Listing of Courses
I. New to Sales (Up to about 2
100 Sales Basics.
Sales awareness, territory and call planning, time management,
prospecting, planning and closing.
110 Sales Skills
for Occasional Sellers. (1 day)
Introduces basic sales concepts and
activities to those whose main job is not sales. Also beneficial to those who
supervise or act in support of sales people.
II. Intermediate Sales (About 2 to
about 5 years experience.)
Process Workshop. (2 days)
Defines and develops a formal, multi-step
Sales Process to improve sales effectiveness and efficiency.
210 How to Sell
without Discounting. (2 days)
A dollar of discount equals a dollar of
profit. How to stop giving profit away.
220 How to Manage
Your Selling Time. (1 day)
Strategies and awareness to let you get more
selling time out of your day.
Sales Presentations. (2 days)
Steps to create a more believable and
compelling sales presentation.
III. Senior /
Advanced Sales (5+ years of sales experience.)
Selling. (2 days)
Strategies and tactics to use in highly competitive
markets where customers are reluctant to buy and new prospects are few.
to Call at the Executive Level. (1 day)
Why, how and when should you call
on senior executives.
320 Trusted Adviser
Selling. (1 day)
How to work with the elements of Trust to eliminate the
competition from your key accounts.
330 Value Selling.
How to win in highly price-sensitive markets or where product /
service differentiation is very difficult.
IV. Sales Management ( 6+ months in a management
to Be a Great Sales Manager. (2 days)
How top sales managers create and
lead high-performing sales teams. The 6 Steps in the Practice of Sales
410 Sales Management Round Table Workshop. (1 day)
A round-table workshop focused on
discussing key issues faced by sales managers in today's frantic marketplaces.
(Request a minimum of one full year of experience.)
Coaching Techniques. (1 day)
How to be a successful coach for your team.
Activities that will bring positive results and better performance.
V. Refresher Programs
500 Refresher Courses. (1/2 to 1
Periodically, refresher programs will be offered to past graduates to
'top-up' and renew skills learned in earlier programs.