 |
| Sales College |
|
|
 |
High Performance Sales College
"This is definitely a course for the sales pro that is looking to improve their value to the customer as well as improve themselves."
The highly successful AEM Sales College encourages district managers to become A-Players and understand how to better manage their time and customers. As a result, they become an integral part of an ongoing manufacturer-customer process. They nurture customer relationships and ensure an ongoing revenue stream for their company. The Sales College is for DMs who are passionate about the equipment industry. It is a program for those interested in doing a better job, enhancing customer relationships and increasing profit margins.
The intense course is facilitated by Michael Marks of Indian River Consulting Group. Mike understands the equipment industry, distribution patterns and working with dealers. He will provide tools and information that will drive territory managers to the core of customers' needs.
Agenda
| DAY 1 |
DAY 2 |
| a.m. |
The New Economy
The "A" Player
Real Value Added Selling
|
|
Planning & Forecasting
Managing Distributors
Time & Territory Management |
| p.m. |
How Your Customers Make Money
Channel Management
|
|
Assessing Potential
Targeting Your Skills
Action Plans
The Bottom Line |
Previous Attendees have told us:
 |
| Facilitator Michael Marks |
“All of our guys had a great time at the seminar. They said it was the best they had ever attended and all took away many things they needed to work on. It is the first time all of our sales people agreed on one thing, so it must have been great.”
“Solid, helpful, meaningful. Most of all—practical and applicable.
"Mike demonstrated a real life experience base and brought credibility to the presentation."
"Michael Marks does an excellent job of communicating the following concepts which I found to be a must for all 'A' Players: (1) Thinking like the customer to truly understand his needs. (2) Time and territory management. (3) Taking charge of your destiny."
"[This is] one of the only seminars I have ever attended that was 'real world.' [It] gave me tons of usable material, not just a few nuggets. I went back to my job focused."
Background
The Sales College curriculum was developed in 1999 by AEM and a select few member executives who felt current sales programs were not meeting the needs of equipment industry manufacturers. Their mission was to create training that encouraged sales reps and district managers to focus on their customers, identify solutions to meet customers' needs, and engulf themselves in the issues pertinent to their customers’ bottom line.
The Sales College continues to grow in popularity and has been selling out since 2005. Industry leaders such as MacDon Industries and LBX Company have seen the programs value to their sales force and have requested private sessions for their entire staff.
Do not miss this opportunity to know your customers and provide them with solutions.
Questions?
Please call Helen K. Horner at 414-298-4179.
|
