1.    Review and e-Learn

a)      As practical (in person or by phone/conference call) you will review with your direct supervisor the previous sections and activities including lessons 1-5 and the Miller Heiman reading assignment

b)     You will take e-Lessons/videos: Introduction to Salesforce - Posting Comments & Documents 12.1(10 Min.)

2.    Product Knowledge (Branch Mix)

Select and study two brands/products assigned to your branch location.

a)      To access the product knowledge mix assigned to your branch location, click here

b)     Under your location click the hyperlink to the product you would like to study.

c)      Master all knowledge as it relates to the brand/company description, products, features, and resources in your location

d)     You will locate/inspect the above-mentioned product(s) in one of our warehouses

e)     Your direct supervisor will schedule a ride-along with a contemporary or defined expert who will:

•         Provide you with an overview of the product(s)
•         Explain how the product(s) fits into your market segment and accounts
•         Explain how to establish creditability for the product(s)

f)       In section 11, you will take the branch specific product knowledge course e-Quiz

3.    Salesforce Part 4 (Field Applications)

a)      Your contemporary mentor will explain and demonstrate how to:

• Enter contacts in Salesforce
• Create a new account in Salesforce
• Create a sales opportunity in Salesforce
• Populate a Blue Sheet Opportunity in Salesforce
• Create a default opportunity team in Salesforce
• Convert leads in Salesforce
• Process Co-Up Expenses in Salesforce
• Enter Tyvek builder details in Salesforce

b)     You will simultaneously refer to SOP’s:

• SOP SF 10.1 Creating New Customer Account
• SOP SF 11.1 Creating a Sales Opportunity in Salesforce
• SOP SF 12.1 Populating a Blue Sheet Sales Opportunity
• SOP SF 13.1 Creating a Default Opportunity Team in Salesforce
• SOP SF 16.1 Populating Tyvek Builder Detail Information

4.    Communication Basics - Part 3

You will complete e-LessonCommunication Basics 12.1 where you’ll learn how to develop PowerPoint presentations and the skills to deliver them.

5.    Miller Heiman - Strategic Selling Review (Part 2 of 3)

After reading Miller Heiman Strategic Selling Part 2, Chapters 7-10, you will:

• Print an updated copy of the Miller Heiman Blue Sheet from the previous lesson
• Take e-Lesson Miller Heiman Strategic Selling Review 12.1

6. Infor Lesson: Inquiry

a)      Your assigned SME will explain and demonstrate how to perform the following “Inquiry” processes:

• P -SOP IS 92.1 – Customer Inquiry  (Simulation)
• P -SOP IS 93.1 – Advanced Search General Inquiries  (Simulation)
• P -SOP IS 94.1 – Customer Price Inquiry   (Simulation)
• P -SOP IS 95.1 – Product Inquiry (ICIP) and Product Availability Inquiry (ICIA)  (Simulation)
• P -SOP IS 96.1 – Canceled Order Inquiry  (Simulation)
• P -SOP IS 97.1 – Purchase Order Inquiry (POIP)(Simulation)
• P -SOP IS 98.1 – Sales Order Inquiry (OEIO)(Simulation)
• P -SOP IS 99.1 – Warehouse Transfer Inquiry (WTIT)  (Simulation)

b)     You will simultaneously refer to the above-mentioned SOP’s and or simulations

c)      Under the direct supervision of the SME, you will perform the above-mentioned process 3 times

7. Infor Lesson: Reports

a)      Your assigned SME will demonstrate how to pull and configure various reports including:

• P - SOP IS 130.1 – Review Pending Orders on Hold   (Simulation)
• P - SOP IS 131.1 – Last Look Report   (Simulation)
• P - SOP IS 132.1 – Register ­Report - General Report Information  (Simulation)
• P - SOP IS 133.1 – Ordered Stage Register Report  (Simulation)
• P - SOP IS 134.1 – Picked Stage Register Report   (Simulation)
• P - SOP IS 135.1 – RMA Report  (Simulation)
• P - SOP IS 136.1 – Backorder Report  (Simulation)
• P - SOP IS 137.1 – Material Allocation Report  (Simulation)

b)     You will simultaneously refer to the above-mentioned SOP’s and or simulations

c)      Under the direct supervision of the SME, you will perform the above-mentioned processes 3 times

8. Infor Lesson: Miscellaneous

a)      Your assigned SME will demonstrate how to perform the following miscellaneous activities including:

• P -SOP IS 119.1 – Finding Order Tracking Number   (Simulation)
• P -SOP IS 121.1 – View Order Audit Trail

b)     You will simultaneously refer to the above-mentioned SOP’s and or simulations

c)      Under the direct supervision of the SME, you will perform the above-mentioned processes 3 times

9. Infor Activity (Overflow Processing)

You will function as an overflow sales representative for an assigned expert applying all previous learned applications including the above-mentioned lessons for the remainder of the day.