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Education - "High performance” sales colleges
Selling what customers can’t seen
 AEM’s regional sales colleges help equipment sales personnel look beyond product features and benefits, to provide value-added solutions that meet customers’ needs.
The hard-hitting course, held two to three times each year, receives consistently high reviews from participants for its focus on real-world issues and challenges.
“Now that our district managers have been through Mike’s ‘boot camp,’ they have ‘missile lock’ on their targets and I find it much easier to help them work more effectively on their mission,” notes John Vogel, Vice President of Atlas Copco Construction Tools.
In fact, Atlas Copco is one of three companies that has sent its entire sales force to the AEM college plus scheduled a third day onsite to analyze as a team what aspects and tools from the program they would implement immediately, explains AEM’s Heide Kraus.
Enrollment is limited to assure intensive learning. Topics include value added selling, channel management, planning and forecasting, time and territory management, assessing potential, targeting skills, managing distribution and developing action plans.
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