you can maximize your team’s effectiveness.
Who is this course for?
This workshop can be requested by a team leader to be run for his/her team as a team building
activity.
How long is the course?
This is a ½-day course.
What should I expect?
By the end of the course you will be able to:
• Gain personal insight into your thinking preferences.
• Gain insight into the how you can work more effectively.
Pre-course work
Completion of MBTI assessment.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: $150 per person
For further information or to register for this training, please contact:
[email protected]
When is this course running?
As required.

Myers-Briggs Workshop (By Request)

Course Description:
Through Myers-Briggs testing, this workshop provides insight into personal preferences so team
members can maximize their potential. You’ll gain an understanding of how the MBTI team profile
influences team performance, and benefit from customized team-building services.
Who is this course for?
This workshop can be requested by a team leader to be run for his/her team as a team building
activity.
How long is the course?
This is a ½-day course.
What should I expect?
By the end of the course you will be able to:
• Gain personal insight into how your MBTI preferences influence your productivity.
• Gain insight into the how your team can work more effectively together.
Pre-course work
Participants must complete a self assessment evaluation prior to attending the workshop.
How much does it cost: $150 per person.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
As required.

Everyday Coaching (Open Enrollment)

Course Description:
When you’re good at coaching, you have the rare ability to empower others. Always popular, this
workshops, helps you hone your coaching and feedback skills. This course will give you tools to tap
into the potential of your people and support them to accomplish great work!

Who is this course for?
This course is open to anyone who wants to enhance their ability to coach peers, project team
members, direct reports, or their managers.

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Use coaching skills support others to achieve their business goals.
• Provide effective feedback to accelerate growth and development.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $100 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

FEB 28 APR 3 JUN 20 SEP 5
Home Office Home Office Home Office Home Office

Career Coaching for Managers (Open Enrollment)

Course Description:
As a manger, you’re in a position to inspire and enable your team members to find career satisfaction.
This new program will give you the tools you need to work collaboratively with your direct reports to
help them develop meaningful career goals.

Who is this course for?
Managers with direct reports

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to help your direct reports:
• Clarify what their career goals are.
• Discuss and agree on different career options that are aligned with their values, skills and interests.
• Support them in creating development plans that will help them achieve their career goals.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $100 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

MAY 1 OCT 23
Home Office Home Office

Selecting for Success (Open Enrollment)

Course Description:
In this course on behavior-based interviewing, you’ll learn to interpret and evaluate an interviewee’s
responses. Through in-class practice you’ll begin to develop your interview skills for more effective
hiring practices and decisions. You’ll also get insight into the legal aspects of interviewing,

Who is this course for?
Managers with direct reports

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Understand the entire interviewing process.
• Prepare for and conduct effective behavior-based interviews.
• Partner with HR to make a quality selection based on the candidates you have interviewed.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: There is no charge for this course.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

MAR 12 SEP 19
Home Office Home Office

Situational Leadership (Open Enrollment)

Course Description:
A good leader has several hats and he or she knows when to put them on. In this workshop you’ll
learn to adapt your leadership style to different situations. From directions to empowerment, you’ll
gain the skills and techniques you need to act professionally and appropriately at all times.

Who is this course for?
Anyone who has direct reports or who is leading a project team.

How long is the course?
This is a 1-day course.

What should I expect?
By the end of the course you will be able to:
• Effectively assess the competence and confidence of your those who work for you.
• Gain insight into your own Situational Leadership style.
• Effectively adapt your leadership style in different situations.

Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: $200 per person.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

MAY 22 AUG 28
Home Office Home Office

Leading Teams at Nestlé (Open Enrollment)

Course Description:
As we herald in a new decade, it becomes more challenging to manage the energy and diversity of the
workplace. In this course, you’ll explore the manager’s new role in leading teams. Learn how to:
identify the four stages of team development; lead a team through challenges; and manage virtual
teams. The course culminates in a business simulation emphasizing the course's key learnings.
Who is this course for?
Those who currently lead or will lead teams.
How long is the course?
This is a 2-day course.
What should I expect?
By the end of the course you will be able to:
• Identify the four stages of team development.
• Manage a team through challenges that every team faces.
• Manage virtual teams.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: $300 per person.
For further information or to register for this training, please contact:
[email protected]
When is this course running?

APR 3-4
Toronto Cricket Club

Leading Change at Nestlé (Open Enrollment)

Course Description:
Change agility is imperative for organizational growth and survival. In today’s fast-paced work
environment, understanding the nature and dynamics of change and possessing an ability to execute
in a timely manner can be what differentiates successful individuals and organizations from
unsuccessful ones. In this program, you will gain a better understanding of change processes and
perspectives as well as immediately applicable practical skills which will give you a clear competitive
advantage as a leader.
Who is this course for?
Nestlé leaders in strategic roles.
How long is the course?
This is a 2-day course.
What should I expect?
By the end of the course you will be able to:
• Identify drivers of change.
• Align people, processes and tools to facilitate change.
• Break through decision paralysis.
• Discover what leads to big changes in behavior.
• Identify traits and characteristics to guide teams.
• Apply tools to drive organizational challenges.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: $300 per person.
For further information or to register for this training, please contact:
[email protected]
When is this course running?

OCT 23-24
Toronto Cricket Club

Nestlé Canada Values 360° Feedback (By Request)

Course Description:
360° feedback is a process that can be instrumental in brining out the best in your leadership. In this
experience, you will invite those who you work closely with to provide you with honest feedback to
enhance your leadership competencies. You will be taken through a comprehensive report that will
help you create a personalized leadership development plan.
Who is this for?
For Line Managers to receive individual feedback on how well they are modeling the values.
What should I expect?
By the end of this process you will be able to:
• Gain greater insight into strengths and development opportunities when using the Nestlé Value
How much does it cost: There is no charge for this process.
For further information or to register for this training, please contact:
[email protected]
When is this process running?
As Required.

Business Warehouse (BW) Introduction
(Open Enrollment)

Course Description:
This self-directed introduction to Business Warehouse (BW), will be useful for those of you with an
active SNOW account who need to run and use BW reports to support job responsibilities. You’ll
learn how to access (BW and BEx Analyzer interfaces), filter, drill down, save and customise reports.
Who is this course for?
Employees who require an introduction to the Business Warehouse reporting tool.
How long is the course?
This is a 2-hour course.
What should I expect?
By the end of the course you will be able to:
• Understand the use of BW reporting tool.
• Understand basic terminology.
• Understand basic BW Web functionality.
• Understand basic BW BEx Analyzer functionality.
Pre-course work
N/A
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information, please contact:
[email protected]
When is this course running?
As required. Self-directed, web-based online course.

Decision Support (DS) Help Clinics (Open Enrollment)

Course Description:
In this valuable Question and Answer Drop In for Decision Support (DS) tools, you’ll get the
assistance you need to enhance your DS skills. Bring all your questions about Microsoft Word,
Microsoft PowerPoint, Microsoft Outlook, Cognos PowerPlay (8.4), and BW BEx Analyzer.
Who is this clinic for?
Business users of various software applications; e.g., Excel, Access, BW Queries, etc. who require
help on a specific feature or function of the application, or need to find a better solution.
How long is the clinic?
This a 2-hour session – drop in; not scheduled.
What should I expect?
By the end of the clinic you will be able to:
• Apply skills learned to improve your use of MS Office tools and your day to day job efficiency.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information, please contact:
[email protected]
[email protected]
[email protected]
[email protected]
When is this course running?
Please see attached 2013 calendar.

Microsoft Office Applications Training
(Open Enrollment)

Course Description:
Enhance your skills and increase your confidence with the help of training in Microsoft Office
applications. Public classroom training at a variety of levels will give you more access to this valuable
software so you’re more effective on the job.
Who is this course for?
For those employees who wish to be introduced or increase their proficiency in the use of MS Office
applications; e.g., PowerPoint, Word, Excel, Project.
How long is the course?
1-3 days as required.
What should I expect?
By the end of the course you will be able to:
• Apply skills learned to improve your use of MS Office tools and your day-to-day job efficiency.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: $275.00 for 1-day course
For further information for this training, please contact: Vanessa Hardy
For registration please contact Chad Kotnisz [email protected] at ctc TrainCanada
When is this course running?
As per public ctc Train Canada MS Office classroom training calendar.

Microsoft Office Applications Webinars
(Open Enrollment)

Course Description:
Enhance your skills and increase your confidence with the help of training in Microsoft Office
applications. Webinars at a variety of levels will give you more access to this valuable software so
you’re more effective on the job.
Who is this course for?
For those employees who wish to be introduced or increase their proficiency in the use of MS Office
applications; e.g., PowerPoint, Word, Excel, Project.
How long is the course?
This is a 2-hour course.
What should I expect?
By the end of the course you will be able to:
• Apply skills learned to improve your use of MS Office tools and your day to day job efficiency.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: $100 (maximum; reduced fee with greater than 4 participants)
For further information for this training, please contact: Vanessa Hardy
For registration please contact http://www.starlighteducation.com/nestlecanada.
When is this course running?
As per published Starlight 2013 training calendar (available via above Starlight website).

Brand Building the Nestlé Way: Virtual House
(E-Learning)

Course Description:
The Brand Building the Nestlé Way (BBNW) House Portal site features Nestlé’s proprietary approach
for helping Brand Builders achieve great brand results by applying a set of Winning Actions
supported by useful tools and learning from real life market examples.
Who is this course for?
All Brand Builders (Marketing, Sales, CCSD, R&D).
Mandatory for all Marketers.
How long is the course?
Self-paced learning. Length depends on extent of information covered. Allow at least 2 hours.
What should I expect?
By the end of the course you will be able to:
• Understand what BBNW is and how it can help you achieve great brand results.
• Relate the Commitments and Winning Actions to your work as a brand builder.
• Find tools and best in class market examples to support your brand building when you need them.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review:
• Where you need to focus to strengthen your brand building skills based on the brand and projects

you are working on.
• How these skills tie back to your PDG development plans and your PE objectives.
How much does it cost: There is no charge for this e-learning.
For further information or to register for this training, please contact:
[email protected]
To access the BBNW House, go to the Marketing Intranet and click on ‘Discover the BBNW House’.
When is this course running?
This is a self-paced, E-learning course which is available anytime once the BBNW House is loaded.

Know Your Consumer Deeply: Immersion Session

Course Description:
Know Your Consumer Deeply (KYCD) is a key part of Brand Building the Nestlé Way (BBNW),
where our most fundamental commitment is to delight consumers, every day, everywhere. This course
is designed to create awareness and understanding of the Know Your Consumer Deeply Winning
Actions, supporting tools/live action workshops and the Consumer Portrait template. It is the
foundational course for the KYCD room and the BBNW program.
Who is this course for?
Marketing, Consumer and Shopper Insight Managers.
Mandatory for all Marketers.
How long is the course?
This is a ½-day course.
What should I expect?
By the end of the course you will be able to:
• Bring the Know Your Consumer Deeply Winning Actions to life in your daily work.
• Utilize the tools to strengthen your brand.
• Implement an action plan to take to bring your target consumer alive in all decision making.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Review your current Consumer Portrait (and bring to workshop).
Post-course work
Meet with your Line Manager to discuss and review:
• Your action plan on KYCD.
• How the skills learned in the immersion tie back to your PDG development and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
Information: [email protected]
Registration: [email protected]
When is this course running?
TBD

Know Your Consumer Deeply: Consumer Portrait
Workshop (By Request)

Course Description:
The Consumer Portrait is one of the 4 key documents in BBNW. It captures your understanding of
your brand and drives consumer based decision making. In this facilitated session your team will
develop a Consumer Portrait which you are all aligned to and own. You will also identify any gaps you
have in your existing knowledge of the brand.
Who is this course for?
Marketing, CCSD, Consumer and Shopper Insight Managers, Creative and Media Agencies.
How long is the course?
This is a 1-day course.
What should I expect?
By the end of the course you will be able to:
• More deeply and completely understand your target consumer.
• Leverage a completed Consumer Portrait.
• Identify knowledge gaps on the brand.
Pre-course work
Meet with your Line Manager to gain Leader endorsement on the workshop and the inputs outlined
below. Request Consumer Portrait Preparation Guide which outline pre-work required including:
• Define: Target Consumer, Roles and Responsibilities, Category Definitions.
• Select and Collect: Key sources of information
Post-course work
Meet with your Line Manager to discuss and review:
• Where you need to focus to strengthen your Consumer Portrait.
• How to lead the Consumer Insight development.
• How the skills developed in the workshop tie back to your PDG development plans and

your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Workshops are organized as needed for teams
who are ready to develop a Consumer Portrait.
It must be initiated by the Marketing Manager of
the brand.

Know Your Consumer Deeply: Consumer Target
Assessor (E- Learning)

Course Description:
The Consumer Target Assessor is a tool which helps you select the right target consumer. It uses
attractiveness (of the segment) and the brand’s ability to win (the consumer group) as key inputs to
defining and choosing the target consumer. The e-learning in the BBNW House explains the winning
action (WA02), assessor tool and a manual to use it.
Who is this course for?
All Marketing Associates, Assistants and Managers.
How long is the course?
Self paced learning. Less than 1 hour to learn. More time required to apply to your brand.
What should I expect?
By the end of the course you will be able to:
• Use the Assessor tool to evaluate potential consumer targets and then choose the right one.
• Deepen your understanding of your brand’s target consumer.
Pre-course work
Meet with your Line Manager to discuss and agree to learning objectives.
Post-course work
Meet with your Line Manager to discuss and review:
• Your learning from applying the Consumer Target Assessor
• How these skills tie back to your PDG development plans and your PE objectives.
How much does it cost: There is no charge for this e-learning.
For further information or to register for this training, please contact:
[email protected]
To access the BBNW House, go to the Marketing Intranet and click ‘Discover the BBNW House.’
The Consumer Target Assessor tool is in the Know Your Consumer Deeply room, Winning Action
(WA02).
When is this course running?
This is a self paced, E-Learning course which is available anytime online anytime.

Creating Engaging Brand Experiences:
Brand Engagement Pilot 1 (Ultimate Brief) Workshop
(By Request)

Course Description:
The Ultimate Brief is the first step of the Brand Engagement Pilot (BEP) journey towards attractive
and impactful communication. BEP is the Nestlé Way of developing communication. It is a
framework to help develop effective consumer communications based on big ideas that are
campaignable across all media. At this workshop a selected group of marketers and partners
collaboratively develop an Ultimate Brief based on draft inputs. The key output is an inspiring
Ultimate Brief including the definition of your brand’s Ownable Brand Idea (OBI). Tools are used to
help build and stretch the team’s thinking.
Who is this course for?
Marketing, Communication Partners including creative, media, digital and packaging, Consumer and
Shopper Insight Managers, CCSD.
How long is the course?
This is a 1-day course.
What should I expect?
By the end of the course you will be able to:
• Understand your brand’s communication direction more deeply and completely.
• Progress in the BEP journey with an aligned team.
• Leverage a Ultimate Brief (to develop a Big Idea) that is precise, concise and strategy.
Pre-course work
Meet with your Line Manager to gain Leader endorsement on the workshop and the inputs below
Request BEP 1 Preparation Guide which outlines pre-work required including:
• Consumer Portrait, Brand Essence, Consumer Insight, Competitive Landscape
• Brand Dashboard, Consumer Engagement Funnel
Post-course work
Meet with your Line Manager to discuss and review:
• How to support the Big Idea development (led by Creative Agency).
• Where you need to focus to further strengthen your Ultimate Brief
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected] or [email protected]
When is this course running?
Workshops are organized as needed for teams who
are ready to develop an Ultimate Brief using all the
BBNW tools.
It must be initiated by the Marketing Manager
of the brand.

Leading Business Development : 3-Year Strategic
Brand Plan Workshop

Course Description:
The 3-year Strategic Brand Plan defines the brand’s vision, objectives and strategies for the next 3
years. It must include future break through, transformational plans to accelerate brand growth
including innovation/renovation and nutrition health and wellness. This workshop is intended to
provide marketers with the skills and background knowledge needed to think through and write a
successful plan. It provides the opportunity to practice some of the tools on your own brand so that
you have a head start on your plan.
Who is this course for?
All Marketing Associates, Assistants and Managers.
How long is the course?
This is a 1-day course.
What should I expect?
By the end of the course you will be able to:
• Understand the key deliverables for the 3-Year Strategic Brand Plan.
• Apply tools and techniques to think strategically about your brand.
• Have an action plan to help you complete your 3-Year Strategic Brand Plan.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Prepare pre-work exercises and reading (requires approx, 1hr 15mins to complete).
Post-course work
Continue the development of your 3-Year Strategic Brand Plan.
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plan and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
TBD

Leading Business Development: Annual Brand Plan
Workshop

Course Description:
The Annual Brand Plan defines the brand’s vision, objectives and strategies for the next years.
It builds on the 3-Year Strategic Brand Plan and provides more specific detail on the strategies,
activities and KPIs for the next year. It also sets the strategies for your brand’s contact plan.
This workshop will help you develop the skills needed to achieve break through thinking then write a
successful plan. It provides the opportunity to practice some of the tools on your own brand so that
you have a head start on your plan.
Who is this course for?
All Marketing Associates, Assistants and Managers.
How long is the course?
This is a 1-day course.
What should I expect?
By the end of the course you will be able to:
• Understand the key deliverables for the Annual Brand Plan.
• Apply tools and techniques to think strategically about your brand.
• Have an action plan to help you complete your Annual Brand Plan.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Prepare pre-work exercises and reading (requires approx, 1hr to complete).
Post-course work
Continue the development of your Annual Strategic Brand Plan.
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plan and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
March

Pricing The Nestlé Way Workshop (By Request)

Course Description:
Offered by business/brand group request and requires participants from marketing, finance and sales.
This fundamental course gives you insight into Nestlé’s pricing methodology. You’ll learn and practice
the tools you need to price products strategically and optimize pricing decisions on an ongoing basis.
Your team will apply these tools and thinking to your selected brand and start development of a
pricing strategy. At the end of the workshop your team will develop an action plan for your brand
or business.
Who is this course for?
All Marketers, Category Finance, CCSD, CBT (selected), Consumer and Insight Managers.
How long is the course?
This is a 1 ½ day course.
What should I expect?
By the end of the course you will be able to:
• Apply the principles of Pricing the Nestlé Way to your brand
• Leverage your cross functional team’s common knowledge and experience on pricing.
• Apply pricing methodology and tools to make optimal pricing decisions.
• Use the pricing work done on your brand and your action plan to develop a new pricing strategy for

your brand.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Marketing Manager will need to coordinate the collection of key brand information to bring to the
workshop.
Post-course work
Continue the development of a new pricing strategy for your brand.
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Workshops are organized for teams who need to
and are ready to develop a new pricing strategy
for their brand.
It must be initiated by the Marketing Manager
of the brand.

GLOBE Brand Planner for System Planners:
Section 1 – Entering a Plan

Course Description:
In this introductory course you will get an overview of the Brand Planner system that we use to plan
and manage our marketing budgets. The content covers how and when to enter a plan and activities
into the Brand Planner system. We will introduce the theory behind budget planning and conduct a
demonstration of the system. You will then have a hands on session where you practice entering a
plan into the training environment of the system.
Who is this course for?
All new Marketers with responsibility for inputting and managing marketing budgets in the system.
How long is the course?
This is a 3-hour course.
What should I expect?
By the end of the course you will be able to:
• Anticipate the steps you are responsible for in the budgeting process.
• Enter a marketing budget into Brand Planner
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Complete pre-work e-learning module (approx. 30 min.)
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Throughout the year when there are a minimum of 4 participants.

GLOBE Brand Planner for System Planners:
Section 2 – Status and Approval

Course Description:
You’ll delve further into the world of the Brand Planner system to understand the concepts of status
and workflow. You’ll come away with new working knowledge including when and how to change the
status of an activity and how to get a activities approved.
Who is this course for?
All new Marketers with responsibility for inputting and managing marketing budgets in the system.
How long is the course?
This is a 2 hour course.
What should I expect?
By the end of the course you will be able to:
• Get a marketing budget in Brand Planner approved by your manager.
• Change a marketing budget in Brand Planner – increasing, decreasing or shifting funds between

brands.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Complete Section 1 training.
Post-course work
Contact Cathy MacDonald for Reports training.
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Throughout the year when there are a minimum of 4 participants.

GLOBE Brand Planner for Approvers
(Offline and Online Approvers)

Course Description:
In this course designed for Brand Planner Approvers, you’ll get an overview of our Brand Planner
system that we use to plan and manage our marketing budgets. You will also learn when and how to
approve plans and activities.
Who is this course for?
All Marketers who have no Brand Planner experience and will be approving budgets in the system
(Marketing Leaders) or offline before system entry (Marketing Managers)
How long is the course?
This is a 2-hour course.
What should I expect?
By the end of the course you will be able to:
• Support your team in the use of the Brand Planner system and process.
• Check marketing budgets in Brand Planner to ensure they are complete and correct.
• Approve plans in Brand Planner.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Throughout the year when there are a minimum of 2 participants.

Purchasing for Marketers

Course Description:
Purchasing is an essential component of the marketer’s role – and doing it well is a skill. This course
will teach you how the marketing purchasing and payables processes work and what your role is in
them. It will also help you streamline your work with some best practices and tips. This course is the
prerequisite to successful hands on purchasing system training.
Who is this course for?
All new Marketers who create Purchase Requests (are responsible for paying invoices).
How long is the course?
This course is 1½ hours.
What should I expect?
By the end of the course you will be able to:
• Manage the purchasing system successfully on your brand – so that commitments are in the system

and invoice are paid on time
• Streamline your purchasing activities
• Track your media expenses
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Throughout the year when there are a minimum of 4 participants.

Sales 101

Course Description:
A great way to get the basics, Sales 101 shows you how to execute the “8 Steps of a Call.” You learn
how to open a call, pitch your objectives and close. Along the way, you’ll get some very helpful
techniques for identifying types of objections and learn how to overcome them.
Who is this course for?
RDRs, RDTM,. CDM/CDR
How long is the course?
This is a 2-day course.
What should I expect?
By the end of the course you will have acquired knowledge on:
• Basic selling skills.
• Setting objectives.
• Questioning, listening.
• Handling objections.
• Retail environment.
• Basic retail math.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: Non-CD $600.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
TBD

Sales 201 : Structured Commercial Selling

Course Description:
Get some basic account management skills in this overview of structured commercial selling. You’ll
learn a 15-Step process that emphasizes customer needs, information, pricing and promotion and
retailer profitability. It also covers the expectations of a Customer Development (CD) Manager and
how to develop a business-cased customer presentation.
Who is this course for?
CDM/CDR, CSDC, Advisors
How long is the course?
This is a 2-day course.
What should I expect?
By the end of the course you will have acquired knowledge on:
• Basic Account Management skills.
• 15 step process with emphasis on customer needs- information, pricing and promotion, retailer

profitability, expectation of CD Manager and developing business cased customer presentations.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: Non-CD $600
For further information or to register for this training, please contact:
[email protected]
When is this course running?
TBD

Sales 202: Selling Strategically

Course Description:
Learn to satisfy customer needs while meeting Nestlé sales objectives. This course teaches you how to
evaluate your strategic options to make the most of your opportunities. You’ll also learn about
commercial criterion, the customer decision-making process and how to validate your strategies with
fact-based rationale.
Who is this course for?
CDM/CDR, CSDC, Advisors
How long is the course?
This is a 2-day course.
What should I expect?
By the end of the course you will have acquired knowledge on:
• Evaluating strategic options to satisfy customer needs to meet Nestlé sales objectives and validate

them with fact based rationale.
• Commercial criterion and customer decision- making process.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: Non-CD $600
For further information or to register for this training, please contact:
[email protected]
When is this course running?
TBD

Sales 203: Negotiations for Customer Development

Course Description:
This engaging course is all about “Getting to Yes.” Your first step is to define the meaning of a
successful outcome – then you’ll get the negotiating principles and strategies you need to get the
answer you want. You’ll also learn a principled approach to negotiation and tactics for handling
difficult negotiations.
Who is this course for?
CDM/CDR, CDMTL, CSDC, Advisors, TMMs, other Customer Development colleagues whose role
requires negotiating mutually acceptable agreements.
How long is the course?
This is a 2-day course.
What should I expect?
By the end of the course you will have acquired knowledge on:
• “Getting to Yes” negotiating principles and strategy.
• Defining a successful outcome.
• Principled negotiation approach.
• Tactics to handle difficult negotiations.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: Non-CD $600
For further information or to register for this training, please contact:
[email protected]
When is this course running?
TBD

Sales 204: Manage Customers Profitability

Course Description:
Acquiring customers is just the first step. It’s equally important to manage relationships so they remain
profitable. This course will give you the four levels of the Customer Contribution Statements (CCS)
and show you how to improve customer profit contribution. You’ll get the tools you need to analyze
and optimize Total Trade Spend (TTS) and learn a quadrant approach to TTS.
Who is this course for?
CDM/CDR, CDMTL, CSDC, Advisors, CSDLS, TMMs
How long is the course?
This is a 2-day course.
What should I expect?
By the end of the course you will have acquired knowledge on:
• The four levers of the CCS statements.
• How to improve customer profit contribution.
• Tools to analyze and optimize TTZ.
• Net Net Sales (NNS).
• The “If you…..then we” approach.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: Non-CD $600
For further information or to register for this training, please contact:
[email protected]
When is this course running?
TBD

Prime: Presentation Reports and Insights Made Easy

Course Description:
In this introduction to Prime, you’ll get a good overview of Nielsen Marketplace fundamentals.
What’s more, you’ll come away with an understanding of how to pull and use these essential reports.
Who is this course for?
New CDM, CD Analyst, CCSD Analyst
How long is the course?
This is a 1-day course.
What should I expect?
By the end of the course you will be able to:
• Understand A.C.N Marketplace fundamentals.
• Pull and use essential reports.
Pre-course work
Meet with your Line Manager to discuss and agree learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: $300 per person.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
TBD

Sales 303: Advanced Negotiations – The Complete
Skilled Negotiator Workshop

Course Description:
This workshop provides the psychology, behaviours and commercial dynamics of negotiation across
all business disciplines and sectors. It gives your business a competitive advantage - now, and in the
long-term and delivers real behavioural shifts with a positive and measurable impact on your bottom
line, ten-fold within three months – guaranteed.

Who is this course for?
By invitation only

How long is the course?
This is a 3½-day course, in residence.

What should I expect?
• Over 70% of the workshop is devoted to hands-on learning
• Attendees conduct negotiations and through the use of video analysis identify the appropriateness

of the strategies, tactics and behaviours they use

Pre-course work
Pre-course work emailed 3 weeks prior to the course.

Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.

How much does it cost: There is no charge for this course.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

MAY OCTOBER

Sales 403: The Strategic Negotiator Workshop

Course Description:
The Strategic Negotiator workshop is designed to build on advanced skills by breaking down the
barriers and thinking parameters that can limit the potential of negotiation.
This highly practical workshop covers nine strategies within the context of a model that explores
people, process and power at a level for strategic thinkers and operators – with a range of innovative
and creative approaches to manage all types of negotiations.
Who is this course for?
By invitation only
How long is the course?
This is a 2-day course, in residence.
What should I expect?
• Equips senior executives with advanced tools to handle complex, multi-level negotiations
• Content covers nine strategies that provide a framework for managing all types of situations
• Improves strategic thinking
• Develops specific strategies for your imminent and future negotiations
Pre-course work
Pre-course work emailed 3 weeks prior to the course.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: There is no charge for this course.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
TBD

Trade Insight

Course Description:
Trade Insight is a Trade Promotion Management tool that is being implemented in January 2013 by
Nestlé Canada.

Trade Insight incorporates target setting, account planning, settlements, and analysis. This comes
after more than six years of managing our sales and TTS in various Excel tools.

Trade Insight (TI) is an integrated solution that will replace the current Trackers, Promotion
Evaluation Tool, and the Deal Document tool.

Who is this course for?
By invitation only.

How long is the course?
This is a 1-2 day course.

What should I expect?
- Basic Navigation of Trade Insight homepage
- How to create a promotion
- How to modify/copy a promotion

Pre-course work
View eLearning module located on CD homepage

Post-course work
Execute and communicate.

How much does it cost: There is no charge for this course.

For further information or to register for this training, please contact:
[email protected]

When is this course running?

JAN 14 JAN 16-17 JAN 21-25 JAN 29-30
Home Office Calgary HDC Quebec

Professional Selling Skills

Course Description:
Develop valuable sales skills in this enlightening course for all members of the Nestlé Nutrition
Medical Sales team. It will help you become a consultative problem-solver in face-to-face sales
situations. You’ll get the skills you need to take customers through the steps of the sales cycle and
build lasting, mutually beneficial customer relationships.
Who is this course for?
All employees joining Nestlé Infant Nutrition whose role it is to support the Medical Sales function,
e.g., Territory Managers, Regional Managers, Medical Scientific Unit, etc.
How long is the course?
This is a 3-day course.
What should I expect?
By the end of the course you will be able to:
• Improve your successes in competitive situations through fluent use of strategic application of

Need Satisfaction Selling Skills.
• Effectively deal with customer indifference and concerns.
• Take your business to the next level by building long lasting mutually beneficial customer

relationships.
Pre-course work
Meet with your Line Manager to discuss and agree on learning objectives
Identify 2 or 3 of your customers with whom you have , and note sales challenges that currently exist.
This same list of customers will be used throughout the workshop.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
Feedback is provided from facilitator on completed practice exercises over an 11-week period.
How much does it cost: Cost absorbed by Leader of Medical Sales.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Based on Demand.

Winning Health Account Strategies

Course Description:
In this motivating course, you’ll delve further into the world of sales to advance the knowledge gained
in Professional Selling Skills. Here you’ll learn a simple yet effective five-step strategy for maximizing
sales opportunities and developing relationships with key accounts. A must for all members of the
Nestlé Nutrition Medical Sales team.
Who is this course for?
All employees of Nestlé Infant Nutrition Medical Sales whose role it is to develop and win business in
highly complex Hospitals and Institutions.
How long is the course?
This is a 2-day course.
What should I expect?
By the end of the course you will be able to:
• Navigate the maze of information associated with highly complex business accounts, and synthesize

them into a winning plan of action.
• Leverage new tools and tactics to overcome obstacles to success.
• Advance my position with my high potential accounts from Needs Satisfaction Seller, to Trusted

Advisor.
Pre-course work
Meet with your Line Manager to discuss and agree on learning objectives.
Post-course work
Meet with your Line Manager to discuss and review how these skills tie back to your PDG
development plans and your PE objectives.
How much does it cost: Cost absorbed by Leader of Medical Sales.
For further information or to register for this training, please contact:
[email protected]
When is this course running?
Based on Demand.


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